Director, Agency Sales

About the position

The Director, Agency Sales has a strategic and results-oriented role focused on driving sales growth and strengthening market presence. Responsibilities include surpassing sales targets through deep engagement with digital and media agencies, nurturing key relationships for expanded service agreements, and leveraging Catalina's data for consultative selling. This role demands expertise in guiding omni-channel media strategies and delivering insightful campaign analyses. Collaborating across functions, the Director will enhance product offerings and foster strong agency partnerships, positioning Catalina as a leader in tailored media solutions.

Responsibilities

• Consistently achieve and surpass quarterly and annual sales revenue goals, focusing on digital and media agencies, through strategic consultations and understanding client needs.
• Cultivate relationships with key agency decision-makers to secure strategic Master Service Agreements and foster partnerships that enhance market presence through agencies selling Catalina solutions to CPG clients.
• Provide effective account management for digital/CTV/OOH managed services, ensuring client satisfaction and service excellence.
• Utilize Catalina's data and insights to demonstrate consultative selling skills, enabling agencies and clients to achieve their business objectives through tailored marketing strategies and proposals.
• Guide CPG brand clients in omni-channel media strategy and tactical planning, collaborating with National Sales and CPG Sales account partners.
• Accurately forecast revenue for assigned accounts and provide timely weekly, monthly, and quarterly reports to sales management.
• Work closely with the product and solutions team to ensure customer feedback is integrated into the product roadmap, enhancing solution relevance and effectiveness.
• Collaborate with Client Success Manager (CSM) account partners to ensure on-time and on-plan digital campaign delivery, focusing on actionable insights and post-campaign analysis.
• Lead in delivering digital/CTV campaign performance reports to agencies, offering insightful recommendations for future planning.
• Share digital subject matter expertise with CPG Sellers in the assigned territory, fostering cross-functional collaboration and strategic engagement.
• Develop a comprehensive understanding of different agency verticals including media planning, activation, strategy, and implementation, to enhance the strategic selling of Catalina solutions and managed service offerings.
• Overnight travel to customers as needed.

Requirements

• Bachelor's degree in Business, Marketing, Communications, or related field; or equivalent experience.
• 3 to 5 years of experience in media sales, digital marketing, or related roles, focusing on digital media or media planning agencies.
• Experience and established relationships within media agencies are considered a decisive advantage.
• Strong understanding of programmatic media, media technologies & channels, digital/TV media, agency organization, and agency/trading desk dynamics.
• Proven success in new account/agency selling to senior-level clients.
• Relevant experience in partnering with CPG industry and utilizing digital customer/consumer data.
• Proficiency with MS Office suite and experience in managing contacts/workflow with CRM technology, preferably Salesforce.
• Ability to travel as needed for client meetings, presentations, and industry events.

Benefits

• Medical + Rx Plan Choices
• Dental & Vision Coverage
• Learning & Development Resources
• 401k with Matching Contributions
• Flexible Time Off
• Employee Wellness Initiatives