THE OPPORTUNITY: We Are Conducting an Executive Search for the VP-Director of Domestic

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 Indiaand Asia. The board is willing and able to put together the right package for the right candidate. This is a key hire.

/ 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!

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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 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 asCoca-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 months a SVP, VP, or Director selling media at a multi-platform entertainment company or to ad agencies and to big name “Life Style” brands such asCoca-Cola, Nike, Apple, etc. ? (If no, then please do not complete this form.)
2)What were your employment dates for your most recent sales position? (month/year started v. month/year left position)
3)What was your personal quota?
4)What was your team quota?
5)What was the name of the company?
6)What was your title?
7)Describe what you sold.
8)Describe your target market.
9)Describe one of your best achievements in this position.
10)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? /
PLEASE TYPE YOUR ANSWER TO EACH QUESTION NEXT TO THE CORRESPONDING NUMBER. THANK YOU.
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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) atad 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 listedin 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.)
5)Describe the extent of your involvement in the deal.
6)What is the time period that you worked on it? (Please give specific dates, month/year you started v. when you closed it.)
7)Who had the original idea to do the deal?
8)What were the end results?
9)What would you have done differently if you were to do the deal again? /
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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.
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?