Senior Lead - Distribution Procurement Category Manager

Position Overview At Stella-Jones Steel Structures, a proud division of Stella-Jones Utility Products Group (SJUP), you will join an organization driven by a culture of Continuous Improvement, where innovation, quality, and operational excellence guide everything we do. The North American transmission and distribution industry is experiencing unprecedented growth, creating exciting opportunities to contribute to major infrastructure projects that will define North America’s energy future. As part of our team, you will join a growing, forward-thinking organization that values its people, celebrates achievement, and empowers you to help build the energy infrastructure of tomorrow.   Stella-Jones is midway through an aggressive plan to quadruple our Lattice structure capacity over a 3-year period.  This includes the construction of a greenfield facility in Fayetteville, Tennessee which will begin production in mid-2027.     For this unique opportunity, we seek an experienced Director of Sales with proven skills in developing and executing go-to-market strategies including all aspects of marketing. This role will be responsible for the commercial performance of Stella-Jones Steel Structures including go-to-market marketing strategy, sales, budget and customer experience, while serving as the product line director for the business. This is a remote, home-based role to be located either in the United States or Canada with significant travel (expected to be at least 50%).   Key Responsibilities Product Line Management: * Responsible for overall business unit management, linking engineering, sales, project delivery, and senior leadership to obtain commercial success in the product category. * Brings a General Manager mindset and serves as the primary promoter for the product line. * Works with executive leadership to develop, lead, and execute strategic planning and go-to-market marketing strategy for steel lattice structures that is visionary and aligns with SJUP goals. * Leverages SJUP’s sales team to expand sales opportunities and support commercial growth.  * Collaborates with cross-functional team members servicing the same customers in Poles and Steel Lattice. * Completes and executes sales budgets and forecasting. * Works with the Director, Project Delivery and Engineering to develop an end-to-end customer experience ensuring world-class customer service and project management.   Sales & Revenue Generation: * Execute sales efforts for North American utility partners.  * Achieve annual sales targets for the steel structures division. * Establish key relationships within utilities, engineering, and EPC firms. * Prepare and present sales pitches, value propositions, and product differentiators. * Maintain a strong and active sales pipeline.    Customer Account Management: * Serve as a primary point of contact for assigned customers, ensuring responsiveness, accuracy, and superior service. * Build long-term relationships with engineering, procurement, and project delivery teams. * Conduct regular customer check-ins to identify upcoming needs, performance feedback, and opportunities for value-added solutions. * Resolve commercial issues quickly and professionally in collaboration with internal teams. * Directing sales activities for steel structure sales resources as well as coordinating training and marketing efforts with the SJUP sales team.    Opportunity Qualification & Proposal Support: * Work closely with estimation, engineering, and project management teams to gather customer requirements and qualify opportunities. * Communicate scope, technical details, timelines, and customer expectations internally to ensure accurate proposals and pricing. * Support preparation of bids, tenders, and RFQs to ensure competitive, high-quality submissions.   Market Insight & Reporting: * Monitor market activity, customer investments, utility forecasts, and competitor movements. * Provide insights to management for strategic planning, product positioning, and forecasting. * Maintain organized sales reports, pipeline summaries, and account plans. * Leverage the broader SJUP team to effectively collect and leverage competitive market information    Strategic Planning & Performance Management: * Participate actively in the development and execution of the Annual Master Plan, ensuring sales priorities and customer strategies align with broader organizational objectives. * Attend monthly progress review meetings, providing clear updates on account activity, opportunities, challenges, and overall performance toward annual targets. * Engage in the company’s monthly Strategic KPI Follow-Up Meetings, contributing to discussions, analyzing key performance indicators, and driving actions that support continuous improvement. * Leverage KPI insights and customer feedback to refine sales approaches, improve forecasting accuracy, and support data-driven decision-making.   Cross-Functional Collaboration: * Coordinate with operations and production teams to align delivery schedules with customer expectations. * Share market intelligence with leadership and SJUP business leaders to support business planning and continuous improvement. * Participate in internal planning sessions, quarterly business reviews, and cross-functional meetings.   Representation & Industry Engagement: * Represent the company professionally at industry events, customer meetings, trade shows, and plant tours. * Promote the company’s commitment to quality, reliability, customer service, and safety.    Qualifications * Ten or more years of sales, business development and/or account management experience required * Significant experience in steel fabrication, utility infrastructure, construction materials, or related industrial manufacturing required * Proven success meeting or exceeding annual sales targets. * Experience interpreting technical drawings, specifications, and engineered products * Experience in developing marketing approaches  * Ability to travel across Canada and the United States (expected to be up to 50%) * Experience managing product line, business unit or equivalent (preferred) * Bachelor’s or Master’s degree in Business, Engineering, or a related field (preferred)   #STELLAUSCORP3

WHO WE ARE Crossmedia is the global media independent. We’re committed to doing media and business the right way, guided by the principles of TRUST, REASON and the Pursuit of HAPPINESS. Crossmedia US was founded in NY in 2000 and is one of the largest minority-owned full-service media planning & buying agencies in the nation. We are 500+ Crossmedians worldwide with big ambitions to continue to grow with soul.  We focus on what media agencies should do: create innovative connections between brands and people regardless of channel or budget. And we do it in an honest way. We are and always have been a values-based organization. We earn our clients TRUST by ensuring media transparency in our business model and objectivity in decision-making. We apply REASON & logic to finding solutions to our clients' greatest business challenges. The Pursuit of HAPPINESS matters to us. Big time. We invest in each colleagues’ professional & personal wellbeing and growth. It’s why we have countless initiatives, clubs & cultural events dedicated to our people and why we have been the top ranked media agency named to Ad Age’s Best Places to Work for the past seven years in a row.   We have offices in the US in New York and Philadelphia, with employees across 25+ states, as well as in London and Germany.  Our client roster includes U.S. Bank, Invesco, Newell Brands, NASCAR, Planet Fitness, American Cancer Society, Ricola, Herschend Family Entertainment, Edible Arrangements and more.       YOUR ROLE We are hiring a Director, Integrated Investment in a full time temporary role through August (benefits eligible). As a champion of media investment, the Director is responsible for delivering a level of innovation and excellence in work. The Director's responsibility is in oversight of client media investment oversight:   Video/CTV > Display > Local TV/Audio > OOH/Print > Ad Ops > Programmatic > Search > Social  * Engagement in Enterprise Partnership Program (EPP)  * Lead Agency Negotiator, Client voice & potential New Business * Consummate communicator Client, Account team and Investment Leadership The focus is leading the One Marketplace team across direct buys, biddable, offline, procurement - ensuring you bring all channels into one cohesive team and optimal media investment approach. The Director is the steward of the investment product that is delivered to each client, providing strategic leadership based on an in-depth understanding of each clients’ business, their target consumer and unique category dynamics. This requires expertise in all aspects of media including comms strategy/planning, media planning, media activation/stewardship, media measurement, and performance analytics.  While investment stewardship is the Director’s core responsibility, participation in other acvities is a must. Such as training teams, supporting rollout of new agency processes, supporting agency enterprise deals, rolling out integrated investment model across teams, and more.  At Crossmedia it’s more than just doing the job; it’s about doing things the right way. Key responsibilities for a Director include:  Reliable, ethical & operates in the best interest of Crossmedia & clients.  * Leads relationships with clients alongside account leadership, cross functional leadership, and with external partners * Is fully committed to staff training of team members and serves as a mentor * Find the best integrated media strategy and approach across buying, bidding, and procuring to get the best pricing and performance for clients * Develop internal processes to ensure ability to meet cross channel investment needs on businesses  Focuses on a quality product, adhering to Crossmedia's high standards.  * Has a strong foundation in media planning & buying principles * Own the investment product with and maintain sound rationale in investment selection decision for each plan * Fully understands the client’s business and challenges, and ensures media KPIs are built directly from these objectives  * Ensure teams across all channels adhere to processes and manage whos doing what by when * Create overall strategic investment roadmap, media partnerships, learning agendas, innovation, and around-the-corner must-haves and watchouts. * Negotiate and create effective deals and buying solutions and Joint Business Plans for the client * Have familiarity across all media investment channels (ie privacy regulations, channel trend evolutions, new tech ) * Stays up to date with marketplace offerings and new opportunities * Maintain close partnership with Planning as well as other departments to put forward the best media plans and outputs for the client * Maintain sound buys and ensure strong cross channel reporting and insights  Personal efforts generate satisfaction – clients, team, company.  * Displays a high level of personal dedication and motivation.  * Contributes to Crossmedia culture.  * Participates in training to enhance their professional growth. * Participates in the recruitment/retention of XM talent.  * Effectively troubleshoots team concerns.  * Builds esprit de corps through strong team   REQUIREMENTS * 6 + years of experience in media investment and campaign management * A thorough understanding of the media landscape and how it’s evolving. * Experience with providing strategic leadership based on an in-depth knowledge of each clients’ business * Advance media product delivered to clients, fueled by a holistic understanding of advertising and media. * Liaison between partner agencies, vendors, in-house client strategy/creative teams * Leverages deep knowledge of media landscapes and market rates to negotiate cost-efficient, high-impact placements that drive client ROI. * Builds strong relationships with media partners, unlocking premium inventory, added value, and early access to innovative opportunities * Uses data-driven insights and strategic packaging to craft compelling negotiation points that align with campaign goals and maximize value. * Team management, including managing and mentoring team members. Reviews, performance issues, timely reviews/feedback, active work distribution and fair rotations * Participation in new business * Strong listening skills believes good thinking can come from anyone and any place. * A team player willing to compromise their point of view in support of others. This person WILL BE part of a highly successful integrated cross-discipline team Salary range $100k - $145 annually. Commensurate with experience. Compensation is determined on the skills, qualifications and tenure of the applicant.     CROSSMEDIA BENEFITS Our principles of Trust, Reason, and the Pursuit of Happiness are brought to life through benefits that recognize and support the diversity and physical, emotional, and professional well-being of our people, including: * Flexibility to work in hybrid manner with in-office and work from home options (depending on role).  * Open/Flexible PTO with US & UK specific policies  * Sponsored healthcare options and agency-wide physical & mental health support  * 401k with company match (USA), and generous Pension (UK)  * Paid sabbatical at significant milestone anniversaries * Generous paid parental leave policy * Life milestone recognition & support * The Pursuit of Happiness Fund devoted to helping Crossmedians find their happy (be it travel, enrichment class, fitness membership or professional development) * Cell phone/tech reimbursement * Student Loan payment plan (US) * Tuition reimbursement * Learning & Development and training programs * And burgers – lots and lots of burgers   COMMITMENT TO DIVERSITY AND INCLUSION Diversity is in our DNA. As a minority-owned company, our commitment to an inclusive environment has long been embedded into agency practices and at every level. Almost one third of senior leadership identifies as a person of color and over half of our executive leadership are women. We have active mentoring & internship programs that create opportunities for underrepresented groups. Internal agency programming is anchored by XMEquity365, a permanent, year-round initiative fostering acknowledgement and support of marginalized communities within five pillars – Excellence, Voices, Education, Giving & Representation. Crossmedia is committed to providing equal employment opportunities and creating a diverse and inclusive company culture and that does not discriminate against candidates and employees because of their disability, sex, race, gender identity, sexual orientation, religion, national origin, age, veteran status, or any other basis prohibited by applicable federal, state, or local law.  All job requirements are subject to possible revision to reflect changes in the position requirements, business necessities and/or to reasonably accommodate individuals with disabilities. Essential and other job functions are subject to modification. This job description in no way states or implies that these are the only duties to which will be required in this position. Employees will be required to follow other job-related duties as requested by their supervisor/manager (within guidelines and compliance with laws in the US and UK ). Continued employment remains on an “at-will” basis.” Reasonable accommodations may be provided to enable individuals with disabilities to perform essential functions in compliance with the American with Disabilities Act of 1990 (US based)  Physical Demands:  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job:  * Prolonged periods of sitting at a desk and working on a computer. Must be able to remain in a stationary position 50% of the time. * Ability to stand, bend, and reach * Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer. * The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations. * The ability to observe details at close range (within a few feet of the observer). In compliance with the current Americans with Disabilities Act and state and local laws, if you have a disability and would like to request an accommodation to apply for a position with Crossmedia, please email people.team@xmedia.com.  (US based candidates).