Sales Director

4 weeks ago

Boston, United States OUTFRONT Media Full time

About OUTFRONT

We are one of North America's most innovative media companies. We leverage the power of creative excellence, unbeatable locations and smart audience data to change the game for advertisers. Our purpose as a company is to help people, places and businesses grow stronger. To do this, we make meaningful connections between brands and people when they are outside of their homes through one of the largest and most diverse sets of out-of-home assets including billboards, transit and mobile displays across the U.S. We connect diverse audiences across over 150 markets and conduct our business considering all our stakeholders, from clients and employees, to the communities where we operate. We are committed to creating a diverse and inclusive work environment that promotes the growth of our people. Come join our industry-leading team

What We Offer

OUTFRONT offers a comprehensive benefits program including:

  • Medical, Dental, Vision (including same and opposite-sex domestic partners)
  • HSA and FSA plans, Family Benefits, Pet Benefits
  • 401(k) Plan with an Employer Match
  • Paid Time Off, Commuter Benefits, Educational Assistance
  • Robust Diversity, Equity and Inclusion program including 7 Employee Resource Groups (ERGs)

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 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 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 eradicate or 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/affirmative action/EEO results

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 adjust 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 and diversity

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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