Director, CPG Omni-Channel Solutions

Why Catalina? Catalina delivers omni-channel managed media solutions to our customers with a long-standing history of rich data assets, but our greatest asset is our people. Our guiding principles set the stage for winning in the markets we serve, and our potential is powerful.  When you join the Catalina team, you will be part of an inclusive environment that embraces flexibility, community involvement, work-life balance as well as opportunities to grow professionally.

The Opportunity

The Director, Omni-Channel Solutions (Sales) drives revenue growth by developing strategic partnerships with CPG brands and expanding their investment in Catalina’s marketing solutions. This role requires a consultative sales approach, leveraging data-driven insights to craft compelling proposals, optimize campaign performance, and deliver measurable ROI. Success depends on managing a strong sales pipeline, accurately forecasting revenue, and proactively addressing risks and opportunities. By building and maintaining strong client relationships, the Director ensures seamless execution of Omni-Channel campaigns while overseeing contract compliance, financial accountability, and cross-functional collaboration to drive long-term business success.

• Exceed revenue targets by expanding stakeholder engagement, deepening client penetration, and maximizing adoption of Catalina’s full solution suite to drive incremental sales growth across a defined CPG brand portfolio.

• Develop and implement a data-driven territory penetration plan by researching market opportunities, mapping key decision-makers, and leveraging proprietary shopper insights to create strategic outreach initiatives that unlock new revenue streams.

• Drive consultative sales efforts by identifying client pain points, crafting compelling business cases, and presenting data-backed solutions that align with client objectives, demonstrating clear ROI and fostering long-term partnerships.

• Create and deliver insight-driven proposals using advanced analytics, Excel, and PowerPoint to translate complex data into clear, actionable recommendations that secure client buy-in and expand investment opportunities.

• Lead cross-functional collaboration with internal teams (marketing, analytics, and client services) to ensure seamless execution of Omni-Channel campaigns, maintaining alignment with client goals and optimizing program performance.

• Optimize campaign performance by actively monitoring real-time data, identifying trends, and making strategic adjustments that enhance ROI, upsell opportunities, and deepen brand engagement.

• Leverage post-campaign analysis to craft compelling performance narratives that benchmark results, drive reinvestment, and position Catalina as a strategic growth partner for CPG clients.

• Manage and maintain a strong sales pipeline in Salesforce CRM, tracking progress against revenue goals, identifying at-risk deals, and developing mitigation plans to ensure quarterly business targets are met.

• Own the revenue forecasting process by tracking and projecting customer usage across Catalina’s product portfolio, ensuring alignment with revenue targets, and identifying risks and opportunities to keep forecasts on track.

• Strengthen client relationships through a multi-channel engagement approach, including phone, virtual, and in-person meetings, ensuring a consistent presence with key stakeholders and securing face-to-face interactions as needed to reinforce Catalina’s value.

• Ensure contract and MSA compliance by proactively updating agreements, negotiating payment terms, and refining scope-of-work documents to maintain financial health and operational efficiency.

• Facilitate the billing and collections process by collaborating with AR/AP teams, addressing past-due accounts, and ensuring financial accountability within revenue-generating accounts.

Qualifications

• Bachelor’s degree in Business, Marketing, Data Analytics, or a related field, or equivalent experience.

• 3 to 5 years of experience in consultative sales, business development, or account management, preferably within CPG, retail media, digital marketing, or advertising technology.

• Proven ability to exceed revenue targets by developing and executing strategic sales plans, deepening client penetration, and expanding solution adoption within key accounts.

• Strong consultative sales skills with experience identifying client pain points, building data-backed business cases, and delivering solutions that drive measurable ROI.

• Expertise in Omni-Channel marketing solutions, including digital media, in-store marketing, personalization, and data-driven advertising strategies.

• Advanced analytical skills with proficiency in Excel, PowerPoint, and analytics tools to translate complex data into compelling insights and actionable recommendations.

• Experience managing a sales pipeline and forecasting revenue using Salesforce CRM or similar platforms, ensuring accurate tracking of client engagements and deal progress.

• Ability to build and maintain executive-level client relationships through multi-channel engagement, including virtual, phone, and in-person interactions.

• Demonstrated success leading cross-functional collaboration with internal teams such as marketing, analytics, client services, and finance to ensure seamless campaign execution and optimization.

• Strong negotiation and contract management experience, including overseeing MSAs, pricing discussions, and SOW agreements to drive long-term client commitments.

• Proactive problem-solving skills with the ability to identify risks, develop strategic action plans, and optimize revenue forecasting by tracking customer product usage and market trends.

• Willingness to travel as needed for client engagements, ensuring a consistent and strategic presence with key stakeholders to drive business growth.

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform other job-related tasks other than those specifically included in this description.
All duties and responsibilities are essential job functions and requirements and are subjected to possible modification to reasonably accommodate individuals with disabilities.
This position may be performed as a remote, work from home position.
 

About Catalina

Catalina is a leader in shopper intelligence and precisely targeted in-store, TV and digital media that personalizes the shopper journey. Powered by an unrivaled real-time shopper database and AI-optimized data science, Catalina helps retailers, CPG brands and agencies optimize every stage of media planning, execution and measurement to deliver more than $6 billion in consumer value annually. Catalina has no higher priority than ensuring the privacy and security of the data entrusted to the company and maintaining consumer trust. Catalina has operations in the United States, Costa Rica and Europe. To learn more, visit www.catalina.com or follow us on LinkedIn.

Catalina is committed to investing in, empowering, and retaining an inclusive community within our company. We are dedicated to hiring the best and brightest from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has a seat at the table and a voice to be heard. Our goal is to ensure that all our talented professionals are equipped with support, resources, and the opportunity to excel.

Catalina values your privacy and is committed to protecting your personal information. Please review our privacy policy which provides details on how we process the data you provided for job applications.

We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.

Total Rewards & Compensation  

Catalina offers a comprehensive suite of benefit programs to support your health and well-being, professional goals, and financial security.

• Medical + Rx Plan Choices

• Dental & Vision Coverage

• Learning & Development Resources

• 401k with Matching Contributions

• Flexible Time Off

• Employee Wellness Initiatives

Compensation for the role will depend on several factors, including a candidate’s qualifications, skills, competencies, and experience.

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Base Salary Range: $91,000.00 - $136,500.00