Sales Director

Phoenix, AZ, United States Posted 2 days ago
Main Location
New York City, NY, United States
Open jobs

Overview:

  • Lead and manage the local sales team to achieve targeted sales revenue goal and cultivate a culture which ensures an industry leading media company
  • Set a comprehensive vision coupled with a market assets and revenue sales strategy to deliver sustainable business/revenue growth
  • Set a comprehensive market sales growth strategy and execution plan
  • Provide leadership and direct the efforts of all OUTFRONT Media Sales personnel within the market(s) in a way that creates a winning team environment
  • Be the face of the marketing and selling to customers and own responsibility for client satisfaction
  • Provide accurate weekly pacing reports; highlight any major developments
  • Administer weekly sales meetings that inspire the team, while disseminating key information
  • Cooperate with and communicate all corporate-wide business development into local asset business
  • Ensure all business policies and practices are followed to the highest standard
  • Be a collaborative team member and exemplify OUTFRONT cultural values

People:

  • Coach and oversee the local sales team and develop sales and pricing strategies to maximize asset yields
  • Recruit, train and motivate the account executives and sales assistants
  • Create an inspirational high performing culture
  • Plan and schedule weekly sales meetings to keep staff engaged and accountable
  • Accompany local AEs on sales calls. Identify each AE’s strengths and weaknesses and develop an action plan to grow the strengths and eradicate or minimize the weaknesses
  • Mentor, coach, and develop local AEs. Teach skills knowledge and leadership - prospecting skills, negotiation role play, presentation skills

Revenue:

  • Responsible for leading the overall demand building (sales) activities for assets in market through
    • Robust and weekly sales management meetings
    • Pipeline management tracking and reporting
    • AE performance coaching and support with key opportunities and accounts
    • Establish and monitor quarterly and annual sales revenue targets for each local sales account executive
  • Establish and adjusts selling prices by monitoring costs, competition, and supply and demand in order to maximize yield
  • Work with general manager on inventory pricing strategies and pricing yield maximization
  • Ensure training and development of sales staff with focus on delivering meaningful results and exceeding budgets
  • Responsible for approving all sales contracts per contract approval policy
  • Increase annual contracts and enforce renewal brief review
  • Coordinate with charting personnel to manage inventory to maximize yield. Identify slow moving inventory and recommend local AE incentives to move lagging inventory

Costs:

  • Ensure appropriate utilization of costs to optimize sales revenue return
  • Manage and monitor travel and entertainment costs in line with the budget and set corrective actions when needed

Preferred Qualifications and Experience

  • 7+ years proven industry experience. Experience, knowledge and understanding of the mobile/digital advertising ecosystem a plus
  • 7+ years sales management and leadership experience, and demonstrated track record of successful revenue ownership and team development with the ability to inspire and motivate people
  • Local market knowledge preferred
  • Excellent communication, interpersonal, organizational, presentation and influencing skills
  • Ability to multitask, prioritize and meet deadlines
  • Possess strong client facing skills
  • Strong proficiency in Word, Excel, PowerPoint (MS Excel in particular); Knowledge of CRM software preferred
  • Proficiency in use of social media as a route to market
  • Must be professional in appearance and manner and be multi-task oriented and be able to communicate clearly, comprehensively and with complete personal and professional integrity
  • Bachelor’s degree preferred
  • High level of integrity

Key Performance Measures:

  • Topline revenue and sales growth
  • Revenue Yield Optimization
  • Customer development - new and existing
  • Customer satisfaction
  • Team leadership and people performance
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