Director of Sales - DICK'S Media Network

At DICK’S Sporting Goods, we believe in how positively sports can change lives. On our team, everyone plays a critical role in creating confidence and excitement by personally equipping all athletes to achieve their dreams.  We are committed to creating an inclusive and diverse workforce, reflecting the communities we serve.

If you are ready to make a difference as part of the world’s greatest sports team, apply to join our team today!

OVERVIEW:

Join us as we build the ultimate Marketing & Media destination for athletes, starting with DICK’S Media Network. You will have the opportunity to shape the engine where the biggest brands in the world compete to win with our athletes. If you are ready to make a difference as part of the world’s greatest sports team, apply to join our team today!

This Director of Sales role is a player/coach responsible for scaling the strategy and revenue in our core (torso/tail) accounts, while also building out a team of salespeople and account managers to scale our core and non-endemics business. The Director promotes DICK’S Media Network (DMN) offerings to new and existing clients and invests in developing the sales team’s skills.

The Director is a strategic thought leader, supporting the Sales team in strategy discussions with clients and empowering team members to manage individual clients/campaigns. The candidate would have managed/scaled businesses in the past and has the capability to manage and motivate a small but high-performing team. Ideal candidates will have a consistent management experience as well as extensive experience selling or buying cross-network online marketing solutions such as direct response, search, branding, integrated sponsorships, in-store, and display advertising. Additionally, the candidate will have experience working within a matrix organization as well as experience in leading, coaching, and influencing people. Candidates must have strong consultative sales skills with C-suite leaders, a collaborative and innovative spirt and be extremely comfortable dealing with ambiguity.

Job Duties and Responsibilities

Lead a Client Focused Sales Team

• Be responsible for driving the future strategic direction of the Core & Non-Endemic business.

• Reach and exceed sales goals while contributing to overall team goals.

• Ensure delivery of monthly, quarterly and annual sales goals for their teams.

• Develop and implement rigorous account planning and consultative sales techniques.

• Identify process opportunities to enable more efficiency across the team.

Manage and Expand Client Portfolio

• Design an effective launch strategy to onboard a robust portfolio of vendor partners. Incorporate input from cross-functional partners including category planners, merchants, and other key stakeholders.

• Consult with Product/Marketing to help shape product development in support of client needs.

• Manage sales pipeline and set goals and priorities across team.

• Strong ability to forecast and efficiently allocate resources to drive profitable business results.

• Deliver the highest level of customer service and present DMN’s solutions in a compelling, positive and professional way.

• Develop and broaden high-level collaborative relationships, understand and identify contacts that manage multiple budgets (brand, shopper, DR, video, etc.)

Establish and Drive Operational Excellence

• Design and implement sales processes from prospecting to implementation. 

• Work collaboratively with cross-functional teams to drive revenue growth with new and existing customers, be a point of escalation for any potential issues.

• Identify actionable insights to improve client results and team strategy.

• Work closely with Head of Sales, Operations, and Finance to develop competitive sales pipeline management methods using CRM tools and data visualization dashboards.

• Hold team accountable to key performance indicators that drive sales growth.

Developing Talent and Teammate Engagement

• Plays a critical role in building, inspiring, training and managing a talented, motivated, highly consultative Sales and Account Management team.

• Formalize and maintain a comprehensive sales onboarding program for new teammates.

• Foster a collaborative environment within the Sales team and with internal/external partners.

• Provides coaching and development to their Sales team, focusing on both sales skills and proficiency in backend processes and CRM tools.

• Establish strategic staffing and succession plans; successfully deliver on proposed staffing objectives.

• Drive the talent selection process in alignment with the company’s talent philosophy for open direct/indirect reporting positions; Ensure all direct reports are appropriately trained and on-boarded

QUALIFICATIONS:

• Bachelor's Degree

• 10-15 years experience

• Knowledgeable about AdTech, MarTech, Programmatic media, digital and omni-channel marketing

• Expertise in managing and motivating sales teams, and managing sales pipeline/forecasts

• Strong networking skills and ability to establish and maintain relationships with key decision-makers to grow client base and increase partnership investment