Managing Director, Client Solutions - Media - Full-time

The Client Solutions Managing Director is a thought partner with the South Division Sales leadership team in developing and executing integrated, client-focused marketing and advertising strategies. By cultivating relationships with sales leaders and cross-functional support teams, the Client Solutions Managing Director will ensure business needs and client objectives are being addressed both for designated markets as well as enterprise-wide initiatives, as needed.

The Client Solutions Managing Director is responsible for mentoring and coaching a cross-functional Client Solutions field team in a fast-paced, evolving media sales environment. As such, he/she must demonstrate the ability to support a team, deliver a POV and help shape direction. The CSMD must be committed to staying ahead of advertising trends, including the digital advertising, as well as other emerging technologies within the increasingly competitive and fragmented media landscape.

The Client Solutions Managing Director is a senior leader and must be adept at managing communications across multiple audiences. The Client Solutions Managing Director is ultimately accountable to the SVP of Client Solutions for the field marketing team’s performance.
The successful candidate for this position will have demonstrated success in several areas, including:

Customized Client Strategies and Solutions

• Support South Division Sales leadership in developing quarterly and annual sales planning presentations.
• Support information gathering and analysis of clients, category insights, digital opportunities, market conditions, and competitive market analysis.
• Support solution development for top clients and agencies in every market.
• Assist in launch of all designated sales initiatives.
• Direct team in managing similar process with assigned clients.
• Ongoing partnership with Senior Sales leaders to monitor and evaluate progress against sales plan and recommend course corrections to help growth throughout the year.

Local Market Level Research
Provide oversight and expertise in the use of third-party and proprietary research tools. This includes but is not limited to:

• Generation of actionable insights
• Arming sales with Nielsen ratings analysis to drive rates and sell-out
• Performing competitive analysis with insights
• Developing market share and spending analysis
• Ensure accuracy of market coverage maps and Universe Estimates

Digital Sales Support & Product Activation
Drive digital activation through expert knowledge, training, and support of client digital campaign performance and optimization reports and recommendations.

• Develop and foster relationships within Digital Sales and Product departments to advance the growth of this area.
• Develop best digital strategies and multi-platform client solutions, in collaboration with Digital Sales.
• Help develop training materials and execute in-market rollouts of all digital products.
• Support development of Client Solutions team members to become digital experts.
• Lead integration of digital inclusion in client presentations and promotions.
• Serve as primary field intelligence/liaison to product group on digital suite of solutions.
• Provide direction on the tracking, reporting and presentation of campaign results to clients/agencies.
• Lead teams in collaborating with Digital sales to provide client campaign analysis, optimization, and reporting.

Client Events & Sales Programs
Support local market Client events and sales programs to help drive incremental market revenue.

• Support and execute focused sales events with South Division Sales leadership.
• Manage local market requests for trade approvals, ticket purchases, and asset tracking.

Skills and Qualifications

• 10-15 years of strong brand, product, integrated marketing, and/or advertising sales marketing experience.
• Knowledge of cable television, digital products, and advanced advertising products.
• Experience developing and executing successful 360 degree marketing programs.
• Proven track record of helping Sales executives grow revenue.
• Strong strategic capability set with ability to rigorously define, prioritize, and execute across a complex range of categories, customers, products and functional groups.
• Outstanding verbal, written and interpersonal communications with overarching skill to translate data, information and research into powerful points of view—ability to craft and tell a compelling story. May be required to attend or assist with high exposure Sales calls.
• Previous experience managing a team of advertising /integrated marketing professionals. Agency, Media and/or Ad Sales is highly preferred.
• Experience and strong knowledge of research databases, tools and applications, including (but not limited to) Nielsen, Scarborough, MRI, Kantar, BIA/Kelsey, eMarketer and comScore.
• Familiarity with and experience in digital marketing; understanding of online campaign development, metrics, and optimization strategies.
• Demonstrate ability to craft and achieve team alignment with “innovative” thinking and new ideas.
• Proven track record leading large interdisciplinary teams and recruiting, developing, training, coaching, and mentoring employees.
• This position may require travel approximately 20% of the time.
• A minimum of a Bachelor’s degree in Marketing, Business, or a related field is preferred.

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