Local Sales Director, Washington DC - OUTFRONT Media

Description

About OUTFRONT

We are one of North America's most innovative media companies. We leverage the power of creative excellence, unbeatable locations and smart audience data to change the game for advertisers. Our purpose as a company is to help people, places and businesses grow stronger. To do this, we make meaningful connections between brands and people when they are outside of their homes through one of the largest and most diverse sets of out-of-home assets including billboards, transit and mobile displays across the U.S. We connect diverse audiences across over 150 markets and conduct our business considering all our stakeholders, from clients and employees, to the communities where we operate. We are committed to creating a diverse and inclusive work environment that promotes the growth of our people. Come join our industry-leading team

What We Offer

OUTFRONT offers a comprehensive benefits program including:

• Medical, Dental, Vision (including same and opposite-sex domestic partners)
• HSA and FSA plans, Family Benefits, Pet Benefits
• 401(k) Plan with an Employer Match
• Paid Time Off, Commuter Benefits, Educational Assistance
• Robust Diversity, Equity and Inclusion program including 7 Employee Resource Groups (ERGs)

Job Summary:

OUTFRONT seeks a dynamic Local Sales Director to lead our Washington, D.C. team in driving sales growth and fostering client engagement. This role demands a forward-thinking leader who can motivate and guide our account executives towards integrated media solutions. Leveraging our diverse range of assets, including billboards, transit spaces, and digital platforms, you will position OUTFRONT as the premier Out-of-Home (OOH) vendor. With the expansion into digital and mobile, familiarity with both traditional and emerging media landscapes is crucial. As Local Sales Director, you'll excel in selling directly to advertising agencies and cultivating relationships with new and existing clients. Reporting to the General Manager, you'll spearhead our local sales efforts, ensuring we meet revenue targets while fostering a culture of excellence within our team. Join us in shaping the future of OOH advertising in the nation's capital.

What You'll do:

• Develop a cohesive market strategy aligned with business objectives to achieve all goals.
• Plan regular sales meetings to engage and hold sales staff accountable.
• Assign account lists and ensure each client has a dedicated AE. Craft local sales packages detailing inventory and pricing accurately.
• Review holds and expiration reports weekly with the charting manager.
• Design meaningful incentives and contests to drive sales growth.
• Approve all market sales contracts with appropriate rates.
• Supply management with accurate pacing reports and forecasts as necessary.
• Ensure adherence to business policies and practices.
• Consistently evaluate the sales team and manage biannual OUTperform documents.
• Collaborate with company-wide initiatives and promote confidence in mobile sales.
• Stay informed about the digital landscape.
• Establish a comprehensive vision and sales strategy for market assets and revenue growth.
• Be the primary liaison for marketing and sales, ensuring client satisfaction.
• Deliver accurate weekly pacing reports and communicate major developments.
• Lead inspiring weekly sales meetings and disseminate essential information.
• Collaborate with corporate business development strategies.
• Be a collaborative team member and embody OUTFRONT cultural values.

People:

• Lead and guide the local sales team, devising sales and pricing strategies to optimize asset yields.
• Recruit, train, and inspire account executives and sales assistants. Foster an uplifting, high-performance culture.
• Organize weekly sales meetings to maintain staff engagement and accountability.
• Accompany local AEs on sales calls to assess strengths and weaknesses, creating tailored plans for growth.
• Provide mentorship and coaching to develop AEs' skills, knowledge, and leadership abilities, including prospecting, negotiation, and presentation skills.

Revenue:

• Lead all sales activities across the market's assets.
• Conduct robust weekly sales management meetings.
• Manage CRM pipeline tracking and reporting.
• Provide coaching and support to AEs on key opportunities and accounts.
• Set and monitor quarterly and annual sales revenue targets for each local AE.
• Adjust selling prices based on cost, competition, and demand to optimize yield.
• Collaborate with GM and regional Sales VP on inventory pricing strategies.
• Ensure sales staff training and development focus on achieving meaningful results and exceeding budgets.
• Approve all sales contracts according to policy.
• Increase the quantity of annual contracts and oversee renewal brief reviews.
• Coordinate with charting personnel to optimize inventory yield.
• Identify slow-moving inventory and recommend local AE incentives to stimulate sales.

Costs:

• Maximize sales revenue return by efficiently managing costs.
• Monitor and control travel and entertainment expenses within budget constraints, implementing corrective measures when necessary.

Your Qualifications:

• Outstanding client-facing and interpersonal skills, capable of collaborating effectively with employees at all levels, management, and C-suite executives.
• Exceptional verbal and written communication skills, coupled with strong presentation and influencing abilities.
• Unwavering integrity and commitment to ethical conduct.
• Exceptional attention to detail, with the ability to develop and prioritize tasks and deadlines effectively.
• Proficiency in working efficiently at a fast pace and remaining composed under pressure.
• Strong computer skills, including proficiency in Microsoft Word, Excel, and Outlook; familiarity with CRM software is advantageous.
• 5+ years of proven industry experience, with a strong understanding of the mobile/digital advertising ecosystem considered a plus.
• 5+ years of sales management and leadership experience, demonstrating a track record of successful revenue ownership and team development, as well as the ability to inspire and motivate others.
• Exceptional use of social media as a marketing tool.
• Bachelor's degree preferred.

Key Performance Measures:

• Total revenue and sales expansion
• Revenue Yield Enhancement
• Customer Acquisition - both new and existing
• Customer Contentment
• Leadership effectiveness and team productivity

OUTFRONT Media is not responsible for any fees related to unsolicited resumes.

OUTFRONT Media Is An Equal Opportunity Employer

All applicants shall receive equal consideration without regard to race, color, religion, gender, marital status, gender identity or expression, sexual orientation, national origin, age, veteran status or disability. Please refer to the