National Sales Manager

Comcast Chicago , IL 60602

Posted 2 months ago

Business Unit:

Job Summary:

Responsible for developing, leading and closing sales efforts in key national markets. Specifically focuses on a region/coverage area for an agency holding company (or companies) received through NCC and national direct. Intensely seeks opportunities to grow agency holding company (or companies) business by executing the sales strategies dictated by the National Agency Director , teaming with other NSMs to ensure cohesion in delivery, targeting new clients, developing key relationships, actively pursuing new product business, and providing excellent account management. Facilitates effective order stewardship and transactional delivery with close alignment to national sales support.

Core Responsibilities:

Drive national revenue for assigned agencies

  • Meet budgeted revenue goals on a monthly, quarterly, and annual basis focused on an agency holding company (or companies) and independent agencies, as assigned

  • Negotiate all national sales orders for agency holding company (or companies) in region, as directed

  • Coordinate sales strategies with NAD and other NSMs focused on the same holding company (or companies), sharing:

  • Budget

  • Forecast

  • Pipeline

  • Pacing

  • Recent wins

  • Best new solutions and offerings

  • What's working (i.e., market pitch)

  • Competition

  • Build and maintain an accurate forecast for the quarter

  • Work directly with the assigned agency holding company (or agencies) in region for national business facilitated outside of NCC

  • Maintain a file of potential target accounts from every assigned agency, especially non-traditional sales opportunities

  • Partner with support teams (i.e., Creative, Research, Client Solutions) to create and deliver RFPs

  • Attend and participate in weekly or monthly National Sales meetings and related conference calls; participates in the National Sales community

Develop a strong partnership with NCC DOS and account executives within the region and/or coverage area

  • Grow NCC business through the pursuit of new products and offerings as well as excellent account management and stewardship

  • Co-lead consultations for new and existing clients with NCC, focusing on client solutions

Ensure an exceptional client experience

  • Drive high level of client satisfaction by representing and articulating the sales strategies dictated by the National Agency Director (NAD) that meet agency and client objectives

  • Demonstrate post sell results by presenting monthly campaign recaps including key metrics that address the agreed upon objectives

Drive operational excellence

  • Coordinate delivery with both business partners (i.e., Campaign Management, Inventory Planning) and transactional national support teams for client requirements such as scheduling, inventory, monitoring account activities, trafficking, reporting, billing and collections

  • Consolidate feedback from the marketplace to drive continuous improvement in the overall solutions and delivery processes (i.e., Sales Strategy, Sales Excellence, Campaign Management)

  • Engage actively with other NSMs that report to the same NAD to promote and share best practices, performance drivers and revenue opportunities

  • Consistent exercise of independent judgment and discretion in matters of significance.

  • Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) as necessary.

  • Other duties and responsibilities as assigned.

Percentage of time spent client facing: 80%

Key Metrics:

Quantitative metrics

  • Revenue

  • Revenue per agency

  • % of national direct business

  • % of interactive/digital/advanced solutions

Qualitative Metrics

  • NCC/Agency satisfaction scores or feedback

  • Operational Excellence

  • Utilizing internal resources, tools, and knowledge for efficient working

  • Creating effective proposals and other client documentation

Job Specification:

  • Bachelors Degree or Equivalent

  • Generally requires 7+ years related experience

Knowledge and Skills Requirements:

  • Customer focused mindset with a demonstrated ability to transcend the vendor tag & become a true business partner

  • Strong relationship-building and influencing skills to build partnership with national agencies

  • Problem solving, negotiation, time management and detail-oriented skills

  • Proficient knowledge in Spotlight's advanced product offerings and solutions

  • Proficient knowledge of market conditions and competitive insights

  • Advanced research abilities and critical thinking skills

Employees at all levels are expected to:

  • Understand our Operating Principles; make them the guidelines for how you do your job

  • Own the customer experience-think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services

  • Know your stuff-be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences

  • Win as a team-make big things happen by working together and being open to new ideas

  • Be an active part of the Net Promoter System-a way of working that brings more employee and customer feedback into the company-by joining huddles, making call backs and helping us elevate opportunities to do better for our customers

  • Drive results and growth

  • Respect and promote inclusion and diversity

  • Do what's right for each other, our customers, investors and our communities

Comcast is an EOE/Veterans/Disabled/LGBT employer

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National Sales Manager