The Non-Endemic Sales Executive is responsible for developing and leading the strategy for acquiring, growing, and retaining revenue with non-endemic brands—advertisers and partners outside the company’s core industry who seek access to its audience and brand assets (media, events, data, content, and digital solutions).
The primary objective is to build consultative value propositions that connect clients’ marketing and business goals with 360° solutions (digital media, branded content, events/sponsorships, omnichannel activations, and data), driving incremental revenue, diversification of the client base, and sustainable margins.
Job Summary & Responsibilities
- Develop the commercial strategy for the non-endemic segment, identifying priority categories (e.g., consumer goods, automotive, financial services, consumer tech, telecom, retail, health & wellness, among others) and defining market theses, Ideal Customer Profiles (ICPs), and territories.
- Collaborate with Marketing executives and potentially with Business Sales Executives in prospecting enterprise and mid-market target accounts, maintaining a qualified pipeline, conducting needs assessments, and leading complex sales cycles with multiple stakeholders (marketing, media, sponsorship, procurement, and C-level executives).
- Co-create integrated solutions with internal teams (product, marketing, editorial, data, events, operations, and legal), combining formats and inventory to deliver measurable results (branding, performance, demand generation, and ROI).
- Develop clear commercial proposals and business cases, including investment rationale, audience segmentation, formats, timelines, success metrics, and campaign governance criteria.
- Negotiate commercial terms, scope, timelines, and SLAs, ensuring compliance, margin targets, and alignment with internal policies.
- Manage client relationships from onboarding to execution, optimization, renewals, and up/cross-selling, fostering long-term partnerships.
- Measure and report performance, generating insights and case studies; ensure forecast accuracy, CRM hygiene, and pipeline governance.
- Serve as a brand ambassador, attending key industry events and building networks with agencies and decision-makers in non-endemic categories.
- When applicable, lead or mentor sales executives, promoting a high-performance culture, collaboration, and customer-centric focus.
Key Skills & Qualifications
Effective Communication
- Ability to craft and deliver clear, concise messages aligned with organizational culture across internal communication channels.
- Adaptability in communication for diverse audiences.
- Strong negotiation and influence skills at senior levels, with impactful verbal/written communication and executive-level presentations.
- Ability to articulate and negotiate with internal stakeholders, particularly business and marketing managers across portfolios and events.
Sales Management
- Solid B2B consultative sales experience, preferably in events, sponsorship sales, digital media, adtech/martech, or branded content, with a track record in non-endemic brand engagement.
- Strong knowledge of 360° solutions: digital media (display, video, social, audio), audience segmentation & data, content activations, event/sponsorship packages, and demand generation.
- Expertise in building business cases, data analysis, and interpreting metrics (reach, frequency, viewability, CTR, leads, MQLs, attribution, and lift).
- Ability to operate in cross-functional environments with organization, resilience, urgency, and results-driven focus.
- Proficiency in CRM tools (e.g., Salesforce), Office/Google Workspace (Excel/Sheets, PowerPoint/Slides), and analytics platforms.