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Director, Media Sales

Job Number: R0002363 Posted On: 02/21/2024 Location: St. Petersburg, Florida Additional Locations: Remote - USA, United States of America
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Why Catalina? Catalina delivers omni-channel managed media solutions to our customers with a long-standing history of rich data assets, but our greatest asset is our people. Our guiding principles set the stage for winning in the markets we serve, and our potential is powerful.  When you join the Catalina team, you will be part of an inclusive environment that embraces flexibility, community involvement, work-life balance as well as opportunities to grow professionally.

Our Team

The Director of Media Sales at Catalina has a strategic and results-oriented role focused on driving sales growth and strengthening market presence. Responsibilities include surpassing sales targets through deep engagement with digital and media agencies, nurturing key relationships for expanded service agreements, and leveraging Catalina's data for consultative selling. This role demands expertise in guiding omni-channel media strategies and delivering insightful campaign analyses. Collaborating across functions, the Director will enhance product offerings and foster strong agency partnerships, positioning Catalina as a leader in tailored media solutions.


  • Consistently achieve and surpass quarterly and annual sales revenue goals, focusing on digital and media agencies, through strategic consultations and understanding client needs.

  • Cultivate relationships with key agency decision-makers to secure strategic Master Service Agreements and foster partnerships that enhance market presence through agencies selling Catalina solutions to CPG clients.

  • Provide effective account management for digital/CTV/OOH managed services, ensuring client satisfaction and service excellence.

  • Utilize Catalina’s data and insights to demonstrate consultative selling skills, enabling agencies and clients to achieve their business objectives through tailored marketing strategies and proposals.

  • When working with manufacturers, guide CPG brand clients in omni-channel media strategy and tactical planning, collaborating with National Sales and CPG Sales account partners.

  • Accurately forecast revenue for assigned accounts and provide timely weekly, monthly, and quarterly reports to sales management.

  • Work closely with the product and solutions team to ensure customer feedback is integrated into the product roadmap, enhancing solution relevance and effectiveness.

  • Collaborate with Client Success Manager (CSM) account partners to ensure on-time and on-plan digital campaign delivery, focusing on actionable insights and post-campaign analysis.

  • Lead in delivering digital/CTV campaign performance reports to agencies, offering insightful recommendations for future planning.

  • Share digital subject matter expertise with CPG Sellers in the assigned territory, fostering cross-functional collaboration and strategic engagement.

  • Develop a comprehensive understanding of different agency verticals including media planning, activation, strategy, and implementation, to enhance the strategic selling of Catalina solutions and managed service offerings.


  • Bachelor's degree in Business, Marketing, Communications, or related field; or equivalent experience.

  • 3 to 5 years of experience in media sales, digital marketing, or related roles, focusing on digital media or media planning agencies.

  • Experience and established relationships within media agencies are considered a decisive advantage.

  • Strong understanding of programmatic media, media technologies & channels, digital/TV media, agency organization, and agency/trading desk dynamics.

  • Proven success in new account/agency selling to senior-level clients.

  • Relevant experience in partnering with CPG industry and utilizing digital customer/consumer data.

  • Proficiency with MS Office suite and experience in managing contacts/workflow with CRM technology, preferably Salesforce.

  • Ability to travel as needed for client meetings, presentations, and industry events.

About Catalina

Catalina is the market leader in shopper intelligence and highly targeted in-store and digital media that personalizes the shopper journey. Powered by the world’s richest real-time shopper database, Catalina helps CPG brands, retailers and agencies optimize every stage of media planning, execution and measurement to deliver $6.1 billion in consumer value annually. Catalina has no higher priority than ensuring the privacy and security of the data entrusted to the company and maintaining the consumer trust paramount to the continued success of its business partners and its own.

Catalina has operations in the United States, Costa Rica, and Europe. To learn more, please visit

Catalina is committed to investing in, empowering, and retaining an inclusive community within our company.  We are dedicated to hiring the best and brightest from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has a seat at the table and a voice to be heard.  Our goal is to ensure that all our talented professionals are equipped with support, resources, and the opportunity to excel.

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform other job-related tasks other than those specifically included in this description.

All duties and responsibilities are essential job functions and requirements and are subjected to possible modification to reasonably accommodate individuals with disabilities.

This position may be performed as a remote, work from home position. 

Catalina values your privacy and is committed to protecting your personal information. Please review our privacy policy, which provides details on how we process the data you provided for job applications.

We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.



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