Sales Director

Berkeley, CA, United States

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. and Canada. 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!

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)

Job Summary:

The Sales Director will be an expert in selling traditional media directly to advertising agencies as well direct 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 goal and cultivate a culture which ensures an industry leading media company.

What You’ll do:

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 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 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

Be a collaborative team member and exemplify OUTFRONT cultural values

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. Teach 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 adjusts 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 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

Exceptional use of social media as a route to market

Bachelor’s degree preferred

Key Performance Measures:

Topline revenue and sales growth

Revenue Yield Optimization

Customer development - new and existing

Customer satisfaction

Team leadership and people performance

The salary range for this role is $175,000 - $225,000 per year. This role is also eligible for incentive compensation. Compensation is determined during our interview process by assessing a candidate’s experience and skills relative to internal peers and market benchmarks evaluated for the scope and responsibilities of the position. Please note that the foregoing compensation information is a good-faith assessment associated with this position only and is provided pursuant to the California Salary Transparency Law.

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