Head of Category Strategy

Clear Channel Outdoor · New York City · $205,000 (stated in the posting)

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Job Summary:

• Develop and execute a sales strategy for the assigned industry vertical to achieve revenue, growth, and client-retention goals.
• Identify and pursue new business opportunities with prospective advertisers, agencies, and key decision-makers.
• Build and maintain a strong pipeline through prospecting, networking, referrals, industry events, and market research.
• Develop a deep understanding of the assigned vertical, including industry trends, business challenges, competitive activity, and client priorities.
• Serve as a trusted advisor by recommending advertising solutions that align with clients’ marketing objectives, audiences, budgets, and timelines.
• Create and deliver compelling sales presentations, proposals, media plans, and business cases.
• Manage the full sales cycle, including prospecting, discovery, solution development, proposal delivery, negotiation, closing, and account growth.
• Build long-term relationships with senior-level client and agency contacts.
• Grow existing accounts by identifying additional business needs, markets, campaigns, and cross-selling opportunities.
• Partner with internal teams to develop customized, insight-driven solutions for clients.
• Maintain accurate account, pipeline, activity, and revenue information in the company’s customer relationship management system.
• Monitor sales performance, market conditions, and pipeline activity; provide regular forecasts and business updates.
• Negotiate pricing and contract terms while supporting client needs and company profitability.
• Represent the company at client meetings, industry events, trade shows, and networking opportunities.
• Stay current on the company’s products, inventory, capabilities, audience insights, and digital solutions.
• Perform other duties and special projects as assigned.

Job Qualifications

Education and Certifications

• Bachelor’s degree in Business, Marketing, Communications, Advertising, or a related field required.
• Relevant sales, marketing, media, or industry certifications are a plus.
• Valid driver’s license may be required based on the assigned market and travel expectations.

Work Experience

• Five or more years of successful business-to-business sales, advertising sales, media sales, or strategic account management experience.
• Experience selling within or supporting the assigned industry vertical strongly preferred.
• Demonstrated success meeting or exceeding revenue and new-business goals.
• Experience managing complex sales cycles and engaging multiple stakeholders and senior-level decision-makers.
• Experience developing customized solutions based on client needs and business objectives.
• Experience working with advertising agencies, marketing leaders, or national and regional brands preferred.
• Experience using CRM tools to manage sales activity, pipelines, and forecasts.
• Out-of-home, digital media, advertising, or marketing services experience is preferred.

  Skills

• Strong consultative selling, prospecting, negotiation, and closing skills.
• Ability to understand a client’s business and translate its needs into effective advertising solutions.
• Strong knowledge of the assigned industry vertical, its key players, and emerging trends.
• Ability to build relationships and credibility with executives and other key decision makers.
• Excellent presentation, storytelling, written communication, and interpersonal skills.
• Strong business judgment and financial understanding.
• Ability to analyze market, audience, performance, and competitive information.
• Strong planning, prioritization, pipeline management, and forecasting skills.
• Ability to work effectively across sales, marketing, creative, research, operations, and other internal teams.
• Proficiency with CRM systems and Microsoft Office applications, including PowerPoint, Excel, Outlook, and Word.
• Ability to work independently, take ownership, and remain effective in a fast-paced, result-driven environment.
• Ability to travel for client meetings, presentations, and industry events as needed.

Competencies

• Achievement Orientation: Focusing efforts on achieving high-quality results consistent with the organization’s standards.
• Adaptability: Adapting in order to work effectively in ambiguous or changing situations, and with diverse individuals and groups.
• Business Perspective: Using an understanding of business issues, processes and outcomes to enhance business performance.
• Collaborating with Others: Working together with others in a cooperative and supportive manner to achieve shared goals.
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
• Ensuring Accountability: Holding yourself and others to high standards of accountability and creating an infrastructure and transparent corporate culture that supports and measures personal and organizational responsibility and accountability.
• Fostering Communication: Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and effectively getting message across.
• Impact and Influence: Influencing and gaining others' support.
• Initiative: Dealing with situations and issues proactively and persistently, seizing opportunities that arise.
• Partnering: Seeking and building partnerships and alliances that further the organization's objectives.
• 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.

Physical Demands

The demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Attendance is an essential function of the job.

• This position primarily involves working both in an office environment and in the field, making sales calls, and servicing existing accounts.
• Employee must have the ability to lift and move items up to 15 pounds. 
• Employee must have the ability to see written documents and computer screens, and to adjust focus.

Other Requirements

• Able to travel outside of the office 30% of the time for client meetings, corporate meetings, and industry events. 
• Has a valid driver's license.
• Access to a reliable vehicle.
• Attendance in weekly/monthly meetings is required.

The Targeted Compensation Range for this NY position is:
Min: $205,000
Max: $305,000
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
• Health Care Spending Accounts (HSA and FSA Options)
• Medicare Assistance
• Dependent Care Flexible Spending Account
• Optional Short Term and Long Term Disability Plans
• Company Paid Employee Life and AD&D Insurance
• Supplemental Life and AD&D Insurance (Employee/Spouse/Child)
• Voluntary Benefits: Critical Illness, Accident, Identity Theft Protection, Legal Assistance, and Pet Insurance
• Pre-Tax Commuter Spending Account
• Employee Assistance Program (EAP)
• 401(k) Savings Plan with company match
• Paid Time Off (Accrued Vacation and Sick Plans)
• Free Digital Gym Membership and Discounted Memberships
• Professional Development Opportunities
• Employee Resource Groups

Ultimate compensation will be based on several factors, including relevant experience, skills, scope and responsibility of the position, as well as pursuant to salary market benchmarks. This salary range is a good-faith estimate of the salary for this position.
EEOC statement
As an equal opportunity workplace, we believe that being your authentic self enables us to deliver innovative advertising solutions while enhancing our communities. Our goal is to foster an inclusive environment where we celebrate you as you are, and value your growth and passion.

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The Company is an equal opportunity employer and will not tolerate discrimination in employment on the basis of race, color, age, sex, sexual orientation, gender identity or expression, religion, disability, ethnicity, national origin, marital status, protected veteran status, genetic information, or any other legally protected classification or status.

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Current employees and contingent workers click here to apply and search by the Job Posting Title.

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