Agency Sales

HT Media

Website: htmedia.in
Job details:

Role Overview

The Agency Manager – Digital will own revenue generation from agencies beyond the Top 8 networks, with a primary focus on:

• Onboarding new mid-sized and emerging agencies
• Activating dormant agency relationships
• Driving structured, recurring display revenue
• Building scalable digital partnerships

This is a new revenue creation role, not an account maintenance role.

The person will carry independent revenue targets and will be responsible for building a predictable and systematic inflow of digital business.

Core Mandate

Build a strong, structured revenue pipeline from:

• Mid-sized independent agencies
• Boutique and specialist digital agencies
• Regional agencies
• Performance-focused agencies looking to scale into premium display

Key Responsibilities

1. Agency Onboarding & Expansion

• Identify and map 30–40 mid and long-tail agencies.
• Onboard a minimum of 20+ active revenue-generating agencies in the first year.
• Build structured engagement plans for each agency.
• Convert transactional buyers into annual or quarterly committed partners.

2. Revenue Ownership (Display Heavy Focus)

• Own and deliver independent digital revenue targets.
• Drive display monetisation across premium inventory.
• Increase share of wallet from activated agencies.
• Create recurring monthly revenue streams instead of campaign-based sporadic inflow.
• Strong coordination with the direct sales team

3. Structured Partnership Building

• Build rate alignment, incentive slabs and structured deal frameworks.
• Introduce agencies to bundled display + audience targeting solutions.
• Create quarterly review mechanisms and pipeline visibility.

4. Pipeline & Performance Management

• Maintain strong forecasting discipline.
• Track:
• Active vs inactive agencies
• Revenue per agency
• Repeat ratio
• Collection cycles
• Ensure healthy yield and margin adherence.

5. Key Performance Indicators

• Number of new agencies onboarded
• Active billing agencies (monthly)
• Display revenue from mid/long-tail agencies
• Repeat business ratio
• Quarterly revenue predictability
• Incremental revenue vs dormant base
• Slab achievement & payout efficiency

Ideal Candidate Profile

Experience

• 6–10 years in digital ad sales.
• Experience working at a digital publisher, ad network, or large digital platform.
• Proven track record of driving revenue from:
• Mid-sized agencies
• Independent agencies
• Long-tail agency ecosystem
• Must have independently closed digital display deals.

Skills & Competencies

• Strong hunting mindset.
• Structured pipeline builder.
• Deep understanding of:
• Display formats
• CPM models
• Programmatic vs direct buying
• Agency investment cycles
• Strong negotiation skills with mid-sized decision makers.
• Ability to create recurring revenue frameworks.
• High ownership and target-driven approach

Click on Apply to know more.