The Head of Publisher Development - JAPAC will drive success for the PubDev team and GumGum's publishers. Serving as the senior most supply expert for the JAPAC region, the leader in this role will cultivate C-Suite publisher relationships and leverage metrics to drive the publisher acquisition process with operational rigor. This role will generate lucrative business model opportunities by deepening premium supply partnerships, identifying new revenue trends and leveraging a thorough understanding of our industry by attending in-person local events and conferences. This role will work very closely with the Head of Sales and other leaders to understand bespoke customer needs on a regular basis and tactfully build towards delivering on those needs with a client-first mentality.
Over time, this leader will identify the appropriate team resourcing required for the JAPAC region related to business development/sales, onboarding publishers, operations and technology support, and account management. They will effectively lead, manage and mentor the PubDev team within JAPAC. They are also responsible for collaborating with other regional PubDev leaders within the organization to share best practices and ensure a holistic approach for global publishers.
Reporting to the EVP of Global Platform Strategy and Operations and serving as a member of the JAPAC leadership team for GumGum, this person will manage and grow the Publisher Development team in the JAPAC region, and play a key role in our continued success.
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What You'll Achieve Publisher Pipeline Development
Pitch to senior-level decision makers to close new supply partnershipsNurture and close a pipeline of premium publisher relationships to contribute to team revenue goalsPursue and manage strategic channel partnershipsIdentify and assess potential new markets/areas of expansion of our offeringCreate, automate and improve processes that accelerate sales and new business growthAnalytically shape the portfolio to meet sales requirements in terms of publisher tier quality, targeting needsPublisher Account LeadershipEnsure the team is effectively managing the portfolio of publisher relationships, working to satisfy client requirements for successful advertising campaigns, meet economic goals, while ensuring the needs of publisher partners for revenue, user experience and provide counsel to improve their own businessesMaximize the value of existing partnerships, including terminating poor performing alliances and restructuring deal terms where applicableDrive and articulate GumGum's positioning with key publishers within the digital media ecosystemLead the team responsible for partnering with publishers to ensure available inventory across quality sites and to drive adoption of ad formatsProactively collaborate with leading publishers to understand their needs, utilizing insights and technology where appropriateEnsure the PubDev team is managing existing publishers with end-to-end operational excellenceSupply Strategy & ManagementDevelop & execute growth strategies with the executive team and board of directorsDevelop business plans for the region that include target account lists, account assignments, and quotasDrive a publisher development strategy and recruitment tactics to grow GumGum's business initiativesConsistently analyze & present data and to Sales leaders regarding inventory levels across products, and collaborate to develop innovative ideas to grow monetization where there is opportunityFormulate and execute annual plans for growth, investment and overall innovationLead inventory management strategy and recommend JAPAC publisher development annual plans and projectsPublisher Development OperationsDevelop and drive implementation and standardization of global supply tactics and toolsDevelop and tweak playbook, tools and working methodsEnsure consistency in Presenting, Pitching, Role Plays, Sales materialsLeadership & ManagementLead, recruit and inspire a team of exceptional sales and business development talentUtilize superior communications skills to motivate staff and develop effective working relationships with peers, executives, and clientsRecruit, manage and develop the Publisher team to ensure each individual's success including defining the team structure, key target list and goalsMonitor overall team health including utilization, individual satisfaction, output and succession planningEnsure training and certification of Supply TeamsSupply Reporting & AnalyticsForecast, track and measure sales KPIs using CRM and reporting to manage up to the GumGum executive teamVoice of the PublishersRepresent the voice of the publisher in feature development prioritization and product roadmap planningIndustry LeadershipContribute to and attend industry events and thought leadership forumsAttend webinars, thought leadership sessions and local industry events to build/solidify partnerships and maintain your industry knowledgeKeep abreast of emerging technology changes and innovations through formal or informal study, reading business and professional publications, networking, and participation in professional organizationsSkills You'll Bring Bachelors' degree from an accredited and recognized institution is required with an advanced degree (MBA, equivalent) or equivalent experience8+ years of relevant experience within the publisher area of ad tech with at least 7+ years of experience driving business development / sales is required, and 4+ years of people management experience.Experience sourcing and cementing partnerships, particularly in a business development functionExperience developing and leading high-performance sales and business development teamsExperience working in a company with a complex and multi-faceted product/solutions offering with a deep understanding of ad tech and supporting technologiesBrings a network of industry connectionsTrack record of consistently meeting / exceeding new business and revenue targets using a high-trust, consultative sales approachStrong experience providing information to leadership on trends, performance, action plans, etc.Strong track record of leading ongoing technology-related business development (i.e., emerging trends and technologies serving the online and digital advertising marketplace)Ability to work across departments - product, sales, marketing and techDemonstrated thought leadership in creating, influencing, and driving business strategyDeep knowledge of the digital advertising ecosystem and programmatic media buying/sellingStrong team management and leadership skills including proven ability to support the management, coaching, mentoring and development of a team to optimum performanceExceptional communication and presentation skillsStrong analytical and reporting abilitiesUnderstands how to develop and deploy strategy and associated prioritiesStrong closing and negotiating skillsExcellent written and oral communication skillsSkills and proficiency in Powerpoint, Excel, Salesforce, and Google Drive (Docs, Sheets, Slides)Good presence and bearing in support of external visibility and industry speaking engagementsStrong interpersonal skills with an emphasis on teamwork, ownership, initiative, and integrityStrong time management abilities within a fast paced environmentExcellent and compelling communicator with a natural ability to lead strategic conversations and adjust to varying audiencesTeam player with a growth mindset and drive to winA dynamic seller eager to be out in front of people, comfortable with C level decision makersAnalytical/strategic thinkerCreative problem solver, resourcefulAble to initiate change and motivate innovation and creativityEntrepreneurial, ambitious and passionateEnjoys working in a fast-paced environment and be flexible to react to changing priorities and the ability to prioritize and deliver in a deadline-oriented environmentAble to travel to meet customers/clients and to attend industry trade shows and eventsBased in Sydney, Australia
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