Client Development Director

WORK LOCATION: A HYBRID WORK EXPERIENCE

At GroupM, we believe that work is a part of life, not the other way around. To support that belief, we have recently adopted a “collaboration-led” hybrid approach to work in order to provide employees with the flexibility to do the best work of their lives no matter where they are working. This means that for roles where it makes sense, you'll spend some of your time in our incredible workspaces (when it's safe to do so) and some of your time remote. Check out this updated list of where we can hire:

• California – LA or SF
• Colorado – Denver
• Florida – Miami/Fort Lauderdale
• Georgia – Atlanta
• Illinois – Chicago
• Massachusetts – Boston
• Michigan – Detroit
• New York – New York City tri-state area (NY, NJ, CT)
• North Carolina – Raleigh/Durham
• Texas – Austin or Dallas/Fort Worth
• Utah – Salt Lake City

ABOUT THE ROLE:
The Client Development Director is leader on the Sales and Marketing team, reporting to the Head of Sales, fully integrating with all team members. The Catalyst Sales and Marketing team is a small, face paced integrated team that is tasked with developing and promoting the best Search, Social, ecommerce opportunities to prospective enterprise level brands. The team participates in thought leadership, events, publications, partnerships, and training across all capabilities and industry verticals. In this role, the Director of Client Development will become immersed in the digital marketing strategies for large, complex, portfolio-based brands.

The Client Development Director is responsible for supporting new business development activities for Catalyst through written and verbal (phone) lead acquisition. The goal of this role is to support generate net new revenue through new client acquisition by developing and nurturing the lead generation pipeline and supporting aspects of the sales process. S/he will participate in lead generation activities including email and phone outreach, events, and follow up to new business leads. S/he will be a critical team member, with additional key responsibilities including: assisting in preparation of sales presentations, RFPs, and RFIs, etc., while maintaining knowledge of search and social trends to demonstrate both Catalyst and individual industry expertise. The position shepherds new opportunities from conception, through close, including strategic development, resource team coordination, pitch, contract negotiation, and close.

The Client Development Director is responsible for the direction and management of all sales and business development operations, including market competitiveness, pricing, compensation, booked revenue forecasting, and reporting. The Client Development Director will drive the company’s achievement of its customer acquisition and revenue goals.

YOUR IMPACT:

• Drive the development of sales strategies for developing business and achieving the company’s sales goals
• Manage overall sales process, set appropriate metrics for sales funnel management.
• Manage and provide reporting on new revenue forecasts, sales pipeline, and booked revenue numbers to leadership team
• Monitor customer, market and competitor activity and provide feedback to company leadership team
• Onboarding, transition, etc.
• Ability to work collaboratively with colleagues and staff to create a results driven, team oriented environment.
• Participate in the coordination or the transition and on-boarding of new clients
• Support efforts of the client execution teams on expanding existing business as needed
• Participate in Quarterly Business Reviews for existing clients assigned
• Work with marketing to develop new collateral, and provide input on promotional activity
• Align with finance and legal on MSA and SOW parameters and negotiations
• Travel for in-person meetings with customers and partners and to develop key relationships

YOUR QUALIFICATIONS:

• Outstanding consultative selling abilities and excellent interpersonal skills
• Strong presentation skills
• Excellent relationship building skills
• Experience with consultative and project-based sales required
• Experience with biddable media sales a plus
• At least 5-7 years sales experience in comparable industries, management experience a bonus
• Experience with a specific sales methodology, sales funnel management
• Ability to plan and manage at both the strategic and operational levels

ABOUT GROUPM:

At the heart of the world’s leading media agency network is a future-facing product company, building the tools to make media work for everyone. In partnership with the globe’s leading clients, agency teams, media companies and technology platforms, we’re using our privileged position to help our customers ascend to vantage points unique in our industry.

Our teams bring together agile product management, cutting edge data science and enterprise scale engineering to build products that will shape the next decade of data driven marketing. We believe consumer privacy, client confidentiality, brand growth and user experience are essential to performance and the sustainability of the advertising ecosystem and have assembled a global team with diverse skills and experience to help shape that future.

GroupM and all its affiliates embrace and celebrate diversity, inclusivity, and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We are a worldwide media agency network that represents global clients. The more inclusive we are, the more great work we can create together.