Head of Revenue Optimization (Revenue)

at  The Globe and Mail

COMPANY OVERVIEW:

The Globe and Mail is a national icon and one of Canada’s most recognized media brands. We proudly serve as a trusted destination for Canadians seeking the highest caliber of journalism, and we’ve garnered international acclaim for our data visualization, design, and creative storytelling.
We are committed to fostering diversity and inclusivity by reflecting all Canadians in both the stories that we tell and the composition of our workforce. We are proud partners with organizations like Indigenous Works, Pride at Work, the Canadian Centre for Diversity and Inclusion, and we are a signatory of the BlackNorth Initiative. Recognizing the importance of work-life balance, we offer flexible work arrangements and support programs. We also invest in our employees’ growth through training and mentorship opportunities, enabling you to expand your skills and embrace new challenges.
No matter your position at The Globe, you’ll be an integral part of an organization dedicated to making a positive difference in Canada. Join us.

POSITION OVERVIEW:

The primary objective of the Head of Revenue Optimization is to champion the maximization of commercial revenue across our portfolio of media assets (Digital, Branded Content/Brand Partnership, Print & Ancillary products). In addition, the Head of Revenue Optimization will support our Agency & Enterprise account contract optimization process and provide revenue management support to our SMB and Branch sales teams.
The successful candidate will provide revenue and performance related intelligence/insights, data and reporting on all aspects of our media portfolio. Additionally, the candidate will provide business insights and support to internal clients in Advertising Sales as well as with other departments such as UX, Finance, and Data. This position will also play a key role in driving digital site optimization, and be an integral part of our budget, planning and forecasting processes.

QUALIFICATIONS:

• 3-4 years of experience in Forecasting top line revenue
• 3-4 years of experience in Pricing in Digital ad space
• Strong Data Management and Problem Solving skills
• Strong Negotiation Skills
• Business acumen—able to intuit rationale behind reporting requests as well as provide insight and intelligence into results, for own baseline understanding of request, checking of quality of information, as well as value to business owner.
• Systems experience with digital ad serving technology (GAM/Adbook/SSPs etc).
• Systems experience with publishing platforms (SAP/BW preferred)
• Extensive experience with Microsoft Office Suite (Word, Excel, Powerpoint and Access).
• Self-guided individual with an exceptional attention to detail.
• Proven ability to work in a daily fast paced environment with an emphasis on meeting deadlines.
• Ability to understand technical documents related to Ad tech
• Possesses ability to interpret and extrapolate vague requirements into a defined set of source data and reporting outputs.
• Collaborative style; works well with others.
• Strong oral & written communication skills

VACCINATION POLICY:

All offers of employment with The Globe and Mail are conditional upon the candidate being Fully Vaccinated. To be Fully Vaccinated is defined as someone who has received the full series of a vaccine or a combination of vaccines accepted by the Government of Canada (currently Pfizer, Moderna, AstraZeneca, Janssen) and has received the last dose at least 14 days prior to their start date. To prove they are Fully Vaccinated, all new hires will be required to provide evidence by emailing a copy of their vaccine dose administration receipt(s) to Human Resources prior to their start date. Those seeking exemption based on one or more of the protected grounds in the Human Rights Code will need to provide their request for accommodation to Human Resources for approval. If the accommodation request is not approved and the candidate is not Fully Vaccinated, any offer of employment will be revoked.

• Work collaboratively with Sales, Commercial Data, Media Strategy, Product/Innovation and Content Studio teams to develop:
  a. Agency/Consortium & Enterprise Account revenue optimization models, and

b. Pricing strategies to drive single & cross-platform advertising opportunities.

• Maximize revenue through the utilization of statistical data and market intelligence to recommend pricing, product mix optimization, and future selling strategies across the breadth of our advertising products.
• Participate in the development of business plans, product plans, revenue budgets and forecasts.
• Provide Group Client Directors/Managers and Product Managers with insight driven reports in which to make informed decisions related to pricing, inventory/yield management, and other key revenue variables (KPI’s).
• Effectively monitor inventory utilization levels across our print, digital and ancillary products, and recommend appropriate rate adjustments.
• Recommend enhancements to revenue reporting in order to provide greater transparency, utility and accountability, including:
• Working with cross-functional team of business owners - to refine key performance indicators and develop relevant reporting templates accordingly.
• Working with business owners to develop reports to track advertising business, develop revenue reports, and provide input to and update forecasting models.
• Managing the Digital Revenue Analyst in order to develop automated reporting dashboards to aggregate and analyze performance against.
• Participate in and where required lead key projects/initiatives, including the development of revenue forecasting models on new products and existing product re-designs, and advertising impact modelling tied to subscription paywall and registration strategies.
• Drive operational efficiencies through process adjustments.
• Perform in-depth ad-hoc analysis as required and incorporate into ongoing reporting processes where necessary