Overview

Job Description

The Client Lead role will utilize a consultative approach to oversee assigned client and account relationships, and act as a seasoned salesperson on the designated category and industry. CLs are experienced salespeople with a rich and detailed knowledge of The New York Times products and policies. They are uniquely able to manage many complex and dynamic accounts. CLs should act as a team player and contribute to the goals and success of The NYT’s Advertising Department, and the company mission. The Client Leads are expected to be external-facing, meeting with clients in person frequently, and travel for client meetings will be necessary. The Client Lead reports to the Head of Industry.

Responsibilities include:

  • Use a consultative approach to sell advertising on assigned categories and specific accounts

  • Ability to successfully manage many complex and multi-dimensional client relationships and deals

  • Develop, build and maintain strong client and agency relationships, within multiple decision-making layers of a client stakeholder

  • Provide excellent customer service across all client and agency relationships

  • Responsible for a set amount of agency and client meetings every week

  • Conceptualize, prepare and deliver sales presentations, working in partnership with other internal teams where appropriate

  • Be a dynamic presenter of new ideas to clients and agency partners

  • Understand problems clients need to solve and take a strategic approach to solving them

  • Manage and reach annual revenue goals based on a set account list

  • Keep updated on competitive trends within assigned industries

  • Detailed knowledge of The New York Times editions, products and sales strategies

  • Communicate detailed and specific account information to sales management

  • Responsible for accurately forecasting revenue to team leader on a set base of accounts

  • Maintain a rich pipeline of revenue opportunities

  • Act as a team player and contribute to the team’s success

  • Work collaboratively with internal stakeholders to ensure proposals are developed with speed, agility and excellence

  • Accountable for delivering to clients best in class work

  • Maintain the accuracy of sales systems including Salesforce

  • Understand the trends (both technological and cultural) impact your category, and translated into an advertising and business context

  • Good at networking and developing new industry contacts

Demonstrated ability and willingness to

  • Proven track record of growing business and exceeding revenue goals

  • Work in a team environment and display high ethical standards in approaching business objectives and working with people of diverse perspectives and backgrounds.

  • Show respect for the ideas and contributions of others.

  • Invest in a long-term commitment to team and category of business

  • Be an expert in their category; deep industry knowledge

  • Deep knowledge of our products, our features, our journalists and ability to present at length with clients on these topics

  • Travel as business requires

  • Work under deadline constraints

  • Tenacious and driven in closing business

  • Dynamic presenter, high room IQ, owns the room

  • Lead an in-person sales conversation solo on large accounts and or with strategic and creative partners

  • Set the agenda for successful sales meetings on our largest accounts

  • Helps build consensus around team decisions as it relates to their account base

  • Displays an ability to relate to peers, managers, support staff, other teams and departments throughout the org.

  • Effective listener and ability to gauge client reactions and adapt and pivot in a sales setting

  • Ability to effectively and responsibly manage a T&E budget, and entertain top client and agency partners

Qualifications:

  • College degree and/or business experience preferred.

  • Experience in sales or marketing generally preferred.

  • Good communication and presentation skills required.

#LI-AM1

The New York Times is committed to a diverse and inclusive workforce, one that reflects the varied global community we serve. Our journalism and the products we build in the service of that journalism greatly benefit from a range of perspectives, which can only come from diversity of all types, across our ranks, at all levels of the organization. Achieving true diversity and inclusion is the right thing to do. It is also the smart thing for our business. So we strongly encourage women, veterans, people with disabilities, people of color and gender nonconforming candidates to apply.

The New York Times Company is an Equal Opportunity Employer and does not discriminate on the basis of an individual’s sex, age, race, color, creed, national origin, alienage, religion, marital status, pregnancy, sexual orientation or affectional preference, gender identity and expression, disability, genetic trait or predisposition, carrier status, citizenship, veteran or military status and other personal characteristics protected by law. All applications will receive consideration for employment without regard to legally protected characteristics. The New York Times Company will consider qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local “Fair Chance” laws.