Senior Director, Emerging Sales

OVERVIEW

The Senior Director of Ad Sales sits within Instacart’s Brand Partnerships Organization and is a key member of the Leadership team.  This individual will be focused on leading a team in growing mission critical relationships with a key segment of Instacart’s CPG advertisers.  As a Senior Director, this person is expected to be the senior advocate for our CPG / Advertiser relationships within Instacart, as well as a champion for empowering and enabling their team to operate effectively and drive growth with their CPG counterparts.  This person must be a self-starter, experienced people and sales leader and able to execute efficiently and effectively within the context of the ‘big picture’.  

ABOUT THE JOB

• Set and deliver on team sales goals 
• Maintain a deep understanding of your accounts with the ability to give status updates at a moment’s notice (i.e. opportunity, risks, actions, help needed)
• Create, maintain and evolve strategic territory  plans to unlock opportunities in high priority areas and achieve growth objectives 
• Develop, review and deploy sales collateral, case studies, and custom ‘stories’ to translate benefits of Instacart’s platform to Emerging Brands 
• Set long term strategy with your team and Emerging Brand Partners to deliver mutual growth
• Lead annual planning and budgeting process and roll up across accounts with the ability to quickly make trade offs based on strategic importance and business impact
• Lead and support teams in various contract negotiations with high stakes 
• Review and approve all partner contracts and commitments 
• Develop and maintain senior executive level relationships with your Emerging Brand Partners 
• Educate Senior Emerging Brand Partner leaders (VP level) on the importance of eCommerce in their strategy
• Support your team in expanding strategic relationships within your accounts 
• Build and maintain strong relationships with Instacart cross functional teams and your accounts (e.g. analytics, product management, engineering, legal, finance, etc.)
• Maintain strong relationships between account team and cross functional Instacart teams to ensure limited resources are prioritized to support your accounts 
• Engage, coach and develop your account teams - empower them to do their best work - including effective preparation for all key internal and external meetings 
• Maintain a strong understanding of the evolving Instacart value proposition and how it compares to key competitors - ability to ‘stand and deliver’ internally and externally 
• Expand active Emerging Brand Partnerships with a focus on growing high priority categories to increase auction depth
• Gain trial and adoption of all Instacart Ads automation tools such as optimized bidding
• Coach clients on media mix to ensure adoption of Sponsored Product and Shoppable Display
• Provide insight into retailer expansion opportunities where applicable, leveraging key data and reporting 

ABOUT YOU

• 15+ years of experience 
• Experience leading and developing quota carrying sales teams 
• Experience building and maintaining C-suite / Sr. executive relationships 
• Strong written / verbal communication skills and executive presence 
• Strong understanding of CPG industry, budgets, competition and sales dynamics
• Strategy experience in the CPG / Advertising Industry with ability to ‘think big’ 
• Experience with prominent digital advertising tools and capabilities 
• Some understanding of Instacart’s business model and position in the competitive set 
• Empathy for and understanding of product development and engineering in a fast moving / high growth tech environment
• Ability to form, lead and develop effective teams in a dynamic, fast paced environment 
• Comfort selling new / novel / untested advertising tools
• Deep experience making sound, fact-based commercial decisions rooted in data

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