Senior Director, Pricing Analytics

About The Position

Dotdash Meredith is seeing a Senior Director of Pricing & Analytics to head up our Pricing and Digital Sales Systems teams. The Pricing team partners with Sales to set pricing for all Digital Advertising clients, and partners with Revenue Operations, Account Strategy and AdOps to drive the success of advertising campaigns balancing performance and yield. 

In-office Expectations: This position is a hybrid in-office role at 225 Liberty with the ability to work remotely for up to 2 days per week.

About The Team:

The Digital Sales Systems team administers our systems to streamline operational processes, reporting & analytics. This position is tasked with maximizing revenue and margins through strategic analysis, pricing models, and product enhancements; partnering with leadership across sales & sales support to capitalize on sales opportunities; evaluating rate cards and pricing exceptions for approval; and evaluating and improving our systems, processes and data flows to maximize productivity.

About The Positions Contributions:

Yield Analysis and Pricing/Rate Card Management

• Lead all analytics efforts in support of Ad Campaign and Ad Product optimization to improve ad performance and maximize revenue and yield

• Lead ad product testing strategy, data review, and communicate results to stakeholders

• Coordinate with internal and external partners to make product and platform recommendations to maximize performance and yield

• Drive strategic packaging, pricing & forecasting of new & existing Revenue Products, balancing market price/value & demand with internal costs to maximize sales volume and yield

• Develop and implement strategies to optimize revenue streams across digital media channels

• Establish & maintain product performance benchmarks, educate internal teams (Account Management, Production, etc.) on our performance against industry benchmarks, and identify opportunities to optimize/improve our performance

• Communicate ad product performance wins and highlights to Sales & Marketing teams to incorporate into sales collateral

• Implement new processes to guide production cost & distribution strategy to maximize performance of content sponsorship deals without compromising margins

• Analyze revenue data and trends to identify growth opportunities and recommend actionable insights for improving revenue performance

• Partner with Sales, Account Strategy, and Revenue Operations leads to build knowledge & expertise on covered advertiser categories (top accounts, key KPIs, product mix & margins), and socialize expertise across the team

Data, Reporting, and Training

• Working with other departments to implement and maintain revenue-related systems (ex. Salesforce, Looker, Google Ad Manager, etc), technologies, and tools to automate workflows and reporting

• Train & develop team members to deliver best-in-class service across Sales & support functions, including campaign optimizations, conversion and performance analysis, margin analysis, revenue risk analysis, etc

• Manage the monthly billing reconciliation process and reporting

• Manage weekly risk review and mitigation process

• Model and forecast revenue and margin projections

Digital Sales Systems

• Develop thorough understanding of full sales lifecycle, from RFP/Proposal stage to invoicing, and identify inefficiencies that can be addressed through system enhancement or process revision

• Partner with stakeholders across Sales Ops, Sales Support and Enterprise Business Solutions teams to modify and upgrade systems as needed to create efficiencies

• Partner with Data Operations team to expand and streamline our data, reporting and analytics capabilities to improve visibility across all levels of the organization[enter contribution]

The Role’s Minimum Qualifications and Job Requirements

Education:

Bachelor’s degree or equivalent training and/or experience.

Experience:

• 7+ years of professional experience in an analytics capacity within digital advertising, media, marketing, or ad tech

• 3+ years managing teams

Specific Knowledge, Skills, Certifications and Abilities:

• Highly proficient in data & analytics tools, including advanced Excel capabilities, experience with a broad range of analytics platforms (Looker/Tableau/PowerBI), and a working understanding of data/analytics engineering (SQL/python/R/dbt)

• Experience with software and platforms used by digital media companies, especially ad-servers (GAM), Order Management Systems (Operative/Placements.io/Boostr), and CRM (Salesforce/Boostr)

• Team Player: Takes a collaborative approach to their work; understands the limitations of their own perspective and works hard to understand the interests/perspectives of others. Cultivates and maintains strong, productive relationships with a range of internal stakeholders

• Problem Solver: Strategic, creative and data-driven approach to identifying and solving problems

•  Communicator: Articulate and clear communicator with partners and clients

• Accountable: Takes personal accountability for actions and results

• Proactive: Anticipates challenges and prepares in advance

• Detailed: Extremely organized and detail oriented

• Agile: Strong multitasking skills and able to see situations from multiple angles