Head of Category Strategy

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Clear Channel Outdoor

Job Summary:

The Category Strategy Head – All Categories is responsible for developing and leading the enterprise strategy for Clear Channel Outdoor’s priority industry categories. This role identifies market opportunities, establishes consistent category strategies, and ensures Sales teams have the insights, solutions, and resources needed to grow revenue within targeted industries.

This leader translates industry trends and client needs into scalable go-to-market strategies. The role provides strategic direction across all categories while ensuring individual category plans align with the company’s broader commercial objectives.

• •Develop and execute a sales strategy for the assigned industry vertical to achieve revenue, growth, and client-retention goals.
• •Identify and pursue new business opportunities with prospective advertisers, agencies, and key decision-makers.
• •Build and maintain a strong pipeline through prospecting, networking, referrals, industry events, and market research.
• •Develop a deep understanding of the assigned vertical, including industry trends, business challenges, competitive activity, and client priorities.
• •Serve as a trusted advisor by recommending advertising solutions that align with clients’ marketing objectives, audiences, budgets, and timelines.
• •Create and deliver compelling sales presentations, proposals, media plans, and business cases.
• •Manage the full sales cycle, including prospecting, discovery, solution development, proposal delivery, negotiation, closing, and account growth.
• •Build long-term relationships with senior-level client and agency contacts.
• •Grow existing accounts by identifying additional business needs, markets, campaigns, and cross-selling opportunities.
• •Partner with internal teams to develop customized, insight-driven solutions for clients.
• •Maintain accurate account, pipeline, activity, and revenue information in the company’s customer relationship management system.
• •Monitor sales performance, market conditions, and pipeline activity; provide regular forecasts and business updates.
• •Negotiate pricing and contract terms while supporting client needs and company profitability.
• •Represent the company at client meetings, industry events, trade shows, and networking opportunities.
• •Stay current on the company’s products, inventory, capabilities, audience insights, and digital solutions.
• •Perform other duties and special projects as assigned.

Job Qualifications

Education and Certifications

• •Bachelor’s degree in Business, Marketing, Communications, Advertising, or a related field required.
• •Relevant sales, marketing, media, or industry certifications are a plus.
• •Valid driver’s license may be required based on the assigned market and travel expectations.

Work Experience

• •Five or more years of successful business-to-business sales, advertising sales, media sales, or strategic account management experience.
• •Experience selling within or supporting the assigned industry vertical strongly preferred.
• •Demonstrated success meeting or exceeding revenue and new-business goals.
• •Experience managing complex sales cycles and engaging multiple stakeholders and senior-level decision-makers.
• •Experience developing customized solutions based on client needs and business objectives.
• •Experience working with advertising agencies, marketing leaders, or national and regional brands preferred.
• •Experience using CRM tools to manage sales activity, pipelines, and forecasts.
• •Out-of-home, digital media, advertising, or marketing services experience is preferred.

Skills

• •Strong consultative selling, prospecting, negotiation, and closing skills.
• •Ability to understand a client’s business and translate its needs into effective advertising solutions.
• •Strong knowledge of the assigned industry vertical, its key players, and emerging trends.
• •Ability to build relationships and credibility with executives and other key decision makers.
• •Excellent presentation, storytelling, written communication, and interpersonal skills.
• •Strong business judgment and financial understanding.
• •Ability to analyze market, audience, performance, and competitive information.
• •Strong planning, prioritization, pipeline management, and forecasting skills.
• •Ability to work effectively across sales, marketing, creative, research, operations, and other internal teams.
• •Proficiency with CRM systems and Microsoft Office applications, including PowerPoint, Excel, Outlook, and Word.
• •Ability to work independently, take ownership, and remain effective in a fast-paced, result-driven environment.
• •Ability to travel for client meetings, presentations, and industry events as needed.

Competencies

• •Achievement Orientation: Focusing efforts on achieving high-quality results consistent with the organization’s standards.
• •Adaptability: Adapting in order to work effectively in ambiguous or changing situations, and with diverse individuals and groups.
• •Business Perspective: Using an understanding of business issues, processes and outcomes to enhance business performance.
• •Collaborating with Others: Working together with others in a cooperative and supportive manner to achieve shared goals.
• •Customer Focus : Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
• •Ensuring Accountability: Holding yourself and others to high standards of accountability and creating an infrastructure and transparent corporate culture that supports and measures personal and organizational responsibility and accountability.
• •Fostering Communication: Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and effectively getting message across.
• •Impact and Influence: Influencing and gaining others' support.
• •Initiative: Dealing with situations and issues proactively and persistently, seizing opportunities that arise.
• •Partnering: Seeking and building partnerships and alliances that further the organization's objectives.
• •Planning and Organizing: Reaching goals by making and following plans, setting and sticking to priorities and allocating resources effectively.
• •Thinking Strategically: Seeing and synthesizing different sides of an issue, examining the full range of options and outcomes, and building intellectual frameworks to guide analysis and action.

Physical Demands

The demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Attendance is an essential function of the job.

• •This position primarily involves working both in an office environment and in the field, making sales calls, and servicing existing accounts.
• •Employee must have the ability to lift and move items up to 15 pounds.
• •Employee must have the ability to see written documents and computer screens, and to adjust focus.

Other Requirements

• •Able to travel outside of the office 30% of the time for client meetings, corporate meetings, and industry events.
• •Has a valid driver's license.
• •Access to a reliable vehicle.
• •Attendance in weekly/monthly meetings is required.

• The Targeted Compensation Range for this NY position is:
• Min: $205,000
• Max: $305,000
• Bonus eligible, subject to the terms and conditions of the applicable incentive plan.
• Comprehensive Benefits package offerings, which includes:
• •Multiple Medical, Dental, and Vision Plans to choose from
• •Health Care Spending Accounts (HSA and FSA Options)
• •Medicare Assistance
• •Depen