Senior Manager Broadcast Business Development Lead

1 week ago

Woburn, Massachusetts, United States American Tower Corporation Full time

About the Role

American Tower Corporation is seeking a Senior Manager Broadcast Business Development to join the U.S. Tower Sales & Marketing organization. The Senior Manager will position American Tower's full range of products and services by leveraging their in-depth knowledge of the customer's business and operational needs.

Key Responsibilities

  • Lead and develop relationships with existing large radio and TV customers who generate multi-year total cost of ownership in excess of $5M and/or customers viewed as strategic in nature. This includes accountability for tenant retention activities along with pursuing new business opportunities with this customer base.
  • Engage in consultative dialogue with customers to understand their business objectives and develop commercial and leasing strategies to retain existing revenue base and secure long-term lease extensions.
  • Act as the primary contact for broadcast customers and internal stakeholders to develop commercial and leasing strategies to retain existing revenue base and secure long-term lease extensions.
  • Ability to craft commercial proposals that meet internal financial objectives utilizing knowledge of the customer's network requirements and decision-making process.
  • Achieve annual lease-up, commenced revenue, churn budget targets for assigned accounts. This includes working with internal cross-function teams (e.g., inside sales, leasing operations, legal) to secure and close opportunities.
  • Manage deal process/develop deal structures and get alignment with key internal stakeholders; present deals to customer; document & communicate customer feedback.
  • Partner with Director of Vertical Markets to craft commercial strategy to grow revenues and mitigate churn.
  • Develop and maintain internal relationships with all key functional areas (e.g. legal, leasing operations, re-contracting, strategic finance) of the company to gather input and knowledge for developing creative solutions that drive business results.
  • Forecast, manage and close opportunity pipeline.
  • Demonstrate a thorough understanding of market drivers and regulatory restrictions within the Broadcast segment.
  • Provide data support and analyses of competitive trends and identification of churn risk for budgeting and long-term forecasting requirements.

Requirements

  • Bachelor's degree required.
  • A minimum of 7 years of sales, business development or related experience required, preferably in broadcast industry sales.
  • Established business development, negotiation, and commercial sales experience.
  • Experienced in developing and executing account strategies and managing senior customer relationships.
  • Strong commercial skills with history of closing multi-year leasing transactions.
  • A proven track record of achieving new business sales objectives.
  • Experience in influencing internal and external key stakeholders.
  • Approximately 40-50% travel may be required to support the position's responsibilities.
  • Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively.
  • Ability to work with different functional groups and levels of employees to achieve results effectively and professionally.
  • Strong organizational skills and ability to accomplish multiple tasks within agreed-upon timeframes through effective prioritization of duties and functions in a fast-paced environment.

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