Hivestack Job Description - Country Manager and VP Demand
Hivestack is the fastest growing global Out of Home (OOH) ad tech platform. Just three years old, we already have a presence in the US, Canada, Australia / New Zealand, UK, Germany, France, Netherlands, LatAm and other APAC countries. We are a fast-growth start-up and we need people with a fast-growth mentality to join our global team of Hivestackers.
With a company size of just 50 but expecting to double in the next few months, we are now recruiting for an additional 25 roles in the commercial / demand team in countries including Germany, France, Southern Europe, Mexico, Brazil, Singapore, China, Japan, Hong Kong, Malaysia, Thailand, Taiwan and several more.
The vision is that the VP Demand will be the ‘country manager’ helping to coordinate all operations in their region, but with a very clear focus on driving demand into the business. Our platform stack currently operates in a modular system which allows partners to work with us in flexible ways but comes in 5 major areas-.
The ad server, helping traditional sales people sell campaigns on an ‘audience’ basis rather than a ‘panel’ basis.
The SSP - partnering with supply partners to help sell their inventory to demand partners via programmatic technology
The DSP - helping demand partners to utilise programmatic technology to make their DOOH planning and buying more data-driven, more accurate, and working alongside their other media programmatic efforts
Audience planning and buying - using incredible data resources to help index which sites will be most effective times to advertise, setting up location-based geo-fences to best capture the target audiences and allowing demand and supply partners to target consumers OOH in a more granular and data-driven way than ever before
Campaign measurement - partnering with the best in class data partners to identify physical store visits during / after a campaign to bring another level of accuracy and accountability to OOH
To deliver and oversee the Country vision and revenues as set by the Regional MD and Global commercial team.
To lead all demand side sales strategies into Agencies, trading desks, omni-channel DSPs and Poster Specialists, in order to drive enhanced revenue generation for the business, and understanding where to focus our efforts.
Working with the Publisher Development team to attract new supply partners and to maintain relationships in your region.
To own the territory sales performance, reporting directly into the Regional MD all sales strategy successes, weaknesses, opportunities and threats
To clearly communicate and confidently sell in Hivestack’s value proposition, market offerings and USPs to senior stakeholders. This will include strategic presentations as well as being able to physically demonstrate the platform live to clients.
To collaborate within the global sales team to deliver a standardised and joined up approach to CRM, ensuring consistency of reporting (including contact reports, pipeline management, revenue forecasting and budgeting)
To provide leadership and guidance to the Country sales and support team, developing ongoing targets and taking responsibility for the teams performance against those targets
To establish a Country-specific training programme to ensure consistency of message in market
To deliver on Country opportunities when they arise to improve sales performance or enhance business profit
To deliver clear sales management processes for all existing and new demand partners to ensure high levels of service are maintained at all times
To regularly review territory supplier relationships, collaborating with the hubs publisher development lead to ensure supply partners are well managed
To report into head office all challenges, resource requirements and issues in order that we deliver excellent performance in every region.
· Demonstrate experience of working in a fast paced, high growth environment and managing a successful sales team or product
· Knowledge of, and good relationships with, all demand-side partners in your Country including agencies, trading desks, omni-channel DSPs and OOH Specialists
· Excellent communication, interpersonal and presentation skills, including the ability to showcase the platform live to clients
· Commercially focused in everything you do
· Experience of managing senior stakeholders negotiations
· Ability to meet targets, deadlines and work under pressure, and as part of a global matrix system
· Innovative prospecting skills
· In depth knowledge of territory – both supply and demand side
· The ability to work and operate remotely, and as part of a global team across multiple timelines. This is a role for someone who can self-motivate and self-start, but with the ability to communicate back in to global HQ with key results and areas that need support.
Cultural / Fit
We are a small team that is growing fast, and it is important that we get our culture right as we spread around the world. We are looking to build a global network of incredible and diverse talent.
We want people who see opportunity and excitement in every opportunity, people that can adapt quickly to change, who are flexible in their approach to creative challenges, who don’t give up (ever) and are open and transparent with each other.
VP demand roles will be leading our sales partnership conversations in each region, but could be the only hire in the country (with remote support from regional and global teams). As a result, this role is for self-starters who are able to manage themselves, take control of their workloads and working into the Regional and Global heads, be sure of a strategic direction and to execute against that.
Programmatic OOH is a very new technology, and as such the talent pool is new. In terms of where we have seen are most success so far you will either be experienced in all things OOH and DOOH, or you will have come from a digital / programmatic / adtech background.
If you have come from an OOH / DOOH background, we would expect a strong knowledge of the evolution of programmatic technologies in OOH, comfort with data and its usage on OOH, automation, and the challenges of moving from a panel sell to an audience sell.
If you have come from the digital / programmatic background, we need to know that you understand the evolution and development of programmatic OOH, the main players involved in your region, knowledge and relationships with the trading desks, omni-channel DSPs and agencies.
These roles are all about action, and delivering results quickly in a world that is exploding globally.
We are incredibly excited to be taking on these new key hires in new markets and watching Hivestack grow and grow across the world. We can guarantee a fun ride, hard work and some great success ahead.
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