Careers

Commercial Director The Lawyer; Premium Content

Reference: AUG20172641
Closing Date: 00:00, 31 Oct 2017
Location: London
Sector: Media
Type: Permanent, Full Time
Salary: Competitive
Benefits: Competitive

 

 

The Commercial Director, Premium Content is responsible for the development of the subscription, reports and consultancy revenues across The Lawyer and Clean Energy Pipeline. This includes developing new business relationships with target accounts as well as maximising volume and revenue renewals with existing accounts. The Lawyer aspires to provide market leading news, data, analysis and insight across its digital, print and event channels. There is a need to work closely with the market team, Editor, Product Development team, Head of Research, Marketing and central Customer Service teams.

 

KEY ACCOUNTABILITIES

 

  • Develop new and improved revenues from existing key accounts
  • Build an industry profile for Centaur Media within the legal market both in the UK and internationally
  • To achieve an agreed revenue target across subscriptions, reports, data, insight and consultancy.
  • Working closely with the Managing Director Legal to support consultancy, e-learning and training business opportunities on wider key account deals
  • Oversee key account strategies and the briefing process to ensure that we are prioritising in the right areas, generating long-term solutions, profitable revenue and building a strong long-term business pipeline
  • To be a fully engaged and motivating leader for the premium content commercial team
  • Develop and implement key account and pricing strategies that can grow and optimise portfolio revenues
  • To monitor and ensure that the team are active using salesforce and KPI activity measures
  • Forecasting and setting annual budgets for premium content for the Legal portfolio with the MD
  • Focus on successful execution of subscription account management process over the year to ensure maximum usage, upgrades and renewal.
  • Ensure revenue streams and costs remain in line or out-perform forecasts and budgets
  • Lead new product development initiatives aimed at generating growth from new, audience appropriate, revenue sources
  • Establish, embed and generate best industry practice
  • Conduct regular review meetings with the commercial team and key account managers to set objectives, monitor performance against those objectives and ensure development against any gaps

 

 

BEHAVIOURS AND KNOWLEDGE

 

  • Demonstrate general business awareness, in-depth knowledge of audience needs across the market and strong commercial acumen
  • Exemplary day to day people management and influencing skills as well that inspire trust, confidence and enthusiasm in others
  • Ability to creatively and commercially influence the right approach across the legal portfolio at a strategic level
  • Excellent communication skills, oral and written, ensuring effective information flow throughout the business in area of influence
  • Ability to work on own initiative and offer a pro-active and decisive problem solving approach
  • Ability to work in a team environment collaboratively with other business functions to agree deliverables and align resources to business plans
  • Ability to organise self to work efficiently and manage conflicting priorities and multiple deadlines
  • Ability to facilitate achievement against objectives and great performance in others
  • Ability to lead and manage virtual teams working in a matrixed environment
  • Decisive approach to problem solving and an emphasis on high impact delivery

 

SUCCESS MEASURES

 

  • Performance against growth plans for each commercial area including key account revenues, profit margins and GC for individual products and consultancy services
  • Open, supportive and innovative work environment
  • Develop commercially viable paid-for content plans for sponsors and partners in alignment with The Lawyer’s audience insight
  • Improved ROI on key account deals
  • Matrix teams fully and consistently informed on commercial performance, strategy and resource/time requirements