Business Development Manager Retail Media

Career Guide

A Business Development Manager in Retail Media grows advertising revenue by winning new brand and agency partnerships, expanding existing accounts, and packaging retail media offerings such as onsite ads, offsite ads, and in store media. The role blends consultative selling, deal negotiation, and cross functional coordination with marketing, product, and analytics teams.

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Key Responsibilities

Build and manage a pipeline of advertisers, brands, and agency partners
Run discovery conversations to understand advertiser goals and budgets
Pitch retail media solutions aligned to awareness, consideration, and sales outcomes
Develop account plans for priority brands and categories
Negotiate commercial terms including pricing, commitments, and measurement expectations
Coordinate campaign setup with ad operations and retail media teams
Track performance and share clear results with partners
Identify upsell and renewal opportunities based on outcomes and seasonality
Partner with product teams to translate customer needs into roadmap input
Maintain accurate forecasting and activity tracking in a customer relationship management tool

Top Skills for Success

Consultative Selling

Relationship Building

Negotiation

Prospecting

Pipeline Management

Forecasting

Presentation Skills

Storytelling

Retail Category Knowledge

Digital Advertising Fundamentals

Retail Media Sales

Media Planning

Campaign Measurement

Audience Targeting

Joint Business Planning

Career Progression

Can Lead To

Senior Business Development Manager

Retail Media Sales Lead

Agency Partnerships Manager

Strategic Partnerships Manager

Account Director

Transition Opportunities

Head of Retail Media Sales

Director of Partnerships

Commercial Strategy Manager

Revenue Operations Manager

General Manager Retail Media

Common Skill Gaps

Often Missing Skills

Retail Media MeasurementIncrementality TestingMedia Pricing StrategyAgency Account ManagementFirst Party Data LiteracyProgrammatic Advertising BasicsSales EnablementContracting Basics

Development SuggestionsBuild a simple portfolio of pitch materials, practice translating advertiser goals into measurable outcomes, and get hands on exposure to campaign reporting. Strengthen credibility by learning how retail media performance is measured and how pricing and commitments are structured.

Market Intelligence Report

Business Development Manager Retail Media is part of the Revenue Partnerships category.Explore our market intelligence report to see how AI and hiring demand are shifting for these roles.

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Salary & Demand

Median Salary Range

Entry LevelUSD 75,000 to 105,000 base pay plus commission

Mid LevelUSD 105,000 to 150,000 base pay plus commission

Senior LevelUSD 150,000 to 220,000 base pay plus commission

Growth Trend

Strong growth. Retailers and marketplaces continue investing in retail media, driving steady demand for business development and partner sales talent.

Companies Hiring

Major Employers

Amazon AdsWalmart ConnectTarget RoundelKroger Precision MarketingInstacart AdsDoorDash AdsUber AdvertisingeBay AdsCriteoThe Trade Desk

Industry Sectors

Retail Media NetworksEcommerce MarketplacesGrocery RetailConsumer Electronics RetailDelivery PlatformsAdvertising TechnologyMedia AgenciesConsumer Packaged Goods

Recommended Next Steps

Create a target list of 30 brands and agencies and map key contacts

Draft a repeatable outreach sequence focused on value and outcomes

Build a one page retail media pitch that explains placements and measurement

Develop a forecasting routine with weekly pipeline reviews and next steps

Practice a deal negotiation script for pricing, commitments, and make goods

Learn core retail media metrics and how to explain them in plain language

Schedule informational interviews with retail media sellers and agency buyers

Tailor your resume to highlight quota attainment, pipeline size, and renewals