WHAT IS A SALES DIRECTOR?
The Sales Director role involves leveraging proven experience in driving revenue growth through digital video advertising solutions. This role requires a high level of emotional intelligence and professionalism, enabling the individual to build consultative partnerships with clients and utilize established key relationships effectively. The Sales Director is responsible for maintaining open communication and collaborating efficiently with internal cross-functional teams, including Product, Sales Planning, and Account Management, to maximize revenue.
Need-to-Know Overview of a Sales Director
1. Sales Director Accountabilities and Responsibilities
- Forecast weekly, monthly, and quarterly account revenue streams accurately
- Identify, develop, and implement effective sales plans, playbooks and strategies
- Meet and exceed defined sales targets
- Participate in prospect/client meetings
- Directly contributing to product development process through active participation in product reviews by providing market & account insights
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
- Lead, develop, and grow business in the East Coast Region (New York, Penn, Georgia, Florida, etc.)
- Pitch and close managed service and self-serve platform
- Lead discovery sessions to identify brands key needs and pain points
- Develop strategic relationships with key decision-makers focusing on AOR’s and brands direct
- Develop leads and build the pipeline
- Meet & assess potential business deals through RFP response and gain commitment
- Negotiate pricing, prepare proposals and close sales
- Partner with the Account Management team to service, maintain and grow current clients
- Live the company values, and positively contribute to company culture
2. Sales Director Educations and Qualifications
- BA/BS degree, similar college level education or equivalent working experience
- 5+ years of advertising sales to brand advertisers and agency leaders
- 3+ years in video advertising sales
- Experience conducting business with East Coast agencies and brands
- Results-oriented with multiple years of meeting or exceeding revenue targets
- Excellent interpersonal skills to facilitate positive working relationships across the organization and in the marketplace
- Excellent verbal and written communication skills
- Outstanding presentation skills – must have experience presenting to high level clients with complete composure
- Deep understanding of the East Coast market, and established relationships across the digital ecosystem
- Experience building long standing, consultative client relationships
- A strategic thinker, with the ability to translate marketer needs into compelling concepts and solutions
- Must have extensive contacts at agencies/brands direct (including media, operations, analytics) and have a strong knowledge of accounts, planning teams and planning cycles
- A team player but self-driven and thrives when operating independently
- Humble with high emotional maturity
- Possess integrity & honesty