Director, Digital Ad Sales

The Director of Digital Ad Sales at Nexstar Media Group is responsible for leading strategic sales initiatives across digital ad products, managing sales pipelines, and fostering relationships with key advertisers and agencies. The role involves collaborating with local and national teams to educate market sellers, build high-value partnerships, and develop go-to-market strategies that align with company revenue goals.

A suitable candidate should possess over 8 years of experience in digital media sales, with a strong focus on OTT/CTV advertising and programmatic strategies. Proven leadership capabilities, excellent communication skills, and a deep understanding of digital advertising ecosystems are essential to effectively manage sales teams and drive revenue growth.

The Director contributes to revenue growth by executing integrated sales strategies across various digital platforms, negotiating high-value contracts, and identifying opportunities for bundling digital assets. By managing the sales pipeline and ensuring effective lead generation, they play a pivotal role in building long-term profitable relationships with clients and agencies.

Key skills for the Director of Digital Ad Sales include strong leadership and mentoring abilities, client relationship management, data analytics proficiency, and excellent presentation skills. The role requires a deep understanding of programmatic buying and the digital advertising landscape to navigate industry challenges and drive effective campaign performance.

At Nexstar Media Group, the Director of Digital Ad Sales can expect a collaborative team environment that encourages cross-functional cooperation among sales, product, marketing, and data teams. This synergistic approach aims to leverage the company’s digital assets effectively, optimizing opportunities for revenue growth and innovation.

To effectively answer this question, discuss your specific experiences within OTT and CTV advertising, highlighting any campaigns you’ve managed or key relationships you've built in this ecosystem. Mention how you've utilized targeting options and programmatic buying to enhance campaign performance.

When asked about your approach to developing go-to-market strategies, emphasize your analytical process, market research capabilities, and how you leverage data insights. Discuss the importance of aligning strategies with company objectives and how you adapt strategies based on market feedback.

In your response, mention key performance indicators such as click-through rates, conversion rates, return on ad spend, and overall revenue impact. Explain how these metrics guide decision-making and how they were leveraged in previous roles to optimize campaign effectiveness.

Prepare to share a detailed story about closing a high-value deal, focusing on the negotiation process, challenges faced, and how your approach facilitated success. This is an excellent opportunity to showcase your client relationship management skills and the outcomes achieved.

Outline your methods for staying informed, such as attending industry conferences, following thought leaders on social media, reading relevant publications, and participating in online forums. Highlight your proactive approach to professional development and continuous learning.

Discuss your relationship-building strategies, including regular check-ins, personalized communication, understanding client needs, and providing exceptional service. Illustrate these points with examples from previous roles to strengthen your answer.

Speak to your leadership style, focusing on motivation, setting clear expectations, and providing ongoing training and support. Be prepared to share specific examples of how you’ve successfully driven teams to achieve and surpass their sales targets.

Use the STAR method (Situation, Task, Action, Result) to narrate a specific challenge, detail your action plan to address it, and highlight the successful outcome. This showcases your problem-solving skills and resilience.

Explain your negotiation technique, emphasizing securing win-win scenarios, understanding client objectives, and being flexible to accommodate specific needs. Discuss past experiences that reveal your effectiveness in negotiations.

For this question, do your research to identify core strengths of Nexstar Media Group. Discuss unique selling points such as its diverse digital asset portfolio, innovative advertising solutions, or strong market presence and how they position the company favorably within the industry.