Director of Sales

iHeartMedia Markets

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The audio revolution is here – and iHeart is leading it iHeartMedia, the number one audio company in America, reaches 90% of Americans every month - a monthly audience that's twice the size of any other audio company – almost three times the size of the largest TV network – and almost 4 times the size of the largest ad-supported music streaming service. And we were just recognized as one of the Top Media Sales Organizations by The Myers Report

In fact, iHeart has: More #1 rated markets than the next two largest radio companies combined;

• We're the largest podcast publisher, with more monthly downloads than the second- and third-largest podcast publishers combined. Podcasting, the fastest-growing new media, today has more monthly users than streaming music services or Netflix;
• iHeart is the home of many of the country's most popular and trusted on-air personalities and podcast influencers, who build important connections with hundreds of communities across America;
• We create and produce some of the most popular and well-known branded live music events in America, including the iHeartRadio Music Festival, the iHeartRadio Music Awards, the iHeartCountry Festival, iHeartRadio Fiesta Latina and the iHeartRadio Jingle Ball Tour;
• iHeartRadio is the #1 streaming radio digital service in America;
• Our social media footprint is 7 times larger than the next largest audio service; and
• We have the only complete audio ad technology stack in the industry for all forms of audio, from on demand to broadcast radio, digital streaming radio and podcasting, which bring data, targeting and attribution to all forms of audio at an unparalleled scale. As a result, we're able to combine our strong leadership position in audience reach, usage and ad tech with powerful tools and insights for our sales organizations to help them build success for their clients at a more efficient cost than any other option.

Because we reach almost every community in America, we're committed to providing a range of programming that reflects the diversity of the many communities we serve – and our company reflects that same kind of diversity. Our company values stress collaboration, curiosity, welcoming dissent, accepting mistakes in the pursuit of new ideas, and respect for everyone.

Only one company in America has the #1 position in everything audio: iHeartMedia

If you're excited about this role but don't feel your experience aligns perfectly with the job description, we encourage you to apply anyway. At iHeartMedia we are dedicated to building a diverse, inclusive, and authentic workplace and are looking for teammates passionate about what we do

What We Need:

This dynamic Sales Development/Inside Sales Director role is pivotal to the company's growth strategy. Reporting directly to the VP of Inside Sales, you will assume full ownership of the SDR and Inside Sales functions. Your core mission is to strategically build, lead, and aggressively scale a high-performing team focused on sustainable revenue generation.

The Director will define key performance metrics and implement best practices to ensure the team consistently meets and exceeds ambitious sales targets. This involves optimizing lead qualification processes, managing the end-to-end inside sales cycle, and leveraging cutting-edge sales technology to drive operational efficiency. You will be instrumental in forecasting revenue accurately, developing robust training programs, and fostering a culture of continuous achievement. This leadership position demands a strategic thinker capable of translating top-level sales objectives into actionable, results-oriented inside sales initiatives, directly impacting the bottom line through opportunity development and closed sales.

What You'll Do:

• Develop and manage sales targets and KPIs to ensure personal and team sales and revenue goals are achieved.
• Be the focal point for Lead Generation and Inside Sales strategy and operations.
• Recruit, train, lead, inspire, and motivate the team.
• Develop messaging and scripts to increase lead conversion rates to develop opportunities.
• Ensure the team has the knowledge, skills and developmental plans to overachieve in their assigned quotas.
• Build and maintain exciting incentive programs for SDR team.
• Ensure that all sales opportunities are being touched by the SDRs, and accurately recorded and maintained in sales tech stack to enable accurate monthly, quarterly, and annual revenue forecasts.
• Build and promote a cohesive, customer-centric team with strong internal relationships.
• Build training and processes, to allow for scale and repeatable performance
• Manage and resolve escalations, allowing the team to stay focused on sales.
• Plan and execute on marketing events and programs with the Marketing team and external partners.
• Use customer and employee feedback to collaborate with leadership, to refine existing services and identify new solutions.

What You'll Need:

• 5+ years of business-to-business sales management experience with track record of consistently achieving quota.
• 5+ years' experience in the media sales space with strong knowledge of the media industry (preferred).
• Experience building and leading a world-class business development and Inside team.
• Excellent leadership skills to guide, motivate and inspire individuals and teams to achieve business goals.
• Strong sense of self and team accountability.
• Build and nurture a culture that drives results.
• Proficient in sales tech stack is required including SFDC, Chorus, Groove and AI capabilities.
• Excellent analytical and complex problem-solving skills.
• Excellent communication, presentation, listening and negotiation skills.
• Excellent organizational and time-management skills.
• High level of integrity, judgment, and situational awareness.
• Ability to work both independently and collaboratively with peers, across teams, and with management.
• Flexibility and adaptability to change.

What You'll Bring:

• Respect for others and a strong belief that others should do this in return
• In-Depth knowledge of the media industry and related sales processes
• Ability to apply expertise in a complex sales environment to service large accounts and/or complicated business segments
• Confidence to prospect and quickly build rapport with customers, adapting messaging and style based on customer needs
• Ease working with senior level executives and using influencing skills to negotiations and drive sales
• Desire to stay abreast of emerging market trends and customer needs to expand relationships and trust
• Confidence to solve complex problems using analysis, judgement and multiple sources of information
• Accountability for your own work and a desire to provide guidance to new team members
• Business development experience with new and existing customers

Location:

St Petersburg, FL: 9549 Koger Blvd N, Ste 200, 33702

Position Type:

Regular

Time Type:

Full time

Pay Type:

Salaried

Benefits:

iHeartMedia's benefits offering is flexible and offers a variety of choices to meet the diverse needs of our changing workforce, including the following:

• Employer sponsored medical, dental and vision with a variety of coverage options
• Company provided and supplemental life insurance
• Paid vacation and sick time
• Paid company holidays, including a floating holiday that enable our employees to celebrate the holiday of their choosing
• A Spirit day to encourage and allow our employees to more easily volunteer in their community
• A 401K plan
• Employee Assistance Program (EAP) at no cost – services include telephonic counseling sessions, consultation on legal and financial matters, emotional well-being, family and caregiving
• A range of additional voluntary programs, such as spending accounts, student loan refinancing, accident insurance and more

We are accepting applications for this role on an ongoing basis.

The Company is an equal opportunity employer and will not tolerate discrimination in employment on the basis of race, color, age, sex, sexual orientation, gender identity or expression, religion, disability, ethnicity, national origin, marital status, protected veteran status, genetic information, or any other legally protected classification or status.

Non-Compete will be required for certain positions and as allowed by law.

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