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Director of Sales & Business Development

Job Overview

The Director of Sales & Business Development is senior leadership role responsible for driving pipeline creation, developing new relationships, and converting opportunities into revenue across priority verticals including retail, CPG, sports, lifestyle, and entertainment. Working closely with the Vice President of Sales, this role executes against broader sales strategies while leading day-to-day business development efforts, outbound outreach, and opportunity growth.

The ideal candidate is a proactive, consultative seller with agency experience and a strong understanding of experiential marketing, brand activations, and integrated campaigns. This person thrives on relationship-building, identifying growth opportunities, and helping brands connect with consumers through impactful experiences.

Responsibilities & Duties

• Support the development and execution of the sales strategy, helping identify and pursue new business opportunities
• Generate net-new pipeline through consistent outbound prospecting, networking and referrals
• Build and maintain a portfolio of active opportunities, ensuring steady progression through the pipeline
• Support negotiation and closing processes with new clients and partners
• Develop new relationships from the ground up, converting prospects into qualified opportunities
• Support high-value relationships with current clients, converting warm leads into long term partnerships
• Stay informed on trends across experiential marketing, sponsorship activation and the retail, retail media and CPG ecosystem
• Actively represent the agency in the market through events, outreach and industry engagement
• Collaborate with internal teams and VP of Sales to develop tailored proposals and pitch materials
• Partner cross-functionally with strategy and account teams to develop and implement sales initiatives
• Measure and report on the effectiveness of sales activities and adjust strategies as needed
• Maintain accurate pipeline tracking and reporting with CRM system

Requirements

• Bachelor's degree in business, marketing, or related field
• 7+ years of sales and business development experience, ideally within an experiential, event, or integrated marketing agency
• Proven track record of success in generating new business in a relationship driven environment
• Strong understanding of experiential marketing and how brand experiences connect to broader marketing objectives
• Strong network across retail, CPG, or sports & entertainment properties
• Excellent negotiation and presentation skills
• Strong analytical and strategic thinking skills
• Ability to open doors, build trust, and navigate complex organizations
• Demonstrated success managing multiple opportunities simultaneously in a fast-paced setting
• Strong command of CRM tools and pipeline management best practices
• Proven ability to generate and close new business in a consultative, relationship-driven environment
• Excellent communication, presentation, and negotiation skills
• Sales experience calling on Kroger with a large network of CPG connections/relationships.