Director, Circulation Services & Marketing

Tribune Publishing
Oct 06, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time

The Circulation Director is the leader of all activities connected to building and retaining consumers in tronc's Hartford and Allentown markets.

This includes paid subscribers, paid single copy, paid digital access, and opt-in subscribers. The role requires high-level strategy and expense management that smartly allocates resources and annual expense budget in excess of $5MM to achieve the combined consumer revenue goal of more than $55MM per year. All goals are accomplished by managing a multi-channel sales organization with B2C focus. The acquisition channels include field sales, telesales, direct response, and some retail major accounts.

As a key company leader, the Director has an ownership role in product and pricing strategies.


* Communicate ongoing performance and risks to senior management regarding revenue, expense, and volume relative to annual plan and most recent projections

* Provide an audience size and composition that will support company's overall revenue goals

* Sales Planning

* Own sales and retention operational planning to support tronc's audience and financial goals annually with ongoing adjustments in response to market or business conditions

* Convert overall sales strategy into operational parts to be executed by the shared services groups and channel managers

* Financial Planning

* Budget development & assessment

* Period Close and Re-Projection

* Provide voice of the customer point of view for key initiatives including developing new concepts by partnering with Editorial and Advertising in particular

* Work with Database to develop lead frequency management for optimal conversion and profitability of new subscribers utilizing an NPV-based strategy

* Partner with Design and Go-To-Market groups or outside vendors to develop engaging consumer promotional campaigns

* Collaborate with Customer Service and Distribution closely for customer issues including developing policies that balance customer satisfaction and business needs

* Ongoing vendor evaluation for some local market services or sales efforts to support sales, retention, and creative goals

* Development of consumer pricing strategies and policies in partnership with pricing vendor and internal database group

* Occasional negotiation of contracts including trade agreements with local event planes and vendors

* Understand DSI and other proprietary systems' impact on consumers as well as Marketing


* Bachelor's Degree in Business or comparable work experience

* 7-10 years management experience

* Familiarly with subscription-based product models

* Track record of delivering very measurable results from direct marketing and sales management

* Budget management experience including P&L accountability

* Proven experience in strong vendor management

* Experience in sales including major accounts

* Strong negotiation skills

* Able to influence others to achieve key goals

* Analytical and strategic thinker

* Good understanding of consumers and able to provide their point of view

* Significant problem-solving, people and organizational management skills at all levels

* Comfortable working in constantly changing settings with a positive attitude

* Must be able to lead independently and in a team environment across multiple departments

* Dynamic team leader, strong communicator and proactive decision maker

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