Head of Sales, New Stream Media

Company Description

Merkle is a leading data-driven, technology-enabled, global performance marketing agency that specializes in the delivery of unique, personalized customer experiences across platforms and devices. For more than 30 years, Fortune 1000 companies and leading nonprofit organizations have partnered with Merkle to maximize the value of their customer portfolios. The agency's heritage in data, technology, and analytics forms the foundation for its unmatched skills in understanding consumer insights that drive people-based marketing strategies. Its combined strengths in performance media, customer experience, customer relationship management, loyalty, and enterprise marketing technology drive improved marketing results and competitive advantage. With 9,600+ employees, Merkle is headquartered in Columbia, Maryland, with 50+ additional offices throughout the US, EMEA, and APAC. In 2016, the agency joined dentsu. For more information, contact Merkle at 1-877-9-Merkle or visit www.merkleinc.com. We are champions for meaningful progress, and we strive to be a force for good—for our people, for our clients, for the industry and for our society. We keep our people at the center, creating space for growth, understanding, and learning so they can thrive. We embed diversity, in our mindset, in our solutions and in our teams to empower an inclusive, equitable and culturally fluent environment. Building this culture within our teams makes us better collaborators with each other and with our clients, driving better outcomes for all. Merkle is an agency of dentsu.

Job Description

This is a remote opportunity

Who you are: 

You are a result driven, resilient, and experienced sales leader.  You can motivate others to work towards a common vision and purpose.  You are passionate about leading, upskilling and developing a team that meets established revenue expectations.  You can partner and collaborate with key influencers at an established Retail Media Network. Lead internal teams to perform and collaborate with client to advance their business forward. 

The ideal candidate is passionate about pursuing a career in one of the fastest growing sectors of digital media – Digital Retail Media.  You have a strong understanding of the Retail Media business.  This role is an ideal fit for a candidate with 8+ years of digital sales experience or leadership experience who enjoys leading and managing a sales and account management teams while collaborating with functional leads across Audience Strategy, Media Planning, Creative, Activation and Analytics. 

Your understanding of the retail media landscape, the changing needs of the CPG community and shifting consumer sentiment will be essential to excelling in this role. You will report into the VP Sales, New Stream Media and perform a mix of sales and strategic sales planning which includes: 

Sales Materials - You will provide market feedback that will lead to regular updates of sales materials to incorporate category insights, case studies, ad solutions, key messages and unique buyer needs across mid and long tail CPG business. 

Go-to-Market strategy for new ad solutions  You will work in collaboration with the client and with media teams on innovation, including driving new ad solutions from feedback in the market and determining how to best position these solutions through key messaging, identifying key buyers and creative visualization, etc. 

Non – Endemic and Agency Relationship Development  You will develop agency relationships across shopper marketing and traditional agencies as well as build out a new sector of non-endemic ad revenue. This includes creating customized sales materials, leading education events, and building new business across all channels.   

  You will also . . . 

• Establish revenue targets and deliver revenue targets by managing a team of sellers, responsible for building relationships with top tier mid and long tail clients across CPG portfolio of accounts 
• Actively manage an aggressive sales pipeline, providing regular financial updates and projections (weekly, monthly, quarterly, annual) to management teams 
• Establish & maintain process to manage the sales process – including meetings, Request for Proposal (RFP) response/review, Joint Business Plans through to negotiations, close, up-sell and renew opportunities 
• Refine and manage process to enable Sales & Media teams to collaboratively, enhancing client relationships & driving business 
• Create streamlined communication with various internal teams to properly execute on solutions 
• Coach & enhance team members to build strong business pipeline to support sales goals before, during and aft