Sales Lead, Digital Media and Services Job at Air Miles
The AIR MILES Reward Program is Canada’s most recognized loyalty program with nearly 10 million active collector accounts. With more than 30 years of experience, we have a proven track record of driving long-term loyalty.
There’s a reason we’re recognized as one of the best places to work year after year: we give you more than a place to work, we give you a place to grow your career. That’s what sets us apart.
Benefits and Perks at AIR MILES:
- Flexible work environment with remote work stipends
- AIR MILES Gold® Collector status upon hire
- Free AIR MILES issued annually on your anniversary date
- Group RRSPs & company matching program
- An annual wellness subsidy
- Robust wellness resources including cognitive behavioural therapy and a Headspace subscription
- Summer Hours Program (half-day Fridays + 3 Summer Fun Days)
- Loyalty Days (2 extra vacation days per year)
- Two-week Sabbatical Leave and 20,000 AIR MILES in the year following each five-year milestone anniversary
- Volunteer paid time off
- Generous tuition reimbursement programs
- Extensive learning and development opportunities
What Will You Work On?
This Sales Lead role will lead retail media network-specific sales efforts for AMP Media, as well as focused sales efforts for the AIR MILES receipt-scan solution (Snap). They will work directly with Business Development and identified Solution Experts to develop a go-to-market sales strategy and lead generation plan, establish a robust sales pipeline, and convert opportunities into sold contracts in order to scale the growth of these two new innovations. This individual will work directly with the GMs of both Media and Digital Products to execute the business strategy and will act as the primary liaison between the Solutions teams and the broader AIR MILES sales structure.
Once the Partner is onboarded, the Sales Lead will work with the Client Success and Partnerships team to establish, nurture and grow strong client relationships, as well as drive renewal, cross-sell and upsell opportunities from identification through to sold contract.
How Will You Create Impact?
- Source, cultivate, and develop potential leads focused on the identified Digital Media and Services offerings
- Work with Client Success and Business Development colleagues to identify upsell opportunities across existing partners and work as product expert during pitch meetings and negotiations
- Identify new potential partners, create partner-specific engagement strategy and lead through various stages of the sales pipeline – including pitch meetings, negotiations, and upsell opportunities
- Ensure integration of Digital Media and Services opportunities into the core Business Development pipeline to provide holistic visibility to all areas of the organization
- Communicate progress and pipeline potential to Business Development and Client Success leadership teams to inform top line forecasting work
- Work with GM to develop appropriate Sales KPIs for each product and ensure inclusion of KPIs in reporting
- Analyze pipeline for Digital and Media Services pipeline to identify areas of opportunity or future focus
- Interface with cross-functional, internal delivery team(s) to effectively onboard sold Partner solutions based on the agreed-to scope and timelines.
- Based on signed contract, work with teams across Marketing, CS, IT etc to ensure that all requirements are clear, that capacity is in place to execute and that the work gets completed on time
- Manage partner through onboarding and planning work including facilitating any integration work required between partner and internal teams
- Decision-maker along with the GM of Media on final product offering depending on customer type (e.g., new, existing)
- Determine the marketing goals of the customer and based on those, build account level strategy for Media product to help partner achieve their goals
- Build detailed proposal for partners acting as the external expert to the partners to manage any and all questions
- Establish and maintain reputation as digital media sales expert within organization through development and syndication of best practices and POVs
- Partner with Sales colleagues in Client Success and Business Development to include the identified Digital Media and Services offerings in existing pursuits where applicable
- Build the Commercial Strategy for net-new receipt-scan business including definition of end-to-end commercial processes
- Develop value proposition for receipt-scan business, including any needed variations as product scales across different sectors
- Build (or facilitate build with agency) of customizable sales collateral that drive understanding of receipt-scan and includes any cross-selling options for Media Services, Data Products or other AIR MILES services
- Define the end-to-end partner journey for CPGs identifying all steps of the process; results to act as input into VP capacity planning in support of the team
- Work with GM to identify and vet new strategic category opportunities then tailor commercial plans (Lead Gen, onboarding etc) to move into new markets
Let’s Talk About You:
- 5-7+ years in media sales, preferably with existing relationships across major agencies
- Excellent verbal, analytical, and written communication skills
- Exceptional operational skills, including experience managing sales pipeline and process
- Ability to work with and build trust amongst senior members of the organization and clients
- Ownership mindset with propensity for finding unique solutions to business challenges
Meet The Recruiter
Erika Martin, Talent Acquisition Manager
https://www.linkedin.com/in/erika-martin-7266805b/
AIR MILES is for Everyone
We are committed to embedding inclusion in the way we work and the services we offer. We believe inclusion is not only a strength but a competitive advantage for AIR MILES, and we focus on building a culture of belonging that enables us to perform, innovate and be our authentic selves.
If you are excited about the role, but don’t meet every single requirement outlined in the job description, we encourage you to apply anyway. You never know, you might just be the right candidate for this role, or others!
In your application, please feel free to advise if you require accommodation for the interview process. We also welcome you to note which pronouns you use. Please know preliminary interviews are conducted remotely, via phone or video call. We look forward to ‘virtually’ meeting you!
Flexible Work Environment
AIR MILES is proud to offer Corporate Associates the flexibility to choose where they do their best work and we do not mandate a minimum number of days required in office. That said, the doors at our Toronto office are always open to Associates who prefer an office environment or need a change of scenery. All members of our Customer Care team permanently work from home.
No matter where you work from, everyone is set up with the tools and resources required to stay connected and make work-from-anywhere routines more comfortable.
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Job Type:
Regular
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