Summary

GumGum is a contextual-first global advertising technology company that captures people’s attention, without the use of personal data. We believe that a digital advertising ecosystem based on understanding a consumer’s active frame of mind rather than behavior builds a more equitable and safer future for consumers, publishers and advertisers alike. Founded in 2008, GumGum is headquartered in Santa Monica, California and operates in 19 markets worldwide. For more information, visit gumgum.com.

The Head of Sales - Japan is a managing seller responsible for building sales strategies, prospecting and closing sales in GumGum’s Market Leading Contextual and Creative Advertising platform in Japan. Reporting to the Managing Director (MD), this role is responsible for leading and developing a sales team as well as developing key relationships in the Japan region to drive real value for our clients through GumGum products. 

The Head of Sales will have a deep knowledge of the digital advertising and media landscape, the advertising community and have 10+ years of proven advertising and media sales experience.  This person is a self motivated  leader who can work with internal teams and are committed to achieving and exceeding sales goals while growing GumGum’s products in their allocated region.

Note: GumGum currently operates in a ‘work from home’ virtual environment with sporadic opportunities for in-person business and morale events (health guidelines permitting). There will not be any requirement to go into the office on a daily basis moving forward. 

Responsibilities

  • Drive Revenue for Japan
    • Responsible for a book of business and driving revenue and new business in our Japan region of at least ¥500M+ annually. This role is responsible for partnering with Advertisers and Agencies in Japan to grow business across a variety of accounts in multiple verticals:
      • Drive Sales from Marketing Channels - Identify and qualify opportunities from marketing driven leads
      • Sales Prospecting and Hunting - Expectation to generate a high volume of sales related activity including cold calling, presentations, RFP’s, and out of the box sales solutions
      • Activate and build strong relationships in key categories: Auto, CPG, Entertainment, Retail and Fashion/Beauty, etc.\
  • Relationship Development
    • Cultivate relationships with brands, agency contacts and clients to gain deep insight into their business and ultimately provide GumGum solutions for their marketing and advertising goals.
  • Talent Management
    • Oversee a team of sellers at various levels; building a highly inclusive culture ensuring team members thrive and organizational outcomes are met
    • Drive effective recruitment, onboarding, professional development, performance management and retention of Japan Sales team members
    • Translate regional strategy into individual actionable goals for performance and growth helping to implement organization-wide revenue goal setting and performance management
    • Ensure team members are having the best possible GumGum experience by inspiring team members and delivering meaningful feedback and coaching to the teams, evidenced by regular feedback requests, 1:1’s, quarterly reviews and recognition
  • Translate Client Insight to internal Product Team
    • Provide feedback to the company on how to best service clients’ needs
  • Internal Collaboration
    •  Work with the Head of Operations, Account Managers and other internal teams to ensure sold proposals are successfully implemented and aligned with client expectations.
  • Strategic Sales
    • Support of MD in developing, managing and executing strategic sales opportunities

Minimum Qualifications

  • Bachelor's Degree in Media or Marketing/Advertising field
  • Ideally 10+ years of selling experience in digital advertising sales (has to be sales in our specific industry whether publisher or tech sales), which includes a minimum of 2-3 years of experience managing a team of 5+ employees.
  • Experience managing a large book of business (XM+)
  • Must have strong selling experience and track record of hitting or exceeding sales targets demonstrated with a list of brand and agency contacts in addition to other assignments in the region
  • Programmatic experience a plus
  • Proficient in Japanese and English in a business context
  • Proficient in SalesForce (is comfortable logging meetings, calls, pulling reports, etc.)
  • PowerPoint, Excel and Word skills a must
  • Must possess superb written and verbal communication skills
  • Strong and strategic relationship building with clients
  • Attention to detail and organization in daily tasks
  • Quick at problem solving internally and externally while managing stakeholders through the process
  • Fundamental understanding of business drivers (P/L, Operating Statement, COGS, Revenue, etc.)
  • Applies analytical skills to interpret data and uses independent judgment and discretion in developing solutions to a variety of work problems
  • Looking for someone who is hungry and motivated and passionate about our product 
  • Outgoing and can build and maintain/grow client relationships at all levels (entertaining is required)
  • Proactive not reactive in approach
  • Sense of urgency in everything they do
  • Flexible and have the ability to adjust quickly to changing demands or strategies
  • Is open and adapts to change and innovation 
  • Creative and think outside the box and be strategic 
  • Continue to grow both GumGum and industry knowledge 
  • Must be a highly motivated team player

Perks

  • Pet friendly organization - we love our fur babies! Check us out on Instagram @dogsofgumgum
  • Incredible work/life balance with a collaborative and friendly work space
  • A team that has transitioned to remote work impressively, and remains highly collaborative and connected
  • GumGum Gives Back volunteering opportunities
  • Virtual company events and (optional) in-person celebrations
  • Virtual monthly team bonding events

Career & Development Focus

  • Ongoing learning and development for education opportunities such as webinars, books, classes, relevant conferences and events
  • Opportunities to pursue business related side projects and yearly Hackathon
  • Highly encouraged to contribute to open source software, including our own open source software
  • Environment of learning from peers, including meetups, presentations and blog posts
  • Opportunity to work with cutting edge technology
  • Life Skills sessions - geared towards the whole life/ health / person
  • Leadership Bites Dinner Series - connecting current and future GumGum leaders over great food and meaningful conversation 
  • The VOICE Coalition - through our council committee, The VOICE Coalition’s mission is to build an equitable, supportive, and inclusive culture where all voices are heard and all differences are celebrated through thoughtful, engaging, and authentic programming and community involvement. We’ve created awareness and appreciation for our employees through Hispanic Heritage month, Women of GumGum, Asian Pacific American, GG Pride, etc.

Follow us on our socials...
Our Instagram: @gumgum & @dogsofgumgum
Follow us on LinkedIn: gumgum
Tweet us: @gumgum
Stay connected on Facebook: gumgum

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