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Director of Business Development and Sales

2 months ago

Philadelphia, Pennsylvania, United States Clear Channel Communications, Inc. Full time
Job Summary

The Regional Director of Sales and Marketing develops and implements revenue-generating strategies for the assigned region, providing leadership, direction, and sales support for the region's sales leaders.

Key Responsibilities
  • Develops and creates a cohesive, high-performance culture for the revenue-generating teams of the respective branches and region through leading and mentoring.
  • Develops and implements strategic regional business plans based on corporate goals to accomplish sales objectives and profitability.
  • Provides guidance and leadership on multi-market buys by leveraging multi-market assets and coaching teams on bigger picture goals of incremental revenue.
  • Identifies region-wide accounts and agencies to target and capitalize on, collaborating with sales managers to assign appropriate sales talent accordingly.
  • Works with sales operations teams and senior vice presidents of sales effectiveness to develop and conduct ongoing sales training for sales managers to implement, tracks, and provides feedback to ensure activation.
  • Assists sales managers with performance management of their sales teams, develops strategies to address low occupancy on products.
  • Leads, collaborates with, and manages regional marketing leaders to align initiatives and drive sales.
  • Works with marketing teams to develop proposals for business categories and verticals that can be used throughout the region and modified for market customization with speculative art.
  • Is a clear voice to disseminate corporate initiatives to branches to ensure speed, clarity, and accuracy of information and keeps teams focused on the goals set forth.
  • Participates in client visits to develop and maintain in-depth partnerships and client knowledge.
  • Conducts business reviews to ensure optimum sales and productive utilization of assigned resources.
  • Maintains and expands customer base by developing account executives, building and maintaining rapport with key customers, and identifying new customer opportunities.
  • Makes recommendations on product or service enhancements to improve customer satisfaction and sales potential.
Requirements
  • Bachelor's degree preferred, or equivalent combination of education, training, experience, or military experience.
  • 5+ years of business experience with sales and marketing teams, ideally in the media/advertising environment.
  • Has deep knowledge of media and advertising industry, business cycles, key revenue, and expense drivers.
  • Drives revenue in collaboration with others and by leveraging a sophisticated understanding of and appreciation for local outdoor assets and audience reach.
  • Proficient in Microsoft software applications (i.e., Word, Excel, Outlook, and PowerPoint).
Competencies
  • Business Perspective: Using an understanding of business issues, processes, and outcomes to enhance business performance.
  • Fostering Communication: Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and effectively getting the message across.
  • Inspiring Others: Energizing and inspiring others to strive for excellence and commit to common goals and purposes, creating a sense of self-efficacy, resilience, and persistence in followers.
  • Negotiating: Seeking to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions.
  • Organizational Awareness: Understanding the workings, structure, culture, as well as the distribution of power within and beyond the organization; utilizing this understanding to solve problems and achieve desired outcomes.
  • Revenue and Profitability Management: Managing the revenue stream, using internal (organizational) and external (industry, market) sources of information to achieve the organization's chosen value proposition and maximize profitability.
  • Strategic Sales Planning: Identifying and developing business opportunities that are consistent with the long-term strategic plans of the organization.