The VP Commercial - Media, Entertainment, and Gaming will lead and expand MarketCast's commercial strategy, focusing on driving revenue growth and fostering strong client relationships within the Media, Entertainment, and Gaming space. This role involves developing strategic sales plans, prospecting and territory development, managing key accounts, and identifying new business opportunities. This role will have a mix of existing accounts and new business responsibility, with the majority of focus on driving net new logo business. The VP Commercial will also collaborate with internal teams to ensure client satisfaction and contribute to the overall success of the company. Success in this role requires a deep understanding of the market research landscape and exceptional leadership abilities.
- Develop and execute commercial strategies -Crafting and implementing comprehensive commercial strategies to achieve revenue targets and expand market share is crucial. This involves analyzing market trends, identifying growth opportunities, and developing actionable plans. The strategies should align with the company's overall objectives and be adaptable to changing market conditions. Successful execution will lead to increased profitability and brand recognition.
- Manage and expand key client relationships -Cultivating and strengthening relationships with key clients is essential for long-term business success. This includes understanding their needs, ability to articulate and quantify ROI, strong stakeholder mapping and relationship expansion, proactive account planning with clear renewal and expansion strategies, early identification of churn or compression risk signals, ability to defend value, upsell and cross sell, providing exceptional service, and proactively identifying opportunities to add value. Effective management of client relationships can lead to increased client retention and revenue growth. This also builds trust and positions MarketCast as a strategic partner.
- Identify and pursue new business opportunities -Actively seeking out and capitalizing on new business opportunities is vital for driving growth. This involves ability to identify and prioritize ICPs, skilled outbound prospecting, strong qualification discipline (BANT and MEDDICC), ability to uncover pain and urgency, networking, executive presence, and developing compelling proposals. Identifying emerging trends and unmet client needs can lead to new service offerings and revenue streams. This proactive approach ensures MarketCast remains competitive and innovative.
- Collaborate with internal teams -Working closely with internal teams such as research, technology, and marketing is essential for ensuring seamless client experiences. This involves communicating client needs, providing feedback on service offerings, and aligning commercial strategies with overall company objectives. Effective collaboration ensures that MarketCast delivers high-quality solutions and maintains client satisfaction. It also fosters a sense of teamwork and shared purpose.
- Monitor market trends and competitive landscape -Staying informed about market trends and the competitive landscape is vital for making informed business decisions. This involves conducting regular market research, analyzing competitor activities, and identifying emerging opportunities and threats. This knowledge enables MarketCast to adapt its strategies and maintain a competitive edge. It also helps in identifying new markets and potential partnerships.
- Ensure client satisfaction -Prioritizing client satisfaction is essential for building long-term loyalty and generating repeat business. This includes providing proactive communication, addressing concerns promptly, and delivering high-quality service. Satisfied clients are more likely to recommend MarketCast to others and contribute to positive word-of-mouth marketing. It also fosters a strong reputation for excellence and reliability.
- Develop and present proposals -Creating compelling proposals that clearly articulate the value proposition of MarketCast's services is critical for winning new business. This involves understanding client needs, tailoring solutions to meet those needs, and presenting the information in a clear and persuasive manner. Effective proposals can significantly increase the likelihood of securing new clients and expanding existing relationships. It also showcases MarketCast's expertise and capabilities.
- Report on commercial performance -Providing regular reports on commercial performance is essential for tracking progress and making data-driven decisions. This includes monitoring key metrics such as revenue, client retention, and new business acquisition. Analyzing performance data helps identify areas for improvement and ensures that the commercial team is on track to meet its goals. It also provides valuable insights for strategic planning and resource allocation.
It'll be helpful if you have:Ideal candidates for the VP Commercial position will possess a strong background in market research, consultative SaaS sales, and business development. They should have a proven track record of driving revenue growth, expanding and building strategic relationships, and leading high-performing teams. Excellent communication, negotiation, and presentation skills are also essential for success in this role. A deep understanding of marketing principles and the ability to think strategically are highly valued.
- Bachelor's degree in Business, Marketing, or a related field
- 10+ years of experience in sales and business development
- New logo sales experience
- Proven track record of driving revenue growth
- Strong understanding of market research methodologies
- Excellent communication and presentation skills
- Ability to develop and execute strategic sales plans
- Proficiency in CRM software (e.g., Hubspot)
- Strong negotiation and closing skills
- Ability to work independently and as part of a team
- Experience working with or for Media, Entertainment, and/or Gaming companies (networks, streamers, studios, video gaming companies)
