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Clear Channel Outdoor
Job Summary:
The Agency Development Lead is focused on developing deep agency relationships with the goal of opening new revenue channels for Clear Channel and growing spending across their agency account list. This business development role requires an extensive understanding of the agency strategy, planning, and buying process, as well as how to prospect and develop new opportunities within Holding Company and priority Independent agencies. This role will be deployed against specific agency teams and accounts, working alongside our national and regional sales teams, to fill relationship gaps in coverage and drive incremental revenue.
Job Responsibilities
- Prospect and develop new agency customer relationships with a solution selling-based approach; coordinate coverage with CCO teams nationally, locally.
- Exceed revenue growth targets on annual basis for assigned Holding Companies and agencies.
- Identify incremental opportunities for CCO within existing agency accounts and verticals.
- Develop scalable opportunities for clients across the entire portfolio of Clear Channel assets (e.g., Traditional Outdoor, Commuter Rail, Programmatic DOOH, Airport and Mobile).
- Partner with internal sales teams to ensure cross-team collaboration on agency account list, pipeline, and account planning.
- Navigate senior level agency leads (executives, client leads, strategy, investment, planning & analytics) to secure business meetings for focused agency account list.
- Leverage internal tools and resources to discover and connect with qualified prospects more effectively.
- Have a deep understanding of our data and measurement solutions to unlock new revenue opportunities for key accounts.
- Utilize CRM system and manage sales pipeline to provide visibility to colleagues and management.
- Conduct Customer Needs Assessments (CNAs) resulting in insights that lead to revenue opportunities.
- Represent the organization in agency engagements and industry events, as appropriate.
- Performs other duties as assigned.
Job Qualifications
Education and Certifications
- Bachelor’s degree preferred or equivalent combination of education, training, experience, or military experience.
Work Experience
- Eight (8)+ years of progressive sales experience and success using consultative, customer needs analysis methods.
- Experience selling to Holding Company agencies required.
- Media sales experience preferred.
Skills
- Proven ability to consistently generate new business from ‘scratch’ - identifying qualified prospects, securing meetings, conducting effective CNAs and uncovering opportunities.
- Demonstrated track record of success selling ad products/services to media buyers and senior agency executives.
- History of sales achievement with experience in consultative or “needs” based selling techniques.
- Data: familiarity with applying first & third-party data sets, MMM/MTA models, ability to speak to attribution & measurement capabilities
- Strong organizational and time management skills must be detailed oriented.
- Excellent verbal and written communications skills, including delivering effective presentations.
- Proficient in Microsoft Office applications (i.e., Word, Excel, Outlook, and PowerPoint), Google Docs, Salesforce, and Slack.
Competencies
- Achievement Orientation: Focusing efforts on meeting challenges and achieving high-quality results consistent with the organization’s goals.
- Collaborating with Others: Working together with others in a cooperative and supportive manner to achieve shared goals.
- Customer Value Management: Developing customer value plans to create value for sales opportunities through effective communications and thorough knowledge of customers and markets.
- Fostering Communication: Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and effectively gets message across.
- Planning and Organizing: Reaching goals by making and following plans, setting, and sticking to priorities and allocating resources effectively.
- Thinking Strategically: Seeing and synthesizing different sides of an issue, examining the full range of options and outcomes, and building intellectual frameworks to guide analysis and action.
Other Requirements
- Able to travel outside of the office 50% of the time for client meetings, corporate meetings, and industry events.
- Attendance is an essential function of the job.
- Attendance in weekly/monthly meetings is required.
- This position primarily involves working both in an office environment and in the field, making sales calls, and servicing existing accounts.
The Targeted Compensation Range for this California position is:
Min: $145,000
Max: $250,000
Bonus eligible, subject to the terms and conditions of the applicable incentive plan.
Comprehensive Benefits package offerings, which includes:
• Multiple Medical, Dental, and Vision Plans to choose from
• Health Care Spending Accounts (HSA and FSA Options)
• Medicare Assistance
• Dependent Care Flexible Spending Account
• Optional Short Term and Long Term Disability Plans
• Company Paid Employee Life and AD&D Insurance
• Supplemental Life and AD&D Insurance (Employee/Spouse/Child)
• Voluntary Benefits: Critical Illness, Accident, Identity Theft Protection, Legal Assistance, and Pet Insurance
• Pre-Tax Commuter Spending Account
• Employee Assistance Program (EAP)
• 401(k) Savings Plan with company match
• Paid Time Off (Accrued Vacation and Sick Plans)
• Free Digital Gym Membership and Discounted Memberships
• Professional Development Opportunities
• Employee Resource Groups
Ultimate compensation will be based on several factors, including relevant experience, skills, scope and responsibility of the position, as well as pursuant to salary market benchmarks. This salary range is a good-faith estimate of the salary for this position.
EEOC statement
As an equal opportunity workplace, we believe that being your authentic self enables us to deliver innovative advertising solutions while enhancing our communities. Our goal is to foster an inclusive environment where we celebrate you as you are, and value your growth and passion.
Location
Torrance, CA: 19320 Harborgate Way, 90501
Position Type
Regular
The Company is an equal opportunity employer and will not tolerate discrimination in employment on the basis of race, color, age, sex, sexual orientation, gender identity or expression, religion, disability, ethnicity, national origin, marital status, protected veteran status, genetic information, or any other legally protected classification or status.
Our organization participates in E-Verify. Click here to learn about E-Verify.
Current employees and contingent workers click here to apply and search by the Job Posting Title.
