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Head of Sales

Increases revenue of the agency by bringing in new client accounts.  Develops the agency's sales strategy and ensures growth targets set by the senior leadership team are met.  Develops a meaningful sales plan that aligns with growth targets. Leads the annual business & account planning process.  Owns the sales strategy and direction for the agency.  Works with senior leadership team in developing specific criteria to identify high value new business leads and prospects.  Is an active member of the firm's senior leadership team. Develops and maintains a high performing sales team. 

Personally active in and directs the Sales team to:

  • identify prospects per that pre-defined criteria
  • conduct research on prospects and their products and services
  • develop strategies for attracting and inciting prospects’ interest in the agency
  • implement outreach and communication programs
  • conduct prospect qualification and provide assessment to senior leadership
  • lead pitch development and coordinate with other subject matter experts in the agency
  • maintain the prospect database. 

Key activities include:

  • Craft and execute agency growth revenue strategy. This will include opportunity identification and competitive intelligence, as well as new business analysis and pricing to ensure revenue/margin growth.
  • Develop new business organizational strategies by contributing revenue information, analysis, and recommendations to strategic direction; establish revenue objectives in line with organizational objectives.
  • With new business targets, secure RFP opportunities and in-person pitches, help guide and finalize strategy, PPT presentations, and attend to close.
  • Create demand and recognition for the company and its services and obtain new market segments.
  • Develop methods to reliably anticipate and understand market trends, customer issues and needs, and competitive moves.
  • Identify, build, and manage long-term relationships with prospects in the industry.
  • Lead the development and execute cutting-edge creative and strategic responses to RFP’s in conjunction with the Client Services, Media and Creative teams.
  • Manage and run an extensive prospect contact list and outbound email and call campaign to source new agency opportunities.
  • Leadership in effective use of sales platform technology to track and optimize prospecting activity.
  • Represent the agency at appropriate meetings, events, trade shows and other networking opportunities.
  • Establish sales milestones
  • Hire, train and develop top tier talent; mentor and motivate them to reach and exceed their goals
  • Establish and incorporate best practices
  • Establish and manage to defined metrics
  • Qualify sales leads and ensure visibility and alignment with supporting functions
  • Ensure effective communication between sales and other departments

Qualifications / Requirements: 

  • BA/BS degree required (graduate degree in Marketing/Advertising a plus)
  • 5-10 years advertising agency experience and 3 years of management responsibility.
  • Demonstrated success in hitting sales targets
  • Previous experience working in successful agency new business development team a must.
  • Proof of having developed successful creative and strategic advertising solutions and presentations.
  • Strong speaking, presenting and writing skills; ability to create sincere, lasting business relationships.
  • Extensive C-level contacts in prospective client industries, such as CPG, financial, educational, communications, technology, health, a plus.
  • Strong command of latest technologies that create good looking, powerful, video-inclusive presentations.
  • Knowledge of agency services, strategic creative production, metrics-based media, and data analytics is essential.
  • Strong understanding of the advertising agency structure, systems, products and technologies.
  • Proficiency in Microsoft Office applications (i.e., PowerPoint, Excel)
  • Proficiency in Sales Platform technology such as Salesforce, Hubspot, Base CRM, etc.
  • Willingness to travel up to 2 - 3 times per month, if needed.

Position located in Los Angeles.

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