Director of Client Partnerships

The Banner•Baltimore, MD

4d•$240,000 - $270,000

About The Position

The Director of Client Partnerships leads The Banner’s Client Partnership team and is responsible for delivering advertising revenue goals across Baltimore, Prince George’s County, Montgomery County, and the broader Maryland market. The team builds long-term client relationships by understanding businesses and marketing objectives, then developing solutions across advertising, sponsorships, events, content, and audience offerings. This is a hands-on sales leadership role involving team leadership and coaching, pipeline and revenue forecasting, strategic account development, and participation in major client opportunities. The Director establishes consistent expectations for prospecting, selling, retaining, and growing client relationships. The position works closely with the SVP of Client Partnerships and partners across Business Development, Advertising Operations, Events, Marketing, Product, Finance, and Analytics.

Requirements

At least 7 years of professional sales experience, including significant experience in digital advertising, media, marketing services, integrated marketing, or a related field.
At least 3 years of experience directly managing and coaching sales professionals.
Demonstrated history of leading teams that meet or exceed revenue goals.
Experience managing sales pipelines, revenue forecasts, client portfolios, and CRM-based sales processes.
Strong understanding of consultative and relationship-based selling.
Experience selling digital advertising or integrated marketing solutions.
Experience developing and growing significant client relationships.
Ability to coach sellers through prospecting, discovery, account strategy, proposal development, negotiation, closing, retention, and expansion.
Strong business judgment and ability to use revenue, pipeline, client, and market data to make decisions.
Strong presentation, negotiation, communication, and relationship-management skills.
Comfort providing direct feedback, setting clear expectations, and holding a sales team accountable for results.

Nice To Haves

Experience in digital media, local media, publishing, advertising, or a related industry.
Knowledge of the Baltimore, Montgomery County, Prince George’s County, Washington, D.C., or broader Maryland advertising markets.
Experience working with both direct advertisers and advertising agencies.
Experience selling display advertising, newsletters, sponsored content, audience targeting, social advertising, programmatic advertising, events, sponsorships, or integrated media programs.
Experience leading consultative, relationship-driven sales teams.
Experience balancing new-business development with long-term account growth.

Responsibilities

Lead, coach, and develop The Banner’s Client Partnership team.
Own execution against monthly, quarterly, and annual advertising revenue goals.
Set individual revenue goals, account priorities, activity expectations, and performance standards.
Manage client portfolios across Baltimore, Prince George’s County, Montgomery County, and other Maryland markets.
Conduct pipeline and account reviews, forecast discussions, and individual coaching sessions.
Coach Client Partners on discovery, consultative selling, account strategy, presentations, negotiations, closing, retention, and account expansion.
Help the team develop long-term client relationships by understanding business needs and identifying relevant solutions.
Maintain the quality and accuracy of the sales pipeline and revenue forecast.
Identify revenue risks, pipeline gaps, and opportunities for new business or account expansion.
Participate in major client meetings, presentations, negotiations, and strategic sales opportunities.
Develop relationships with key advertisers, agencies, businesses, community organizations, and strategic partners.
Guide account planning for high-value and high-potential client relationships.
Set prospecting and new-client acquisition priorities.
Partner with Business Development to build a pipeline of qualified prospects.
Ensure Client Partners have the support they need to develop relationships, sell, and grow accounts.
Work with Advertising Operations to create effective handoffs from sale through campaign execution.
Collaborate with Events, Product, Marketing, and Analytics to develop integrated client solutions.
Provide market feedback on client needs, competitive offerings, pricing, products, and emerging opportunities.
Help introduce new advertising products and prepare the Client Partnership team to position and sell them.
Partner with Finance and the SVP of Client Partnerships on revenue forecasting and planning.