Sales Director

Orlando, FL, United States Posted 2 days ago
Main Location
New York City, NY, United States
Open jobs

Provide daily leadership to the sales team and support staff. Grow revenues from existing partners and from opening new accounts. Forecast quarterly revenues, and manage departmental costs. Develop, maintain, and grow our client partnerships.

Overview:

  • Set a comprehensive market sales growth strategy and execution plan.
  • Lead and manage the local sales team (account executives, account managers, sales assistants, administrative assistants) to achieve targeted sales revenue goal.
  • 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 national customers and own responsibility for client satisfaction.
  • Provide accurate weekly pacing reports; highlight any major developments.
  • Administer weekly sales management.
  • 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 team collaborative team member and exemplify OUTFRONT cultural values.

People:

  • 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 minimize the weaknesses.
  • Mentor, coach, and develop local AEs. Teach skills knowledge and leadership - prospecting skills, negotiation role play, presentation skills.
  • Manage workforce with a focus on diversity.

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:

  • 5+ years proven industry experience. Experience, knowledge and understanding of the mobile/digital advertising ecosystem a plus.
  • 5+ 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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