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Senior Director of Strategic Sales

Company: Pocket Outdoor Media
Location: Boulder
Posted on: September 12, 2020

Job Description:

Pocket Outdoor Media is changing the active lifestyle media industry. As the Senior Director of Strategic Sales, you will leverage your deep industry expertise to drive all aspects of large client sales leading to the successful negotiation and execution of these deals. We are looking for a highly collaborative, influential, and experienced senior leader with an extensive network of executive relationships at the highest levels and a proven track record of closing multi-million dollar advertising and sponsorship deals.

Responsibilities Leverage deep industry expertise to prospect and close large client sales

Partner with the SVP of Strategic Sales to set s strategy, assess and prioritize new opportunities

Conceptualize the roadmap for new customer acquisition, and maintain and expand existing large non-endemic customer base

Build deep and wide relationships with key strategic clients to provide a steady sales pipeline

Develop sales strategies and specific target clients based on market opportunity, product readiness, business appetite and partner readiness.

Engage target clients, selling the merits of our brands, and quickly evaluate incoming requests for partnership

Nurture and manage key relationships towards mutually beneficial outcomes

Partner with our Finance team to develop strategic and robust financial proformas outlining the cost/revenue models for our largest clients

Present growth opportunities for strategic clients

Start and drive complex negotiations with the broader market of prospective partners

Leads the development of our large, anchor clients, collaborating with the relevant internal commercial and operational leaders

Experience Required Accomplished and respected industry veteran with 12-15+ years of relevant experience

Proven track record of successful revenue-driving partnerships, creative deal making, and effective relationship management within large enterprises

Track record of closing large sales between $300K-$1M

Significant advertising and sponsorship deal success

Extensive (and verifiable) network of senior executive relationships across the media business

In-depth understanding of the active lifestyle media’s competitive landscape, as well as strong strategic and brand sensibilities

Experience driving and implementing full sales cycle, including market research, needs analysis, pitch, closing, renewal, and upsell

Experience responding to RFPs and RFIs

Experience operating at the highest levels both internally and externally

Comfortable working primarily working remotely, with a willingness to travel 50%+

Skills and Behaviors Sales Lifecycle Skills: Development and management of full partnership lifecycle from strategy through deal design, and execution. Knows how to build and maintain a diversified pipeline of opportunities that maximizes reach across our brands

Industry Knowledge: Media, publishing, active lifestyle industry knowledge

Relationship Management: Demonstrates customer relationship management skills through effective listening, questioning, understanding, being patient with clients, balancing open dialog, and building trust

Negotiation Skills: Must have experience assessing leverage and negotiation process/tactics

Influence: Builds rapport, asks powerful questions, manages emotions and exudes personal congruence/confidence. Ability to influence senior leadership and peers without authority to drive alignment.

Strategic thinking: Ability to develop business strategies and solve complex problems

Communication skills: Impeccable communication (written and verbal) and sales presentation skills

Entrepreneurial/Competitive Spirit: Passionate about inspiring active participants. Optimistic about the possibilities. Questions how it can be done better. Takes calculated risks. Gets things done.

Judgement: Ability to exercise discretion and independent/sound judgment, while excelling in a fast-paced, results-oriented environment

Conflict Resolution: Ability to resolve conflict amongst internal and external constituents

Internal relationship management: Ability to build relationships within the business

Keywords: Pocket Outdoor Media, Boulder , Senior Director of Strategic Sales, Other , Boulder, Colorado

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