The Senior Manager, Programmatic Account Management (LOCAL) is responsible for leading Programmatic Account Management for our Local Ad Sales business and partnering with our Local Programmatic Sales team to deliver the needs and deepen partnerships across agencies and advertisers with a focus on mid-market/ regional/ independent customers. This role is a coach/ player role; in addition to leading the team, the Senior Manager, Programmatic Account Management will manage a handful of accounts.
This key team member is integral to ensure advertisers and agencies have a positive customer experience and help fuel Spectrum Reach programmatic revenue growth through consultative and technical approach. This role requires experience leading a team, setting goals, and working with partner teams in National Account Management to develop best practices within the account management discipline of a programmatic business (preferably streaming/ OTT/ CTV).
Major Duties and Responsibilities
Team Leader
Manage and coach a small (but growing) team of Account Managers
Ensure team delivering a best-in-class customer experience
Ensure all campaigns delivering to expectations of clients and sales teams
Develop goals, tactics, and best practices for account management team
Responsible for defining and allocating responsibilities among the team
Partner with Sales team, and Partnerships teams to grow business and meet the needs of the marketplace
X-functional collaboration and excellent relationships with product, yield, and ad ops
Key Account(s)
Serve as lead Account Manager for handful of key account(s)
Provide campaign management, customer support, and partner with sales lead on select account(s)
Campaign Management
Develop optimal campaign lifecycle from deal creation to QBR
Establish key benchmarks/ KPIs for accounts and deals for team to manage to
Enhance documentation through lifecycle inclusive of deal intake/ specs form, troubleshoot questions, client check-ins
Organize x-functional calls for AM team for kick off calls (for big or complex deals), challenging troubleshooting, etc.
Customer Support
Develop client segmentation (e.g. Gold, Silver, Bronze) that will be used to inform LOE by account management team
Establish cadence of client touch points and service level for each client segment
Form client relationships with our largest accounts (e.g. Gold) to help your team deliver on client expectations
Provide templates to your team for QBRs, check-ins, communication, etc.
Sales and X-Functional Partnerships
Align goals with Local Sales Leaders, National Sales & Account Management, and x-functional partners
Collaborate with sales team on to manage pipeline, stakeholder mapping, cultivating new relationships, and deal flow
Support team marketing/ sales material creation for agency/ client specific meetings
Understand agency objectives and KPIs and translate that into programmatic deals that meet those needs
Partner with Yield team to maximize inventory usage to ensure deal delivery and/ or help fill holes to maximize fill rate
Stay ahead of the curve on marketplace trends relating to programmatic and CTV
Required Qualifications
Skills/Abilities and Knowledge
People leader in account management role
Knowledge of the programmatic ecosystem, and how Streaming/ OTT/ CTV is bought and sold
Experience within Local Ad Sales and mid-market/ independent agencies
Client segmentation and development of a level of service across multiple tiers of client segments
Vision of what a good customer experience and lifecycle looks like for programmatic streaming
Experience with PMP and PG deal types
Experience with Salesforce, SSP Platforms (Magnite, Freewheel), and other Advertising software or technology
Familiarity with and experience in programmatic; understanding of deal IDs, metrics, and optimization strategies
Customer obsessed to insure excellent client experience and service pre, during, and post
Demonstrated organizational skills and attention to detail
Effective communication skills in a faced paced sales environment
Collaborative mindset, ready to work with multiple cross-functional departments
Must be an excellent problem solver with expertise in finding solutions with the help of others
High level proficiency in MS Office, particularly excel as well as other data and analytics software
Effective verbal, written, and interpersonal communications with overarching skill to translate data, information, and research into powerful points of view—ability to craft and tell a compelling story
Familiarity with writing rationales and/or agency POVs (“point of views”)
An analytical mindset that identifies solutions based in data
Passionate about the convergence of entertainment, technology, and data that is fueling new opportunities for Spectrum Reach, agencies, and advertisers.
Comfortable with entrepreneurial speed and “pinch hitting” for different roles as we build
Education
Bachelor's degree (B. A.) from four-year College or University preferred or equivalent combination of education and experience
Related Work Experience
2-3 years’ of people leadership experience
5-8 years’ experience in programmatic account management experience
Preferred Qualifications
Previous experience leading a team of account managers
Experience working within a high growth newly formed programmatic business
Previous experience in an Publisher, Ad Agency, SSP, DSP, Agency Trading Desk
Hands on experience with SSP, DSPs, marketplaces (e.g. SpotX, TTD, Freewheel)
Understanding of 3rd party ad servers, tags, and video ad serving concepts (e.g. VAST)
