Sales Director

1 month ago

New Haven, United States The Rockridge Group Full time
Job DescriptionJob DescriptionJob Title: Sales Director
Location: 50 Mitchell Drive, New Haven, CT(Onsite Roll - Looking for someone with Local Sales Team Leadership experience in the Media Industry in the CT Market)
Duration: FTE
Compensation: The job has a cap of 165-175k base. There is an eligibility for Bonus. Job Summary: The Director of Sales will be an expert in selling traditional media directly to advertising agencies as well as directing it to new or existing clients. Under the leadership of the General Manager, the Sales Director will manage the local sales team to achieve targeted sales revenue goals and cultivate a culture which ensures an industry leading media company. RESPONSIBILITIES:
  • 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 CLIENT X 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 to the team; 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 strategies to the local team.
  • Ensure all business policies and practices are followed to the highest standard.
REQUIREMENTS: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.
  • Mentor, coach, and develop local AEs. Teaching skills knowledge and leadership - prospecting skills, negotiation role play, presentation skills.
Revenue:
  • Responsible for leading all sales activities for every asset throughout the market.
  • Robust and weekly sales management meetings
  • CRM 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 adjust selling prices by monitoring costs, competition, and supply and demand in order to maximize yield.
  • Work with General Manager and regional Sales VP on inventory pricing strategies and pricing yield maximization.
  • Ensure training and development of sales staff with a focus on delivering meaningful results and exceeding budgets.
  • Responsible for approving all sales contracts per contract approval policy.
  • Increase quantity of annual contracts and enforce renewal brief reviews.
  • 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:
  • Exceptional client facing skills along with interpersonal skills; the ability to work with all levels of Employees, Management and C-suite Executives.
  • Excellent verbal and written skills; along with presentation and influencing skills.
    Highest level of integrity.
  • Exceptionally detail oriented and able to develop and prioritize assignments and deadlines.
    Ability to effectively work at a fast pace and under pressure.
  • Proficient Computer Skills: Microsoft Word, Excel, Outlook; Knowledge of CRM software preferred.
    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.
  • Bachelor’s degree preferred.

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