Director, Media Sales - Emerging & Marketplace

Macy's Jobs•New York, NY

2d•Onsite

About The Position

The Director, Media Sales & Enablement leads a team of 5-7 Sales Specialists and Sales Leads across Apparel, Center Core, and Home categories. They lead the development of market-leading media strategies and innovative solutions that meet client needs and drive revenue growth. The Director promotes Macy’s Media Network (MMN) offerings to new and existing clients and invests in developing the sales team's skills. The Director expands MMN’s client base by identifying and establishing relationships with new prospective clients. With existing clients, they find opportunities to unlock incremental spend in Apparel, Center Core, Home, and other categories. The Director networks and builds relationships with key decision-makers in shopper marketing and national brand budgets. The Director is a strategic thought leader for MMN’s client portfolio, supporting Sales Leads and Specialists in strategy discussions with clients and empowering team members to manage individual campaigns. They develop a strategic plan to enhance sales enablement capabilities across the team and create training modules on advertising product fundamentals (e.g., sponsored products, offsite and onsite video, social media activation). The Director also formalizes and maintains a comprehensive sales onboarding program for new colleagues. The Director fosters a collaborative environment within the Sales team and with internal and external partners. They work closely with the Head of Sales, Sales Analytics, and Finance to develop competitive sales pipeline management methods using tools like CRM systems and data visualization dashboards. Ultimately, the Director cultivates a performance-driven sales culture to drive business growth.

Requirements

Leadership: Demonstrated ability to lead, coach, manage, and motivate high-performing Sales teams effectively.
Strategic Thinking: Proven track record as a strategic thought leader, capable of developing and executing market-leading media strategies that drive revenue growth.
Relationship Building: Strong networking skills and the ability to establish and maintain relationships with key decision-makers to expand the client base and increase spending.
Collaboration: Highly collaborative mindset with the capacity to work effectively with internal and external partners to drive positive client and business outcomes.
Communication and Presentation: Excellent communication and presentation skills, particularly at the executive level, to effectively articulate MMN offerings and strategic priorities.
Media Sales Cycle Management: Experience in driving the sales cycle, including establishing and managing a robust pipeline of demand for advertising solutions.
Solution-Oriented: Solution-oriented mindset with the ability to remain calm under pressure and find innovative solutions to challenges.
Business Acumen: Strong business acumen with experience in pitching and closing joint business partnership (JBP) agreements, including signing new and growing existing commitments.
Data Analysis: Proficiency in data analysis and visualization to enhance understanding and communication of trends and benchmarks from campaigns, informing future actions and recommendations.
Candidates with a Bachelor’s degree or equivalent work experience in a related field are encouraged to apply.
5-8 years of advertising sales experience and 3-5 years of experience leading teams.
Regularly required to sit, talk, hear; use hands/fingers to touch, handle, and feel. Occasionally required to move about the workplace and reach with hands and arms. Requires close vision.
Required to work on-site in Macy’s NYC office multiple days each week (2+) to ensure optimal collaboration with the team, business partners, and clients.
Able to work a flexible schedule based on department and company needs.

Responsibilities

Lead a team of 5-7 Sales Leads and Specialists dedicated to serving clients across Apparel, Center Core, and Home categories.
Maintain strong relationships with merchandising and digital partners to drive integrated offerings across the business.
Provide coaching and development to the sales team, focusing on both selling skills and proficiency in backend processes and CRM tools.
Drive the sales cycle for Macy’s Media Network by establishing a robust pipeline of demand for Macy’s advertising solutions.
Collaborate with the Head of Sales to set individual sales goals for the team.
Prioritize and lead new client acquisition and outreach efforts in under-penetrated or untapped categories.
Guide the Sales team on effective collaboration with other functions within MMN and across the enterprise to achieve positive client and business outcomes.
Work closely with Sales Analytics to enhance data visualization, facilitating better understanding and communication of trends and benchmarks from campaigns to inform future actions and recommendations.
Listen actively to advertiser needs and provide feedback to the product development team for continuous innovation and optimization of MMN’s channel offering and capabilities.
Develop and maintain a suite of sales enablement tools, including training modules, onboarding materials, etc.

Benefits

An inclusive, challenging, and refreshingly fun work environment
Competitive pay and benefits rooted in principles of equity
Performance incentives and annual merit review
Merchandise discounts
Health and Wellness Benefits across medical, dental, vision, and additional insurance
Retirement Savings Plan with 401k match opportunity
Employee Assistance Program (mental health counseling and legal/financial advice)
Resources for continuous learning, career growth, and leadership development
8 paid holidays
Paid Time Off (first year prorated depending on start date)
Tuition reimbursement program
Colleague Resource Groups (CRGs) and give-back/volunteer opportunities
Empowerment and autonomy to perform impactful work with tangible results