Senior Manager, Retail Media Sales

Position Purpose:

The Senior Manager, Retail Media Sales leads a high-performing sales team responsible for revenue growth, strategic account management, and client satisfaction across Orange Apron Media's retail media platform. This role oversees Senior Account Executives, Account Executives, and Account Managers, providing leadership, coaching, and strategic guidance. As the primary revenue owner for key client portfolios, the Senior Manager ensures alignment between account strategies, vendor objectives, and Home Depot merchandising priorities, empowering the team to deliver measurable business results and exceptional client experiences.

Key Responsibilities:

• 10% - Campaign Planning & Performance Enablement - Oversee campaign planning cycles and business reviews to ensure performance-driven decision-making. Support team members in translating performance insights into actionable recommendations for suppliers, guiding them to maximize ROI and achieve business objectives.
• 35% - Sales & Revenue Growth - Own overall revenue performance for the client portfolio and oversee achievement of sales targets across Senior Account Executives and Account Executives. Develop and execute strategies to drive upsell, cross-sell, and new revenue opportunities. Monitor key metrics and forecasts, ensuring proactive course corrections to meet or exceed growth objectives. Partner with leadership and cross-functional teams to identify market trends and drive innovation in client solutions.
• 25% - Strategic Account Management - Oversee the strategic direction of key client accounts, providing guidance to team members who serve as primary client contacts. Ensure account plans align with broader business objectives and Home Depot merchandising priorities. Collaborate with cross-functional partners in merchandising, analytics, media, operations, and category marketing to ensure seamless campaign execution and strong partner outcomes.
• 30% - Team Leadership & Development - Lead and develop a team of sales associates to achieve revenue and performance goals. Provide coaching, mentorship, and career development support for all team members. Foster a collaborative, high-performance culture focused on accountability, results, and continuous improvement. Set clear team priorities, performance expectations, and sales strategies.

Direct Manager/Direct Reports:

• This Position typically reports to the Head of Industry, Retail Media
• This Position has 1-5 Direct Reports

Travel Requirements:

• Typically requires overnight travel 5% to 20% of the time.

Physical Requirements:

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions, there may be a need to move or lift light articles.

Working Conditions:

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.

Minimum Qualifications:

• Must be 18 years of age or older
• Must be legally permitted to work in the United States.

Preferred Qualifications:

• Working knowledge of Microsoft Office Suite
• Excellent written and verbal communication skills
• 6-8+ years of professional experience in sales, retail media, account management, or related fields
• 4+ years' experience in managing direct reports, ability to inspire and lead high-performing sales or account management teams
• Proven success driving revenue growth across client portfolios
• Strong strategic planning skills with the ability to develop full-funnel media solutions aligned to client goals
• Exceptional communication and executive presentation skills with experience influencing senior stakeholders
• Demonstrated ability to manage complex campaigns and cross-functional collaboration with internal teams (marketing, finance, analytics, etc.)
• Data-driven mindset with experience in performance reporting, business reviews, and turning insights into strategic recommendations
• Comfortable working in a fast-paced environment with the ability to juggle long-term strategy and day-to-day execution

Minimum Education:

• The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.

Preferred Education:

• The knowledge, skills and abilities typically acquired through the completion of a bachelor's degree program or equivalent degree in a field of study related to the job.

Minimum Years of Work Experience:

• 6

Preferred Years of Work Experience:

• 8

Minimum Leadership Experience:

• 4+ years of previous leadership experience

Preferred Leadership Experience:

• No additional years of leadership experience

Certifications:

• None

Competencies:

• Builds Effective Teams
• Ensures Accountability
• Plans and Aligns
• Communicates Effectively
• Customer Focus
• Develops Talent
• Drives Results
• Strategic Mindset