Director - Entertainment Ad Sales, Digital, LCS

Overview

Lead a frontline digital ad sales team to hit revenue and growth targets for advertisers in an assigned category, building client relationships and delivering customized solutions across JioHotstar's digital platforms.

What you'll do

• Lead, coach, mentor and evaluate a team of 3–4 frontline sales professionals to drive performance and capability building.
• Set clear performance expectations, individual targets, and development plans.
• Foster a high-performance, client-centric, and collaborative sales culture focused on excellence and accountability.
• Translate business goals into actionable sales strategies to achieve and exceed revenue targets.
• Develop and refine frameworks for forecasting, pipeline management, and performance tracking.
• Guide the team in preparing media proposals, pitch decks, pricing strategies, and negotiations.
• Build and sustain trusted relationships with key clients, including brands, agency partners, and strategic advertisers.
• Lead high-level client engagements, solution presentations, and deal closures, ensuring exceptional service delivery.
• Champion consultative selling that positions JioHotstar's digital ad solutions as the preferred choice against competition.
• Collaborate with product, marketing, analytics, and content teams to shape differentiated digital ad propositions.
• Align go-to-market narratives with market trends, platform capabilities, and advertiser KPIs across verticals such as CPG, BFSI and auto.
• Ensure the frontline team is equipped with strong product knowledge, pitch narratives, and competitive insights.
• Partner with Ad Ops, Analytics, Product Strategy, and Creative to deliver seamless campaign execution and client satisfaction.
• Provide feedback loops from market and client insights to influence the product and format roadmap.
• Continuously monitor industry trends, emerging formats (CTV, advanced targeting, custom solutions) and the competitive landscape to refine sales strategies.
• Coach the team on leveraging these insights to unlock new opportunities and strengthen market positioning.

What you'll need

• Deep understanding of the digital media ecosystem, OTT advertising landscape, programmatic solutions, and data-driven media planning.
• Strong proficiency in sales strategy, forecasting, CRM tools, and performance analytics.
• Capability to translate complex ad products into compelling business value for clients.
• Deep understanding of media planning and deployment principles of reach calculation at 1+, 2+, 3+ and so on.
• Excellent people management, mentoring, and conflict resolution skills.
• Objection handling skills.
• Strong influencing skills with ability to drive alignment and decisions across cross-functional stakeholders.
• Exceptional communication, negotiation, and presentation skills.
• Results-oriented and accountable with a proactive mindset.
• High emotional intelligence and client empathy.
• Strategic thinker with a bias for action and ability to thrive in a dynamic, fast-moving environment.

Nice to have

• Preferably with CPG category experience.
• Experience typically 10-12+ years in digital media sales, advertising, or related fields, with at least 3–5 years in a leadership/managerial role.
• Bachelor's degree in Business, Marketing, Advertising, or Communications; MBA preferred.
• Proven track record of driving revenue growth, leading sales teams, and managing key accounts in digital/OTT media environments.

Details

• Location: Mumbai (Urmi).