Sales Director, Integrated Sales

Position Summary:

With minimal direction from a sales manager, the Sales Director, Integrated Sales is responsible for expanding and renewing business across an assigned portfolio of larger accounts, while working to maintain the overall health of the relationship.

This role allows the seller to build on their strong client strategy skills, while driving account expansion and revenue growth.  Using in-depth knowledge of media, Inmar’s incentive solutions and constantly keeping abreast of the client’s needs, the seller consultatively presents account information and new ideas that solidify and grow the account.

The Sales Director demonstrates a constant desire to collaboratively solve problems and won’t rest until they find the right solution for all parties involved. Key qualities of a successful Sales Director include being excellent at project management and staying organized, understanding the importance of responsiveness and follow-through, being an avid learner and absorbing new information with ease, which allows for shorter learning curves.

Primary Accountabilities:

Influence (50%)

• Manage a portfolio of accounts; participate in the overall client strategy and execute with excellence on the account plan
• Work closely with Client Strategy and Client Services teams to meet the needs of the client
• Drive pipeline growth at the highest decision-making level (c-suite) and grow profitable revenue across client territory
• Lead contract negotiations and ongoing contract management and renewals, ensuring work is completed timely and results support incremental growth in revenue
• Collaborate with client on product and service extensions that could deliver incremental value; bring Solutions Experts into those discussions as necessary
• Manage internal cross-functional relationships and communications for maximum productivity

Strategic (40%)​

• Responsible for providing new product/service ideas based on client needs; be an information source about how Inmar’s products can provide a competitive advantage
• Responsible for understanding the strategic goals and objectives of each client; develop sales strategies that align with the client’s needs
• Build and maintain internal networks, garnering support and getting appropriate buy-in
• Develop a deep knowledge of assigned clients/prospects

Administrative (10%)

• Maintain detailed, accurate records in Salesforce.com covering all account activity
• Proactively manage internal communications within and outside of the Sales team, as appropriate

Additional Responsibilities:

• Performs other duties as assigned
• Complies with all policies and standards

Required Qualifications:

• Bachelor’s Degree in business, marketing, or a related field
• 8-10 years of related experience, including responsibility for account management; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position
• Strong experience in digital media; social media experience is a plus
• Ecommerce sales experience within CPG or retail media networks is a strong asset
• Demonstrated experience in expanding business relationships in a highly competitive environment; ability to sell across products and a variety of different solutions; ability to negotiate contracts, deal with price pressure and successfully produce with strong profit margins; ability to discern the solution that is best for the customer and the value range they are willing to pay
• Good decision making, knowing when to leverage additional resources to move deals past obstacles
• Proficient with Salesforce.com
• Proficient with Google Suite and Microsoft Suite producing professional business correspondence, proposals and reports
• Experience with the Miller Heiman sales methodology and the consultative sales approach

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.

• Use Hands to Handle Objects - Regularly
• Reach with Hands or Arms - Regularly
• Talk or Hear and Read Instructions - Regularly
• Stand, Kneel, or Stoop and Lift 20 Pounds - Occasionally
• View Items at a Close Range - Regularly