Ad Sales · Business Development

Best place to advertise for / find a media savvy Business Development Director?

Walter Jr. Creative Director, Visual Storyteller, Video Editor, Post Supervisor, Documentarian

January 13th, 2015

We're in the process of funding / launching a new OTT network and are in need of a media savvy Business Development Director.   Someone who works in the world of advertising sales for media and also understand syndication.   

When advertising in the "usual places" I get a lot of folks who have great sales experience but more for selling products and services.  In this case, I need more of a niche and specialized kind of sales person who has worked in media and entertainment sales.   We're in Atlanta but the person could work from elsewhere in the country.

Looking for suggestions on where to post this type of job to hopefully find the right candidate.   Thanks.

Rob G

January 13th, 2015

LinkedIn.  Advertising for this position is helpful, but if i were i your shoes i would actively recruit - search LinkedIn and dig through profiles, ask for referrals, etc.  And be sure you clearly understand what you are looking for.   The title of your question says "business development director" but your description is all about sales - "...i need a more niche and specialized kind of sales person".  These are two different animals.  Business development and sales are quite different so be sure you are clear about the skills and experience you are looking for.  Also, there is significant difference between a direct sales person and a director-level sales or BD person - selling and building/managing sales teams (and designing comp plans, training, recruiting, etc.) so again, be clear as to your expectations - will this person be prospecting and carrying a direct quota or managing or managing managers?  Equity position?   The short version is:  BD is about influencing indirect revenue - building partnerships with other orgs that can help educate and increase awareness and thus indirectly generate revenue and sales is about direct revenue - finding prospects and closing deals directly with customers who pay you money. 

Jan Davis Board Member, Angel Investor, Executive in Residence

January 13th, 2015

Have you tried AngelList?  Several of my companies have had great success finding entrepreneurial talent by posting jobs there.

Peter Bartnik Product and Business Development Executive for Software and Services

January 13th, 2015

Hi Walter, Understand your frustration with finding a sales guy with just the right set of experience. Finding great people with Media and Entertainment sales backgrounds can be difficult. I'd suggest talking to some recruiters with solid backgrounds sourcing and placing people in M&E sales roles nationally. I'd further suggest that finding the right person is more important to your venture than finding the right experience in a sales person. New Business sales is hard, very few traditional sales reps understand what is necessary to make breakthrough sales for a new product or service. Peter

Mike Sitrin Managing Director, Product Innovation at Crispin Porter + Bogusky

January 13th, 2015

Hi Walter, I'd love to hear about your new venture and see if there's a fit. I have years of experience (co-founded Crackle and other OTT's) launching Business Development, syndication and sales efforts for OTT's. 

Look forward to hearing from you.

Mike Sitrin
msitrin at gmail

Walter Jr. Creative Director, Visual Storyteller, Video Editor, Post Supervisor, Documentarian

January 13th, 2015

Thanks for the suggestions guys.   I'll follow up on your suggestions

Mike, I'll send you a message via your email account.   Thanks!

Dana Todd Interim CMO at SRVR, LLC

January 13th, 2015

Good points, Rob - there is a significant distinction. Most startups need both BD and sales, but typically a founder will handle the partnership development if they're capable. 

I'd add just a couple of thoughts. Great media buyers often make good sellers of media, since they understand the lingo and the value proposition. Ex-agency people, for example, with job titles like account manager or account executive (not media planners unless they are outgoing, though - acct mgrs typically have client facing experience). In Atlanta, you can look for people who used to work at Moxie, Performics and 22-Squared, all savvy digital shops. Hit up some local digital marketing events as well, face to face you'll have a sense of people right off the bat - and you can ask around there, where it's typically ok to announce job openings if you're not a recruiter.

Walter Jr. Creative Director, Visual Storyteller, Video Editor, Post Supervisor, Documentarian

January 13th, 2015

Great idea to simply to go out and recruit folks.  Honestly I have never done that and would have never thought of that.    I'm a content creator first and foremost so handling the sales side is outside of my wheelhouse.   

 Thanks for all the ideas folks, this is extremely helpful.

Rob G

January 13th, 2015

Walter, if that's the case you should consider connecting with an advisor or 2 who can help you vet candidates for your sales and biz dev and sales mgt and biz dev mgt positions.  might be some here on FD. Ideally that would be an advisor who has significant experience at the director/VP level in the media sales and biz dev world. 

Walter Jr. Creative Director, Visual Storyteller, Video Editor, Post Supervisor, Documentarian

January 14th, 2015

Thanks for the additional advice Rob!

David Adelman Managing Director of OCD Media, Partner at moddern marketing services and President at Prospero Programmatic

January 14th, 2015

Walter, for such an important revenue generating position I would work with a recruiter who is familiar with the industry players. Making a mistake is too costly not only from a salary standpoint, but from the lost sales if you hire the wrong person. You can certainly vet candidates via LinkedIn and see if they know anyone who you know.

I'd be happy to help identify some recruiters in this space.