Associate Director of Revenue

The Job

The Associate Director of Revenue generates and increases profitable revenue for WDET Public radio, specializing in revenue from contractual situations such as program and event underwriting, fee‐for‐services, goods and services that generate earned revenue and oversight of special purpose grants. Creates equitable, market‐based pricing strategies, prepares budget and monitors fulfillment of terms. Success is measured by growth in revenue from all non‐listener sources and compliance with agreements, laws and professional practice requirements. Generates and manages creative and viable sources of revenue by creating relationships with local and national businesses, community and cultural leaders and government institutions. Pursuit of new revenue must be compliant with all laws, rules and regulations of WDET's governing organizations and partners. Reports to General Manager, WDET.

Interested candidates can apply through by searching posting #045989.

Essential Functions

  • Leads direct reports, peers, colleagues and external partners to innovate, assess and build plans for the acquisition of new business, asset sales or format expansion of new revenue streams. Identifies, implements and manages current projects that yield net revenue for WDET such as rentals for space, rentals for services and staff sharing. Provides cost analyses, pricing structures and prepares budgets and projections for revenue‐generating projects. Once engaged in contractual matters, ensures WDET and our partners' fulfillment of expectations.
  • Leads recruitment of program sponsorship from businesses. Leads staff who are engaged in business development and calculates and oversees details of annual incentive plan for sales team. Provides financial oversight for the Business Development department including benchmarking, goal‐setting, budgeting, planning and expense tracking and ensures consistency of application and delivery of underwriting proposals. Maintains day‐to‐day operations of underwriting contract approval process in accordance with established station policy. Reviews and refines this process as needed to ensure underwriting client satisfaction.
  • Assess performance of staff, programs and projects from a cost‐benefit perspective and recommends changes enhancing the station's financial position and community impact. Provides overall leadership and direction to staff. Sets expectations & focus, assigns duties, delegates responsibilities, evaluates activities, prepares performance appraisals & professional development plans. Provides coaching, mentoring and teaching. Manages the administrative process for assigned staff including hiring, promotions, terminations, disciplinary procedures, and and salary adjustments. Provides ongoing performance feedback, goal setting, and development plans for staff. Plans for future staffing needs. Provides timely communications to staff.
  • Provides oversight on compliance matters by serving as the radio station's chief compliance officer, ensuring compliance with all governing rules and regulations to preserve the non‐profit public service mission of the station while fulfilling all contractual obligations to partners.

Minimum Qualifications

  • Education: Requires a Bachelor's degree in Business Administration, Public Administration or a related field.
  • Experience: Requires 5 or more years experience generating and overseeing revenue growth, preferably in a nonprofit or community radio setting. Management experience is required.
  • Knowledge, Skills and Abilities: Proven skills in profit/loss financial management, cost accounting and budgeting; Strong interpersonal skills and proven ability to build collaborative relationships; Courage and proven ability to provide role model influence and leadership; Strong ethical values, with exemplary level of integrity and confidentiality; Effective written and verbal communication skills; Persuasive presentation skills; Ability to exercise initiative, diplomacy, discretion and confidentiality with a positive, service‐oriented attitude. Willing to roll up the sleeves and dig into a variety of unfinished tasks and concepts; Ability to prepare and present polished and easily understood value propositions to support the station and its programming; Ability to articulate the positive impact of community radio and attract novel thinking to the challenge of building sustainable economic models; Track record of leadership, team building and staff development; Ability to think proactively and prioritize work. Ability to exercise judgement with incomplete information.  

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