THE OPPORTUNITY: We are conducting an executive
search for the VP-Director of Domestic and International Ad
Sales for a media company. (Title depends upon experience.)
Position will be located in India. Candidates must already live
within commuting distance to Mumbai or be willing to
relocate to Mumbai. The company is very well funded by
three top tier VCs and some very prominent names in the
media and music industries. Company is already working
with some of the most famous artists and brands in the music
and entertainment industries. Need someone that can be
hands-on initially while building and running their own
business unit. Candidates must have extensive experience
selling brands across multiple media platforms: primarily TV
and Online. Candidate must have held a sales position within
the last 6 months managing an individual and/or team quota
as a SVP, VP or Director selling media at a multi-platform
entertainment company or to media buyers at advertising
agencies and big name “Life Style” brand managers at
companies such as Coca-Cola, Nike, Apple, etc. Need someone
with international sales experience preferably in India and
Asia. The board is willing and able to put together the right
package for the right candidate. This is a key hire.
Your Name?
Your Phone Numbers?
Your Email address?
Today’s Date?
BASIC QUESTIONS:
The company is headquartered in the US, but the position will
be located in India. Candidates must already live within
commuting distance to Mumbai or be willing to relocate to
Mumbai. Working remotely is not an option. Do you meet
this requirement? Where do you currently live?
If you do not already live within commuting distance to Mumbai,
then are you flexible to relocate for the right opportunity? Why?
Have you ever lived and/or worked in India previously? (If you
do not already live within reasonable a commuting distance and
you are not flexible to relocate, then please do not complete this
form.)
Candidates must be able to travel frequently. Do you meet this
requirement? If yes, then please explain.
Prefer someone to start in the position as soon as possible.
When would you be available to start?
Are you currently employed?
Why did you leave or why are you considering leaving your most
recent position?
Why did you leave the position you were in before your most
Please do NOT answer with “SEE RESUME” because it
will make it very difficult to get you an interview. Client
will read your answers and resume before making a
decision to interview. Please make sure to put your
answers in the blank boxes on the right hand side of the
questionnaire. Please do not make any changes to the
format or questions. Thanks!
recent position?
This is a key hire. Board is willing and able to put together the
right package for the right candidate. The compensation
package will include: base salary, bonus, and stock options.
Plus, there is a full benefits package. There will be an
emphasis on incentives for outstanding performance. The
Board wants to hire someone who is very motivated. What are
you looking for in terms of compensation? (Please break it down
between base, bonus, and equity. I want to know your minimum
and your ideal. What is important to you? If you are flexible,
then just say that you are flexible. But, I need to know some type
of a range or at least know what ballpark we are in. Thanks! Also,
Client would really like to know your comp history—W2s over
the last couple of years.)
This is a management position. Company has approximately
twenty employees and growing quickly. Initially, this will also
be an individual contributor position. You will have an
individual quota. Need someone that can be very hands-on,
roll up their sleeves and do whatever it takes to build revenues
while building the team. Need someone that is very strategic
and hungry. Someone with a passion for winning. Someone
who will make sure the revenues targets are met and/or
exceeded. Someone who leaves their ego at the door. Need
someone that knows how to work smart. Does this describe
you? Why? Are you interested in a management position, an
individual contributor position or both? Why? Can you do the
work as well as manage others doing it? Please provide one or
two examples of situations where you have done both.
You will be fully in charge of your numbers, growth and
hiring plan. As you hit your numbers, you will need to build a
team to support revenue growth. Need someone that can build
a top grade sales team from the ground up. Someone who can
ensure that the team has the best possible talent (A players) at
each level. Structure comp & incentive plans. Coach and keep
top talent and remove non-performers efficiently. Also
establish sales processes, tracking and visibility. Do you meet
this requirement? (If yes, then please explain. Make sure to give
a specific example of a team you built or rebuilt.)
POSITION REQUIREMENTS:
Must have someone who has held a sales position within the
last 6 months managing an individual and/or team quota as a
SVP, VP or Director selling media at a multi-platform
entertainment company or to media buyers at advertising
agencies and big name “Life Style” brand managers at
companies such as Coca-Cola, Nike, Apple, etc. Do you meet
this requirement? If no, then please do not complete this form. If
yes, then please answer the following questions:
1) Are you currently or have you been within the last 12
PLEASE TYPE YOUR ANSWER TO EACH
QUESTION NEXT TO THE CORRESPONDING
NUMBER. THANK YOU.
1)
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months a SVP, VP, or Director selling media at a multiplatform entertainment company or to ad agencies and to
big name “Life Style” brands such as Coca-Cola, Nike,
Apple, etc. ? (If no, then please do not complete this
form.)
What were your employment dates for your most recent
sales position? (month/year started v. month/year left
position)
What was your personal quota?
What was your team quota?
What was the name of the company?
What was your title?
Describe what you sold.
Describe your target market.
Describe one of your best achievements in this position.
How many years of sales experience do you have in total
selling media at a multi-platform entertainment company
and/or to advertising agencies and to big name brands?
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Candidates must have significant and recent experience selling
brands across multiple media platforms: primarily TV and
Online. Do you meet this requirement? If no, then please do not
complete this form. If yes, then please explain. Make sure to
outline a specific example or two.
Candidates must have a well developed “Rolodex” of key
contacts (media buyers) at ad agencies and big name “Life
Style” brands. Do you meet this requirement? If yes, then please
explain. Make sure to drop some names here so I can get you an
interview!!! (If you can not name such contacts, then please do
NOT complete this form. This is an absolute requirement for the
client.)
Need candidates with international sales experience. Client is
especially interested in candidates with experience selling to ad
agencies and big name “LifeStyle” brands that advertise in
India or Asia. Do you meet this experience? If yes, then please
explain. Make sure to drop some names here if possible. This
will really help me to get you an interview with my client.
Please outline 1 or 2 multiple media platform deals that you
did (or helped manage/close) within the last three years with
one of the companies you just listed in your last 2 answers.
Make sure to answer the following questions for each deal:
1) Briefly describe the deal within a couple of sentences.
2) Briefly describe what you were selling.
3) What were the media platforms?
4) Who were the players involved (give specific
company/agency names and titles of contacts, if
possible. No need to give names of people.)
DEAL #1:
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Describe the extent of your involvement in the deal.
What is the time period that you worked on it? (Please
give specific dates, month/year you started v. when you
closed it.)
Who had the original idea to do the deal?
What were the end results?
What would you have done differently if you were to do
the deal again?
Must have a record of quota over-achievement. Do you meet
this requirement? If yes, then please outline your sales track
record over the last 5+ years. Be clear about your sales
achievements; need to know numbers--not just percentages; want
to know what you personally did versus what your team/ company
did as a whole. E.g. in 2008 at ABC Company—I personally sold
$X, achieving x% of quota, was part of a 5 person team & they
sold $X—achieving x% of quota, 2007—personally sold $X—
achieving x% of quota, etc. This is an ABSOLUTE requirement so
please give specific and detailed information that can be easily
referenced on your resume.)
A candidate with a strong entrepreneurial spirit is required.
Need someone who enjoys the entrepreneurial atmosphere of a
small company, but has been through the experience of scaling
up an enterprise to significant organization size and revenues.
Experience working in a dynamic (i.e. “startup”) environment
is preferred. Do you meet this requirement? (If yes, then please
explain. Make sure to give at least one specific example. Be as
specific as possible (e.g. approximate revenues when you started
v. when you left; number of users when you started v. when you
left) Did you participate in the company’s IPO and/or exit? If
yes, then please explain.
PERSONAL SUMMARY:
This position reports to the COO. He will only hire someone
who is a team player and does not need to be micromanaged.
Basically, he prefers to agree to a set of objectives making sure
that the objectives are clearly outlined and understood by the
individual, then let the individual execute the plan. But,
expects the individual to keep him regularly informed of
progress against the plan. Individual must be able to go the
COO when in need of help. He will only hire someone that is
very entrepreneurial and passionate with a burning hunger
for success; someone with a vision. He wants people with new
ideas and strong opinions, but able to move in a fast paced,
ever-changing start up environment. Is this management style
appealing to you? Why? Please describe your management style
and work ethics.
DEAL #2:
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Culture is very entrepreneurial, team oriented and results
focused. There is open communication and exchange of new
ideas. Is this environment appealing to you? Why?
Please list for me in order of importance the factors that are going
to determine which position you accept next.
What work accomplishment are you most proud of?
Tell me about someone who has been in the news within the last
decade that you admire. Why do you admire this person?
Copyright (c) 2008 MatchStar, Inc. All rights reserved.