Director - Entertainment Ad Sales, Digital, LCS

JioStar · Mumbai

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* Job Summary
This role focuses on achieving revenue and growth targets for advertisers in the assigned category. As a Director you will be part of a team of front liners, while building strong relationships with advertisers and agencies, and delivers customized solutions across JioHotstar extensive Digital platforms. The role also expands JioHotstar client base and strengthens its position as the go-to partner for innovative advertising solutions.

* Key Responsibilities

1. Strategic Leadership & Team Management

• Lead, coach, mentor and evaluate a team of 3–4 frontline sales professionals to drive performance and capability building.
• Set clear performance expectations, individual targets, and development plans.
• Foster a high-performance, client-centric, and collaborative sales culture focused on excellence and accountability.

2. Revenue Growth & Sales Execution

• Translate business goals into actionable sales strategies to achieve and exceed revenue targets.
• Develop and refine frameworks for forecasting, pipeline management, and performance tracking.
• Guide the team in preparing compelling media proposals, pitch decks, pricing strategies, and negotiations.

3. Client Leadership & Relationship Management

• Build and sustain trusted relationships with key clients — including brands, agency partners, and strategic advertisers.
• Lead high-level client engagements, solution presentations, and deal closures, ensuring exceptional service delivery.
• Champion consultative selling that positions JioHotstar’s digital ad solutions as the preferred choice against competition.

4. Go-to-Market (GTM) & Solution Development

• Collaborate closely with product, marketing, analytics, and content teams to shape differentiated digital ad propositions.
• Align GTM narratives with market trends, platform capabilities, and advertiser KPIs across verticals such as CPG, BFSI, auto, etc.
• Ensure the frontline team is equipped with strong product knowledge, pitch narratives, and competitive insights.

5. Cross-Functional Collaboration

• Partner with internal functions like Ad Ops, Analytics, Product Strategy, and Creative to deliver seamless campaign execution and client satisfaction.
• Provide feedback loops from market and client insights to influence product & format roadmap.

6. Market & Competitive Intelligence

• Continuously monitor industry trends, emerging formats (CTV, advanced targeting, custom solutions), and competitive landscape to refine sales strategies.
• Coach the team on leveraging these insights to unlock new opportunities and strengthen market positioning.

* Skills & Attributes for success

Professional Skills

• Deep understanding of the digital media ecosystem, OTT advertising landscape, programmatic solutions, and data-driven media planning preferably with CPG category.
• Strong proficiency in sales strategy, forecasting, CRM tools, and performance analytics.
• Capability to translate complex ad products into compelling business value for clients.
• Deep understanding of media planning and deployment principles of reach calculation at 1+, 2+, 3+ and so on.

Leadership & Interpersonal

• Excellent people management, mentoring, and conflict resolution skills.
• Objection handling
• Strong influencing skills with ability to drive alignment and decisions across cross-functional stakeholders.
• Exceptional communication, negotiation, and presentation skills.

Behavioural Attributes

• Results-oriented and accountable with a proactive mindset.
• High emotional intelligence and client empathy.
• Strategic thinker with a bias for action and ability to thrive in a dynamic, fast-moving environment.

* Preferred Education & Experience

Experience: Typically 10-12+ years in digital media sales, advertising, or related fields, with at least 3–5 years in a leadership/managerial role.

Education: Bachelor’s degree in Business, Marketing, Advertising, Communications; MBA preferred.

Proven track record of driving revenue growth, leading sales teams, and managing key accounts in digital/OTT media environments.

* About Us

​​Perched firmly at the nucleus of spellbinding content and innovative technology, Jiostar is a leading global media & entertainment company that is reimagining the way audiences consume entertainment and sports. Its television network and steaming service together reach more than 750 million viewers every week, igniting the dreams and aspirations of hundreds of million people across geographies.

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