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Southeast Regional Sales Leader
iHeartMedia
Miami, FL, United States
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Job Summary:
Develop and implement revenue generating strategies for the assigned region, and provide leadership, direction, and sales support for the region’s Sales, Marketing and Digital Managers.
Job 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 & implements strategic regional business plans based on corporate goals in order to accomplish sales objectives and profitability.
• Provides guidance and leadership on multi- market buys by leveraging our multi-market assets and coaching team on bigger picture goals of incremental revenue.
• Identifies region-wide accounts/agencies to target and capitalize on – collaborate with Sales Managers to assign appropriate sales talent accordingly.
• Works with Sales Ops team to develop & 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 and Regional Digital leaders to align initiatives and drive sales.
• Works with Marketing to develop proposals for business categories and verticals that can be used throughout the region and be modified for market customization with speculative art.
• Is a clear voice to disseminate CCO corporate initiatives to branches to ensure speed, clarity and accuracy of information and keep team 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 Executive’s; 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.
Job Qualifications:
Skills
• Is highly motivated and well organized.
• Able to multi-task, balance multiple priorities, and perform under pressure and with tight deadlines.
• Has excellent verbal and written communications skills including delivering effective presentations and leading meetings.
• Possess deep and broad business acumen with strong analytical, decision making and problem solving skills.
• Has deep knowledge of media and advertising industry, business cycles, key revenue and expense drivers.
• Possess extensive knowledge of sales principles and practices, and an ability to coach others on them.
• Drives revenue in collaboration with others and by leveraging a sophisticated understanding of & appreciation for local outdoor assets and audience reach.
• Able to motivate teams to produce results in line with / better than stated goals and objectives.
Competencies
• Focusing on the Bottom Line– Attacks everything with drive and energy with an eye on the bottom line; not afraid to initiate action before all the facts are known; drives to finish everything he/she starts.
• Making Tough People Calls– Reads people accurately; can diagnose strengths, weaknesses, and potential; knows what skills are required to fill a job or role; hires the best.
• Understanding Business– Knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general, Sales Management.
• Getting Organized– Is well organized, resourceful, and well planning; effective and efficient at marshalling multiple resources to get things done; foresees and plans around obstacles.
• Getting Work Done Through Others –Manages people well; gets the most and best out of the people he/she has; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback; delegates and develops.
• Inspiring Others– Is skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause.
• Negotiation– Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships.
Other Requirements
• 40% of time will be travelling to branches across the region for in-person coaching, training and participating on sales calls.
Education
• Bachelor’s degree – prefer concentration in Marketing, Advertising and/or Communications.
Work Experience
• 5+ years of business experience with Sales & Marketing teams, ideally in the Media / Advertising environment.