National Agency Development Lead

Clear Channel Outdoor; Los Angeles (CA); On-site; USD 145,000 - 250,000; Full time

Job summary

Clear Channel Outdoor is seeking an Agency Development Lead in California to deepen agency relationships and open new revenue channels across Holding Company and priority Independent agencies. You will work with national and regional sales teams to fill coverage gaps and drive incremental revenue, managing CRM and opportunities.

The role requires eight+ years in progressive sales and consultative selling, with experience selling to agency clients.

Qualifications

• Bachelor's degree preferred or equivalent combination of education, training, experience, or military 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.

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 to secure business meetings for focused agency account list.

Skills

Agency sales experience

Consultative selling

Needs analysis

Data and measurement knowledge

CRM tools (Salesforce)

Microsoft Office / Google Docs

Communication skills

Education

Bachelor's degree or equivalent

Tools

Salesforce

Microsoft Office

Google Docs

Slack

PowerPoint

Job description

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
• H