Sales Manager, Media Job at Rakuten Americas in California

Rakuten International oversees 7 businesses with over 4,000 employees globally. The brand is recognized for its leadership and innovation in e-commerce, digital content, advertising, entertainment, and communications, bringing the joy of discovery and access to more than 1 billion members across the world. Our teams deliver on the company’s mission to delight merchants and customers through innovation, optimism, and teamwork.

Rakuten Advertising provides advertising technology and consumer insights to the world’s leading brands and retailers. Working with agencies and brands around the world, Rakuten Advertising unites technology, client strategy, and consumer insights to deliver advertising experiences that drive increased brand awareness and marketing performance. With access to Rakuten’s diverse media properties and audiences, combined with an award-winning performance network and proprietary consumer research, Rakuten Advertising creates the right conditions to reach new customers and sustain long-lasting loyalty.

Job Summary

As Sales Manager, Media, you will be responsible for leading and closing advertising deals in video & display across media platforms specializing in CTV, OTT, Mobile & Cross Device with brands, media agencies, and Adtech partners. A highly organized, proactive, experienced digital marketing sales professional with excellent written and verbal communication skills and a proven track record of success.

Reporting into a senior member of the team, you will be accountable for an annual revenue target, regular pipeline reporting, and achievement of strategic objectives as defined by the Director of Media. You will further contribute to process improvement and the development of Rakuten Advertising’s media offering to improve team capabilities and efficiency.

Responsibilities

1. Understand strategic plans for the team in order to advise and influence.
2. Develop prospecting strategies for key stakeholders to acquire new business opportunities.
3. Develop sales pipeline and target list for prospecting.
4. Confidently prospect clients using a range of methods (phone, email, LinkedIn, networking events).
5. Conduct research projects to identify new revenue stream growth in the media landscape.
6. Develop and oversee process improvement initiatives.
7. Provide solutions for bottlenecks in the sales processes.

Client Relationships

1. Target focus on core media agency patch, related brands, plus relevant Adtech partners to close high revenue deals.
2. Build meaningful relationships with prospective and current clients and key decision-makers within each organization.
3. Understand client needs to create live and proactive proposals based on client objectives.
4. Create upsell and/or cross-sell opportunities with existing clients.
5. Responsible for overseeing reporting to ensure team and individual targets are being achieved.
6. Responsible for achieving individual quarterly and annual sales targets plus contributing to team targets.
7. Understand how own sales targets contribute to collective annual revenue goal.

Key Requirements

Technical / Functional Expertise

1. 3+ years of experience with leading and closing TV/VOD or digital sales to advertisers, agencies, and/or trading.
2. Established network of contacts in key programmatic digital & AV buying roles within major advertising agencies.
3. Detailed knowledge of programmatic ad buying platforms and trading desk integrations relevant to major agency buyers.
4. Detailed knowledge of OTT/CTV, Video, Digital, and Programmatic landscape.
5. Proven knowledge of CRM systems and Microsoft product suite.
6. Proven ability to build and maintain a sales prospect pipeline.
7. Proven experience of selling software and advertising solutions to senior stakeholders.

Personal Effectiveness

1. Proven ability to problem-solve in complex situations.
2. Can work in a fast-moving environment to achieve clarity and solutions.
3. Organized and proactive approach to leading and closing sales deals.
4. Excellent oral and written communication skills.
5. Outstanding negotiation and presentation skills.
6. Ability to understand objectives and effectively communicate these to the team.
7. Comfortable public speaking and able to contribute to industry debates and roundtable discussions.

Results Focus

1. Demonstrate success in setting, meeting, and exceeding quantitative goals.
2. High demonstration of winning mentality.

Teamwork

1. Collaborative, inclusive, and integration skills with team and wider business.
2. Confidently motivate and manage team and internal stakeholders.

Understanding of the Business

1. Strong commercial awareness, thorough understanding of Rakuten Advertising product.

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Five Principles for Success
Our worldwide practices describe specific behaviors that make Rakuten unique and united across the world. We expect Rakuten employees to model these 5 Shugi Principles of Success.

Always improve, Always Advance - Only be satisfied with complete success - Kaizen
Passionately Professional - Take an uncompromising approach to your work and be determined to be the best
Hypothesize - Practice - Validate – Shikumika - Use the Rakuten Cycle to succeed in unknown territory
Maximize Customer Satisfaction - The greatest satisfaction for our teams is seeing their customers smile
Speed!! Speed!! Speed!! - Always be conscious of time - take charge, set clear goals, and engage your team

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