Director, Sales NYC

Job Title

Job Description

About The Position | Major Goals and Objectives and Location Requirements:

The Director, Sales is focused on identifying, cultivating, driving and closing new clients on strategic account growth and new business development across the territory. This role combines high-level client partnership development with aggressive new business acquisition. The ideal candidate will work with marquee agencies and brands while building a robust pipeline of new opportunities —as well as delivering the premium service and strategic thinking that defines our approach to the market.

You will own and grow your regional footprint as a strategic territory, cultivating, selling and managing a portfolio while aggressively pursuing new business opportunities and maintaining existing relationships and  client base. You will be responsible for building brand equity across the region, cultivating C-suite relationships, and positioning our D/Cipher & MNI integrated advertising solutions as the go-to partner for brands and agencies seeking intent-driven, results-oriented campaigns.

As Director, Sales, you will leverage the robust MNI portfolio of products and solutions, with the D/Cipher platform and team at the forefront. D/Cipher is a People Inc. proprietary intent targeting platform—to help advertisers make informed media buying decisions both on and off People Inc. content. This is an exceptional opportunity for a proven sales leader who can balance strategic partnership development with the hustle of territory building.

Hybrid 3x a week- New York 

In-Office Expectations: This position is a hybrid in-office role, with the ability to work remotely up to 2 days per week.

About The Position’s Contributions:

50% Maintaining, Growing and Breaking New Clients 

• Drive aggressive new business acquisition targeting $5MM+ annual revenue opportunities

• Bring a deep understanding of end-to-end digital media products to confidently position customize results-driven strategies

• Position MNI solutions against the competitive landscape and articulate media strengths and weaknesses

• Assess market potential and build meaningful relationships with local, regional, and national businesses

• Prospect consistently through face-to-face meetings, strategic outreach, industry events, and branding initiatives

• Penetrate organizations at the highest decision-making levels to uncover marketing challenges and deliver solutions

• Build and manage a robust sales pipeline with consistent updates to management on opportunities and territory performance

• Identify upsell and cross-sell opportunities across D/Cipher's intent targeting platform and MNI’s premium inventory

• Provide ongoing client management, including regular campaign performance reviews, marketing plan optimization, and educational events

• Evaluate advertising revenue potential and communicate client needs to internal teams for customized presentations

45% Collaborative Strategic Account Leadership 

• Own and expand Key Account relationships in concert with regional Account Executives

• Develop and execute strategic account plans that exceed growth targets and strengthen client partnerships

• Structure and negotiate Letters of Understanding (LOU) agreements featuring multi-year spend commitments in partnership with the VP, Key Accounts Group and SVP, Media Strategy and Enablement

• Partner with Sales Executives, Regional Leaders, and the KAG Board (KGB) on account strategy and performance reviews

5% Master Collaborator 

• Collaborate with internal D/Cipher-MNI teams including planning, marketing, research, account management, and ad-ops, among others

• Deliver consistent updates on sales pipeline, percent-to-goal, territory performance, opportunities, and regional challenges

• Partner cross-functionally to develop integrated media plans and compelling narratives for clients

About The Team:

D/Cipher is People Inc.’s in-house Media platform and activation team, fueled by the rich user engagement data of People Inc., the nation’s largest publisher.  D/Cipher helps advertisers make informed media buying decisions on and off People Inc. content.  Media Now Interactive (MNI), part of the People Inc. family, has been a trusted partner to regional and national agencies and brands for over 55 years, and is an integral distribution channel for the People Media offerings.

The D/Cipher-MNI team provides a single point of contact for multi-platform, customized, and targeted advertising solutions. From research and strategy to execution and analysis, the  team offers a comprehensive suite of digital products, services, and integrated opportunities designed to efficiently and effectively reach audiences in select markets.

The Role’s Minimum Qualifications and Job Requirements:

Education:

• College degree preferred, or equivalent work experience.

Experience:

• 10+ years in digital advertising sales, account management, or media partnerships with proven territory leadership

• Demonstrated track record managing $5MM+ in annual revenue with a history of exceeding goals

• Experience working with agencies (holding companies and independents) and direct brand clients

• Proven success in new business development with the ability to break and grow six and seven-figure accounts

• Deep understanding of programmatic advertising, intent targeting, and audience-based marketing

• History of cultivating C-suite relationships and presenting to senior executives

Specific Knowledge, Skills, Certifications and Abilities:

• Business development specialist with demonstrated ability to grow client and agency relationships through prospecting and deep organizational engagement

• Strategic thinker with strong business acumen and consultative, insight-driven sales approach

• Exceptional presentation, communication, and interpersonal skills

• Self-starter capable of working independently while collaborating across teams

• Highly driven and entrepreneurial with a passion for success and a strong work ethic

• Excellent organizational, multitasking, and problem-solving abilities

• Ability to thrive in a collaborative, competitive, and fast-paced environment

• Professional demeanor with strong customer service skills

Approximate Travel Requirement: 40%

It is the policy of People Inc. to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the Company will provide reasonable accommodations for qualified individuals with disabilities. Accommodation requests can be made by emailing [email protected].

The Company participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: https://www.e-verify.gov/employees

Pay Range

The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors including but not limited to work location, experience, and performance. The range listed is just one component of People Inc's total compensation package for employees. Other compensation may include annual bonuses, and short- and long-term incentives. In addition, People Inc. provides to employees (and their eligible family members) a variety of benefits, including medical, dental, vision, prescription drug coverage, unlimited paid time off (PTO), adoption or surrogate assistance, donation matching, tuition reimbursement, basic life insurance, basic accidental death & dismemberment, supplemental life insurance, supplemental accident insurance, commuter benefits, short term and long term disability, health savings and flexible spending accounts, family care benefits, a generous 401K savings plan with a company match program, 10-12 paid holidays annually, and generous paid parental leave (birthing and non-birthing parents), all of which may vary depending on the specific nature of your employment with People Inc. and your work location. We also offer voluntary benefits such as pet insurance, accident, critical and hospital indemnity health insurance coverage, life and disability insurance.