Job Description
We are looking for a dynamic, energetic and passionate individual to take on the newly created role of Senior Director North American Display Sales. You will be leading multiple front-line managers each with teams ranging in size from 6 to 8 display media sellers. You will report directly to the Senior Director Global Media Sales.
RESPONSIBILITIES:
• Grow revenue - deliver against monthly, quarterly and annual revenue goals for the North America region
• Manage, motivate and coach a team of media sales managers (Challenger Sales Model)
• Forecasting and goal setting for North America region
• Track team goals, own, drive team performance, and deliver results
• Work with the senior director global media sales on strategy and sales management practices world-wide to establish a global sales process within MeSo; drive best practices
• Assist in setting strategic direction for MeSo - work with cross-functional leadership to identify opportunities, inform decision making and solidify the MeSo value proposition in-region and company-wide
• Execute on go-to-market strategies and plans
• Work with executive-level media industry leaders to establish MeSo as a leader and innovator in digital media
• Leverage your agency/industry contacts to identify new sales channels, prospects and products that will accelerate MeSo sales into new markets/agencies
• Grow MeSo sales footprint within regions through new clients acquisition and growth of base accounts
• Evangelize MeSo internally and work with internal teams to increase value of our supply partner relationships
• Ongoing mentoring and development of the sales team which includes recruiting, hiring and training of front line sellers and sales managers with a focus on Challenger sales methodology
• Supporting media sales managers by participating and leading in client and prospect meetings with clients directly and agencies. Engaging other corporate resources as required
Experience:
• Success as an IC and sales manager in media and/or digital travel sales
• A proven track record of exceeding sales targets as both an IC and manager
• Proven experience in managing complex, multi-faceted sales situations
• Track record of operating, monitoring and optimizing a sales engagement, pipeline and sales productivity process, which tracks sales activity from outreach to close rate
• Capacity to get into the details of new and emerging product and drive new product roll out to the market (e.g., mobile, programmatic, video)
• Building solid relationships at multiple levels with clients directly and agencies, including at the senior executive levels both internally and externally
• Work with internal teams to ensure organizational understanding of sales strategy and market demands and how that translates into product offering and sales support requirements
• Analyze performance of the regional business, major accounts and report results
•Deep dives into performance metrics and details of business composition. Success in leveraging metrics to uncover new opportunities and/or gaps to grow/scale the business
• Cross collaboration with peers to leverage best practices and help the global team win
Requirements:
• A BS/BA is required
• Digital advertising technology and media sales expertise and/or experience leading a regional/national sales organization within the travel industry
• 7-10 years of business building, team building, business development and strategic partnerships building direct client relationships
• Strong balance of people skills and analytical approach to managing business for optimal performance
• Excellent leadership, prioritization, communication, analytic and quantitative skills
• Excellent executive-level presentation and listening skills
• Keen attention to detail and ability to see the endgame of each business opportunity
• Ability to build relationships across a wide spectrum of stakeholders
• Strong propensity to take initiative and thrive on change
• Proven ability to lead cross-functional teams toward mutually beneficial objectives
Monday, October 05, 2015
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