Emmis Communications

  • Government Affairs Sales Director

    Job Locations US-IN-Indianapolis
    Posted Date 3 weeks ago(7/25/2018 8:51 AM)
    Job ID
    # of Openings
  • Job Overview

    Emmis Communications is the ninth-largest radio broadcaster in the United States based on number of listeners. The Emmis culture carries at its heart the belief that, in order to succeed, a company must take risks; treat its people well and give them the tools they need to win. Emmis has earned this valued reputation by setting high standards for excellence while creating a fun, exciting and innovative workplace, where every individual is part of the team.


    Incite is the cause and social marketing arm of Emmis – dedicated to using the power of media and entertainment to connect people, brands and causes. We craft campaigns that use "Marketing for Good" – specifically building new revenue streams for Emmis in Health, Education and Government & Nonprofit categories while creating positive impact in our communities.



    Government Affairs Sales Director


    Incite is seeking a proven Government Affairs Sales Director dedicated to initiating new relationships with a variety of governmental stakeholders to uncover, track and pursue funding for public education and social marketing campaigns within Indianapolis & Indiana City & State government. This position is a skilled business development professional who understands many entities in government (city, state, county, quasi, issue & advocacy oriented organizations) have important public education and engagement goals. This role will navigate buying channels to secure funding for corresponding media campaigns and ensure Emmis team prepares campaigns that help government clients get results. The Government Affairs Sales Director will take the lead in building relationships with elected officials, government employees and public entities utilizing Incite’s expertise, capabilities and assets to secure funding for marketing and advertising campaigns. As contracts are secured, the Director will remain involved as the primary contact and contract manager for current and subsequent campaigns.


    The Government Affairs Sales Director has three primary responsibilities:

    1. Lead new business creation & relationships within local and state governmental entities
    2. Navigate and speed the procurement process for media campaigns
    3. Lead internal team to revenue growth and client success

    This position works within Emmis Indianapolis as the lead in developing new business to grow Incite.


    Specific job responsibilities include:


    1. Lead new business creation & relationships within local and state governmental entities

    • Maximize Governmental Affairs team as lead resource and to speed relationships
    • Create ongoing target account lists
    • Schedule and conduct weekly prospect research, calls, meetings to initiate relationships
    • Initiate, build and maintain relationships at various levels within city, county and state government, elected officials, associations and issue-oriented/advocacy entities
    • Navigate to decision maker, assess needs and funding vehicles
    • Exceed Incite government revenue goals


    2. Navigate and speed the procurement process for media campaigns

    • Uncover client needs, solve client challenges and create business growth opportunities
    • Understand and maximize revenue opportunity through all governmental contracting vehicles
    • Create and deliver effective sales presentations
    • Act as principal relationship manager and contact on secured contracts with governmental entities
    • Continually seek new sources of business growth


    3. Lead internal team to revenue growth and client success

    • Lead proposal building and pitch process in response to all forms of new business procurement – direct proposals, RFPs etc.
    • Responsible for working collaboratively with Governmental Affairs team to ensure successful campaign creation & implementation




    Desired Skills & Experience

    Qualified applicants will have a strong track record of developing business with local and state government for services. An understanding of how to create marketing campaigns using radio, digital media and other outlets encompassing an integrated marketing approach is preferred.

    Candidate will be an excellent relationship builder and persuasive communicator with proven ability to form revenue generating partnerships with government entities. Emmis is interested in ambitious candidates with business development and lobbying capabilities who have a desire to help governments more effectively communicate key messages, an understanding of behavior change marketing, as well as a passion for using marketing to address community issues. Ideal candidate will be focused on delivering financial and campaign results while consistently performing above expectations. The Government Affairs Sales Director reports to the Director of Sales.


    Other Qualifications Include:

    • 5+ years demonstrated experience successfully driving new business from government and related entities for service contracts
    • Knowledge of Indianapolis and Indiana City/State government budget & contracting process
    • An existing network of City/State government and affiliated contacts
    • Entrepreneurial desire to build new business through contract acquisition for marketing campaigns
    • Consistent new business creation track record
    • Natural relationship builder
    • Active problem solver
    • Critical thinker
    • Presence; strong verbal and written command
    • Technology savvy –understand and use technology effectively to communicate and grow business (Microsoft Office tools, LinkedIn, Twitter, etc.)
    • Bachelor’s degree in political science, marketing or related field.


    Additional Skills / Preferences:

    • Demonstrated excellence in technical and persuasive writing
    • Proven ability to thrive on independent work at a high standard of individual performance
    • Ability to multi-task and perform in a fast-paced sales environment
    • Interest in the political process and government contracting
    • Ability to lead and work within a cross-functional team


    Company Description

    To Apply: Please submit your resume and profile online at www.emmis.com.


    Emmis Communications (NASDAQ: EMMS) is a diversified media corporation with award-winning radio broadcasting and magazine publishing operations in markets across the country. Emmis is as well-known for its creative culture as for its operations. Our people are aggressive, knowledgeable and deeply committed to each of the communities in which we operate. Because employees are the key to our success, Emmis offers strong benefits and incentives, including health, dental and life insurance and a 401(k) contribution plan. For more information about Emmis, see our website at www.emmis.com.





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