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Director, Sales

Country : USA USA

State : New York

Town : New York

Category : Sales

Contract type : Permanent

Availability : Full time

Job description

Job Overview:

Macy's Media Network is the retail media business of Macy's Inc., offering advertising solutions to brands and agencies. Founded in 2020, Macy's Media Network strives to inspire customers and help them discover new brands and products through targeted, relevant advertisements. Across Macy's and Bloomingdales, Macy's Media Network reaches more than 48 customers and influences more than 440 million transactions online and in-store. In 2021, Macy's Media Network delivered more than $105MM in net revenue and is expected to continue its rapid growth.

The Director, Sales is responsible for overseeing a team of 6-8 Sales Specialists serving a large portfolio medium size advertisers. The Director actively leads the development of market-leading media strategies and innovative solutions that meet our clients' needs. Actively leaning into sales conversations with individual advertisers, the Director is both actively selling as well as investing time in skill development / on-the-job coaching for the team.

The Director continuously looks for opportunities to expand the client base for Macy's Media Network by identifying and establishing relationships with new prospective clients. With existing clients, the Director is focused on identifying opportunities to unlock incremental budgets. The Director will achieve this by actively networking and building relationships with a variety of decision makers for both shopper marketing and national brand budgets.

The Director serves as a strategic thought leader to his portfolio of clients, supporting the Sales Specialists in strategy discussions with clients, while letting the Sales Specialists own the specifics of individual campaigns.

The Director will also be in charge of making sure that a strong collaboration model is in place between the Sales team and other teams. The ideal candidate fosters a highly performance driven sales culture while also driving strong partnership and collaboration with other functions. The ideal candidate enjoys working in team seetings and is experienced in coaching Sales Specialists on all aspects of their work, whether it's selling skills or proficiency in back-of-house processes and tools.

Essential Functions:

- Lead a team of 6-8 Sales Specialists focused on serving hundreds of medium size advertisers

- Provide coaching and development to the sales team (both selling skills as well as proficiency in backend processes and CRM tools)

- Drive the sales cycle for Macy's Media Network by building a strong pipeline of demand for Macy's advertising solutions

- Develop and assign quarterly sales goals for each individual sales professional; monitor goal achievement and support / guide the team where necessary to ensure goal achievement

- Prioritize and drive new client acquisition / outreach

- Guide the Sales team on how to best partner with other functions (within MMN as well as across the enterprise) to achieve strong client and business outcomes

- Partner closely with the Head of Analytics to understand best practices and benchmarks from past campaigns in order to make effective future recommmendations

- Actively listen to the needs of advertisers and feed new ideas to the product development team to continuously innovate and optimize MMN's channel offering and capabilities

Qualifications:

- 5-8 years of advertising sales experience and 3 years of experience leading teams

- Excellent communication and presentation skills (executive level)

- Significant experience leading, coaching, managing and guiding high performing Sales teams

- Highly collaborative and solution-oriented mindset and calm under pressure

- Bachelor's or advanced degree in Business, Marketing or related field; MBA a plus
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