Director - Account Management

At DICK’S Sporting Goods, we believe in how positively sports can change lives. On our team, everyone plays a critical role in creating confidence and excitement by personally equipping all athletes to achieve their dreams.  We are committed to creating an inclusive and diverse workforce, reflecting the communities we serve.

If you are ready to make a difference as part of the world’s greatest sports team, apply to join our team today!

OVERVIEW:

Job Duties and Responsibilities

Strategic Leadership

• Set annual team priorities, translate organizational goals into measurable team-level outcomes, and track progress against defined KPIs throughout the year.

• Serve as the escalation point and final decision-maker for high-stakes brand and advertiser opportunities, including large investment commitments, complex campaign structures, and relationship-critical issues.

• Shape the team's vision for what best-in-class account stewardship looks like within a retail media environment, and build the systems, processes, and talent to bring that vision to life.

People Leadership & Team Development

• Oversee a team of 5+ Account Managers, providing coaching, performance feedback, career development guidance, and day-to-day leadership support.

• Recruit, onboard, and develop top account management talent, building a team culture grounded in accountability, intellectual curiosity, and client-first thinking.

• Identify skill gaps across the team and design or source training, tools, and development experiences to close them.

• Establish clear performance expectations, conduct regular 1:1s and performance reviews, and recognize and reward high performance consistently.

• Foster a collaborative, inclusive team environment where knowledge-sharing, mentorship, and continuous learning are embedded in how the team operates.

• Build effective teams that apply their diverse skills and perspectives to achieve common goals by establishing common objectives and a shared mindset.

• Manage execution responsibilities and workload of direct/indirect reports to achieve functional deliverables on time and with quality.

• Develops talent through coaching, feedback, exposure, and stretch assignments in order to meet their own career goals as well as the organization’s priorities

• Establish strategic staffing and succession plans; successfully deliver on proposed staffing objectives.

• Drive the talent selection process in alignment with the company’s talent philosophy for open direct/indirect reporting positions; Ensure all direct reports are appropriately trained and on-boarded.

• Drive engagement by creating a climate where people are motivated to do their best to help the organization achieve its objectives; focus on voice of teammate data (e.g., Engagement & Pulse results), partnering with organization leadership to drive necessary changes.

Brand & Advertiser Campaign Stewardship

• Ensure every brand and advertiser partner receives end-to-end strategic guidance — from pre-campaign planning through in-flight optimization, post-campaign analysis, and long-term investment planning.

• Personally own and steward relationships with the most senior and strategically significant advertiser accounts, acting as a trusted advisor and executive sponsor.

• Champion a proactive service model in which Account Managers surface insights, flag risks, and recommend optimizations before clients ask.

• Drive retention and investment growth across the managed portfolio by ensuring client outcomes are consistently met or exceeded and that brand partners can clearly articulate the value they receive.

• Establish a consistent cadence of business reviews, performance readouts, and strategic planning sessions with key accounts, and ensure the team delivers these at the quality and frequency clients expect.

Cross-Functional Collaboration & Internal Influence

• Communicate weekly with internal leadership, including Media Planning, Sales, Analytics, and Product, representing the Account Management team's perspective and ensuring alignment on priorities.

• Influence the product roadmap by systematically surfacing client feedback, competitive intelligence, and observed market trends through structured product partnership engagements.

• Partner closely with Media Activation to ensure campaign strategies are properly set up and executed to deliver against advertiser objectives.

• Collaborate with the Analytics and Reporting function to ensure performance measurement frameworks, attribution methodologies, and reporting cadences serve both internal and client needs.

• Work alongside Legal and Finance on advertiser contracts, Insertion Orders, and investment structures, ensuring commercial agreements accurately reflect the campaign structure.

• Act as a bridge between Sales and Activation, ensuring a smooth handoff from commitment to activation and that client expectations set during the sales process are achievable and honored.

Operational Excellence & Process Development

• Design and implement scalable account management processes, playbooks, and frameworks that enable the team to operate efficiently and consistently across a growing advertiser portfolio.

• Establish and own quality standards for campaign setup, in-flight monitoring, and wrap reporting, ensuring the team delivers executional excellence on every engagement.

• Identify and eliminate friction in the client experience and work cross-functionally to resolve structural issues at their root.

• Leverage data and client feedback to continuously improve team performance, refining processes, tools, and approaches based on what is and is not working.

• Maintain visibility into portfolio-wide performance metrics and use that data to guide team prioritization, flag emerging issues, and surface growth opportunities.

QUALIFICATIONS:

• Bachelor's Degree

• 7-10 years experience, including 8+ years of experience in account management, client services, or strategic partnerships in a media, advertising, or retail & commerce media environment and 5+ years of people management experience, with a demonstrated track record of building and developing high-performing teams.

• Deep familiarity with media execution, including how campaigns are structured, optimized, and measured across digital channels.

• Exceptional communication skills, including executive-level presentation, written communication, and the ability to simplify complex topics for diverse audiences.

• Experience managing complex, senior-level client relationships — including navigating escalations, influencing investment decisions, and building long-term partnerships.

• Proven ability to work cross-functionally and influence without direct authority in a matrixed organization.

• Strong analytical instincts — able to interpret campaign performance data, identify trends, and translate data into actionable strategic recommendations

• Preferred prior experience in retail or commerce media environment.

• Preferred experience working with or selling into major national brands and advertising agencies.

• Preferred exposure to Insertion Order and commercial contract management in an advertising or media context.

• Preferred understanding of first-party data strategy and how it applies to audience targeting and campaign optimization.

VIRTUAL REQUIREMENTS:

At DICK’S, we thrive on innovation and authenticity. That said, to protect the integrity and security of our hiring process, we ask that candidates do not use AI tools (like ChatGPT or others) during interviews or assessments.

To ensure a smooth and secure experience, please note the following:

• Cameras must be on during all virtual interviews.

• AI tools are not permitted to be used by the candidate during any part of the interview process.

• Offers are contingent upon a satisfactory background check which may include ID verification.

If you have any questions or need accommodations, we’re here to help. Thanks for helping us keep the process fair and secure for everyone!