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Expedia, Inc. - Senior Director US Agency Ad Sales

Job Title:  Senior Director US Agency Ad Sales

Position Overview:

The Senior Director US Agency Ad Sales is responsible for managing a team of agency-focused media sales professionals.  The primary focus is on maintaining and growing revenue from existing agency relationships, as well as identifying and closing business with new agencies.  The ability to articulate and execute successful go-to-market strategies is critical.  The ideal candidate will effectively influence the most senior decision makers within agencies.  Equally important is a successful track record of meeting/exceeding sales goals in a managerial capacity and a willingness to be hands-on and sell with the team.   Motivating and coaching/mentoring your team are critical to success.

Responsibilities:

  • Grow revenue - deliver against monthly, quarterly and annual revenue goals
  • Manage, motivate and coach a team of media sellers focused on agency business in the US
  • Track team goals, own, drive team performance, and deliver results
  • Work with the senior director global sales on strategy and sales management practices world-wide to establish a global sales practice within MeSo; drive best practices
  • Work with cross-functional leadership to identify opportunities, inform decision making and solidify the MeSo value proposition in-region and company-wide
  • Work with executive-level media industry leaders to establish MeSo as a leader and innovator in digital media
  • Leverage your agency/industry contacts to identify new sales channels, prospects and products that will accelerate MeSo sales into new markets/agencies
  • Grow MeSo sales footprint  within regions through new clients acquisition and growth of base accounts
  • Directly lead negotiations with key clients
  • Evangelize MeSo internally and work with internal teams to increase value of partner relationships

Qualifications:

  • Experience managing, mentoring, and  motivating sales team required
  • Must have 5 to 7 years  experience in online advertising sales to media agencies
  • Strong sales prospecting, negotiating and closing skill set
  • Excellent relationship building  skills
  • Rolodex of agency decision makers
  • Excellent communication skills – in both written and oral presentation
  • Strong organizational and time management skills
  • Solid decision making and problem solving skills
  • Track record of consistently exceeding sales goals, individually and as a manager of a team
  • Approximately 30% travel required

Work Experience and Education Guidelines:

  • Bachelor's degree required; advanced degree a plus
  • Sales management experience in online advertising sales with an emphasis on agency sales
  • 5+ years sales management experience in internet and/or advertising

Core Competencies:

  • People Management: Ensures has the right skills and people in the right place at the right time.  Forecasts and anticipates need to hire in order to grow business in the region.  Effectively manage/motivate people to achieve/exceed revenue targets.  Excellent coaching skills; ensures that people receive accurate and timely feedback.  Proactively identifies development and growth opportunities for direct reports.
  • Customer Focus: Passionately meets/exceeds customer expectations.  Coaches team to challenge customers’ conventional thinking through understanding of their business issues/goals and industry/vertical market research.  Advocates building relationships by recognizing and communicating unique insights and opportunities that only MeSo can leverage.
  • Forecasting and goal setting: Able to produce accurate forecasts, manage goal setting and create sales models/strategies to drive penetration of MeSo products in region.
  • Relationship building: Builds effective relationships within MeSo as well as the broader business through clear communication that motivates and influences others.  Leverages internal partnerships to find new revenue opportunities.
  • Help the Team Win: Considers the impact to the broader team when making decisions.  Looks for win-win scenarios and is willing to step up and support larger initiatives that may not be directly tied to personal goals.  Effective collaborator and a champion of change.

About Expedia, Inc.

Our mission is to revolutionize travel through the power of technology.

Collectively, the Expedia, Inc. brands cover virtually every aspect of researching, planning, and booking travel, from choosing the best airplane seat, to reading personal travel reviews of hotels, to planning what to do in a destination once you arrive. The Expedia, Inc. portfolio serves both leisure and business travelers with tastes and budgets ranging from modest to luxury. Expedia delivers consumer travel demand from nearly every continent to nearly 149,000 hotels and hundreds of airlines, tour operators, car rental companies and destination services supply partners.  Please visit http://bit.ly/expediabrands to learn more about our travel brands.

This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.

 


  • City: Chicago
  • Job posted on: Sept. 2, 2014
  • Posting expires on: Oct. 2, 2014
  • Respond to: http://bit.ly/Y9BVKM
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