Director - Entertainment Ad Sales, Digital LCS

Role & Responsibilities

1. Strategic Leadership & Team Management

• Lead, coach, mentor and evaluate a team of 34 frontline sales professionals to drive performance and capability building.
• Set clear performance expectations, individual targets, and development plans.
• Foster a high-performance, client-centric, and collaborative sales culture focused on excellence and accountability.

2. Revenue Growth & Sales Execution

• Translate business goals into actionable sales strategies to achieve and exceed revenue targets.
• Develop and refine frameworks for forecasting, pipeline management, and performance tracking.
• Guide the team in preparing compelling media proposals, pitch decks, pricing strategies, and negotiations.

3. Client Leadership & Relationship Management

• Build and sustain trusted relationships with key clients including brands, agency partners, and strategic advertisers.
• Lead high-level client engagements, solution presentations, and deal closures, ensuring exceptional service delivery.
• Champion consultative selling that positions JioHotstars digital ad solutions as the preferred choice against competition.

4. Go-to-Market (GTM) & Solution Development

• Collaborate closely with product, marketing, analytics, and content teams to shape differentiated digital ad propositions.
• Align GTM narratives with market trends, platform capabilities, and advertiser KPIs across verticals such as CPG, BFSI, auto, etc.
• Ensure the frontline team is equipped with strong product knowledge, pitch narratives, and competitive insights.

5. Cross-Functional Collaboration

• Partner with internal functions like Ad Ops, Analytics, Product Strategy, and Creative to deliver seamless campaign execution and client satisfaction.
• Provide feedback loops from market and client insights to influence product & format roadmap.

6. Market & Competitive Intelligence

• Continuously monitor industry trends, emerging formats (CTV, advanced targeting, custom solutions), and competitive landscape to refine sales strategies.
• Coach the team on leveraging these insights to unlock new opportunities and strengthen market positioning.

Preferred Candidate Profile

Professional Skills

• Deep understanding of the digital media ecosystem, OTT advertising landscape, programmatic solutions, and data-driven media planning preferably with CPG category.
• Strong proficiency in sales strategy, forecasting, CRM tools, and performance analytics.
• Capability to translate complex ad products into compelling business value for clients.
• Deep understanding of media planning and deployment principles of reach calculation at 1+, 2+, 3+ and so on.

Leadership & Interpersonal

• Excellent people management, mentoring, and conflict resolution skills.
• Objection handling
• Strong influencing skills with ability to drive alignment and decisions across cross-functional stakeholders.
• Exceptional communication, negotiation, and presentation skills.

Behavioural Attributes

• Results-oriented and accountable with a proactive mindset.
• High emotional intelligence and client empathy.
• Strategic thinker with a bias for action and ability to thrive in a dynamic, fast-moving environment.

Preferred Education

Experience: Typically 10-12+ years in digital media sales, advertising, or related fields, with at least 35 years in a leadership/managerial role.

Education: Bachelor’s degree in Business, Marketing, Advertising, Communications; MBA preferred.

Proven track record of driving revenue growth, leading sales teams, and managing key accounts in digital/OTT media environments.