VP Business Development
Giant Worldwide, United States
Job Description
Giant Worldwide is a leading provider of media services for the global entertainment industry. Giant Worldwide formed out of the merger of Giant Interactive, Testronic Laboratories, and Check Disc Labs specializes in digital solutions for Platform Delivery Services, Master QC, Streaming App/Software Performance, Physical Disc Authoring and QC, and Subtitle Localization. Giant Worldwide is a fast-growing organization with locations in Los Angeles, New York, London, and Warsaw. The business has an impressive track record, long-term relationships with client partners, and a solid reputation in the market as a high-quality vendor. The business, part of the Catalis Group, received private equity investment in 2019 from NorthEdge Capital and Vespa Capital.
As VP Business Development, you will be responsible for shaping our sales organization and scaling revenue to the next level, with a particular focus on LA-based clients. The ideal candidate will be responsible for architecting and executing a sales strategy to drive revenues from existing and new entertainment clients. You should be excited by selling into the entertainment industry, strategizing sales solutions, negotiating complex deals, and beating the competition in head-to-head opportunities. You will also have Pamp;L responsibility for the revenue and gross profit the business generates.
KPIs and Objectives of this role:
- YOY topline revenue growth
- Gross margin expansion
- Ownership of LA sales
- Onboarding of new client logos
- Cross-selling
- Support the ongoing implementation and evolution of the company’s CRM
Responsibilities
Developing key sales strategies
- Work with technical and operational teams to identify and execute strategies for introducing new and existing services into the LA marketplace.
- Gather business intelligence e.g., pricing/service innovations/client or competitor information and share this information with the team.
Designing and implementing sales strategies
- Develop and execute contact strategies around outreach.
- Build a sales funnel in your allotted territories.
- Agree on a sales forecast and ensure your target is reached across new business development and the cross-selling of other service lines.
- Generate proposals and define a clear path for revenue growth and client satisfaction.
Maintain and uphold client relationships
- Define and uphold clear guidelines for client satisfaction and revenue growth.
- Ensure successful customer onboarding.
- Manage client expectations in collaboration with Service Line Leadership and Project Managers.
- Discover and engage opportunities to scale up relationships with current clients by both increasing throughput for current services or discovering new services for Giant to provide to clients.
Supervising and investigating sales performance
- Monitor changes in the industry that could affect sales performance.
- Examine other factors that disrupt performance.
- Find ways to improve revenue and meet revenue and gross-margin targets.
Reporting and building "leading indicators for sales performance
- Support the ongoing implementation and evolution of the company’s CRM.
- Populate the company CRM system regularly.
- Provide timely and accurate forecasting to finance and operational teams.
Requirements
- Experience in the entertainment industry
- An understanding of the hardware, middleware, and software requirements of running a media services business and a keen awareness of the latest trends and innovations related to the industry
- 10 plus years of experience
- Excellent communication skills.
- A customer-focused attitude with the ability to always remain diplomatic and tactful.
- Proactive and positive work ethic with strong sales skills.
- Ability to be clear and concise and to evaluate and simplify.
- Solution-oriented and goal-oriented.
- Ability to organize own work effectively and meet deadlines.
- A strategic approach to Account Management with a proven ability to work largely unaided in detecting, qualifying, and generating new upsell opportunities.
- Proven track of consistently meeting and exceeding sales quotas and winning new clients.
- Strong computer skills, including experience in Office and Zoho.
- Must be self-motivated and able to operate in a remote environment.
- Willingness to travel.