Regional Agency Development Director

THIS IS A SAFETY SENSITIVE POSITION

Position Overview

The Regional Agency Development Director is responsible for key account sales and for overseeing Agency Development Managers (ADMs) in an assigned region. This role combines direct selling with sales leadership: personally prospecting, developing, and closing key accounts while coaching ADMs, managing regional sales performance, and building a consistent approach to business development.

The Director develops a strong understanding of client business goals and aligns opportunities with the agency’s capabilities. Solutions may include websites, SEO, paid search, social media, programmatic and display advertising, email, and traditional media such as print, direct mail, broadcast, and outdoor, where available, along with relevant emerging media. The role works with Client Strategists, media and platform strategists, operations, creative, product, and other members of the team to support successful client outcomes.

Key Account Sales

• Manage a key account portfolio and personally achieve established sales goals. Identify priority prospects, conduct outreach and Client Needs Assessments, develop proposals, negotiate within approved authority, and establish new client relationships.
• Research each prospect’s business, customers, competitors, budget, and growth objectives. Present integrated recommendations that explain the role of each service, expected contribution, and measures of success.
• Build relationships with decision-makers and work with the team to identify opportunities for assigned accounts. Partner with Client Strategists on recommendations, renewals, and retention concerns while maintaining responsibility for the sales relationship.
• Review the Client Needs Assessment with the assigned Client Strategist before the client fulfillment meeting. Confirm goals, scope, budget, and sales commitments, and ensure a clear handoff for ongoing strategy and service delivery.

Regional Sales Leadership

• Oversee ADMs and all client development in the assigned region, establishing clear expectations for prospecting, meetings, proposals, CRM discipline, and sales results. Translate agency goals into regional and individual sales plans.
• Conduct regular individual coaching, pipeline reviews, and joint client meetings. Help ADMs improve discovery, proposal quality, presentation skills, negotiation, and closing effectiveness.
• Develop regional prospecting priorities and coordinate account assignments with agency leadership. Resolve account ownership questions and encourage collaboration across markets and teams.
• Monitor individual performance, recognize strong results, address performance gaps promptly, and establish improvement plans with agency leadership and Human Resources as appropriate.
• Participate in recruiting, interviewing, onboarding, and developing ADMs and all client development team members. Coordinate training on digital, traditional, and emerging media and share effective sales practices across the region.

Sales Management and Team Collaboration

• Own regional sales forecasts and maintain accurate pipeline and activity records in the CRM. Provide regular updates to agency leadership on results, opportunities, risks, and support needs.
• Manage toward established regional revenue and profitability goals. Follow approved pricing, proposal, contract, and discount policies; confirm service capacity and feasibility before making client commitments.
• Partner with Client Strategy Managers and service leaders to resolve sales-to-service issues, address escalations, and identify opportunities to improve client experience and retention.
• Support consistent sales practices among ADMs, Digital Media Consultants, and all client development staff working in the region. Perform other duties as assigned by management.

Communication and Performance Expectations

Respond to internal communications the same business day or as soon as possible. Respond to client communications promptly, set clear expectations, and document material discussions, commitments, and approvals in the CRM. Communicate professionally and maintain a constructive, collaborative work environment.

Performance is evaluated through personal key account sales, regional and individual ADM sales results, new business development, account growth and retention, profitability, pipeline quality, forecast accuracy, and team development. Agency leadership establishes specific goals and account assignments.

Qualifications

• Bachelor’s degree in Marketing, Advertising, or a related field, or equivalent relevant experience and qualifications.
• Demonstrated success with leading advertising or marketing sales teams as well as with their own individual contributions, developing and closing key accounts.
• Strong knowledge of digital marketing and a working understanding of traditional and emerging media, with proven experience developing integrated plans; commitment to ongoing learning and staying current with advancements across agency services and media channels.
• Ability to connect client business objectives to marketing recommendations, assess sales pipelines and performance data, and manage multiple accounts and priorities across a region.
• Strong leadership, organization, presentation, negotiation, and communication skills. Proficiency with CRM systems, Excel, PowerPoint, and other sales and reporting tools required.

Transportation and Physical Requirements

Valid driver’s license and dependable transportation required; driving record must meet company vehicle policy requirements. Must provide a Certificate of Insurance listing the company as an Interested Party. Business mileage is reimbursable according to company guidelines. Regular travel within the assigned region is required for client meetings, market visits, and team coaching. Ability to sit for extended periods and operate a computer is part of the essential job functions. Occasional lifting of objects up to 25 pounds may be required.

Environmental and Administrative Information

Routine exposure to loud noises and bright lights or glare from computer screens and other electronic devices may occur. This is a safety-sensitive position; the employee must comply with company safety protocols. The position reports to a designated agency leader.

Benefits:

• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Dental insurance
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Parental leave
• Vision insurance

Education:

• Bachelor's (Required)

Ability to Commute:

• Nashville, TN 37206 (Required)

Willingness to travel:

• 25% (Required)

Work Location: In person