Insiders' Guide: CBS Outdoor client sales team

CBS Outdoor provides advertising solutions for clients looking to capture consumers on the move.

Top  l to r: Tiffany Ryan, Michelle Gardiner, Mark Kaye, Jo Calder. Bottom l to r: Nicky Gray, Michelle Neate, David Marshall, Colin McAlinden
Top l to r: Tiffany Ryan, Michelle Gardiner, Mark Kaye, Jo Calder. Bottom l to r: Nicky Gray, Michelle Neate, David Marshall, Colin McAlinden

The company's eight-strong client sales team are category specialists and focus on driving revenue into CBS Outdoor by working directly with the country's top clients across the whole CBS Outdoor proposition.

Who does what?
The team is led by Jo Calder, head of client sales, and our three category directors are Michelle Neate, who is responsible for live arts, media and culture; Michelle Gardiner, who looks after film and entertainment; and Colin McAlinden, who deals with motors, retail and fast-moving consumer goods. We then have four category managers: Tiffany Ryan (travel and tourism), Mark Kaye (technology and telecoms), David Marshall (finance and utilities) and Nicky Gray (fashion and beauty).

Who is the biggest character?
Michelle Gardiner is our resident "drama queenie" and is always off at one film premiere or another - although we are a bit concerned about the George Clooney restraining order. Dave is the team's resident comedian and lovable rogue. We are all obsessed with food and wine and it's an odd day if Tiff and Nicky don't start discussing what's for lunch by 11am. Colin and Jo are often heard debating the best red wine to have with roast lamb, or the best place to go for breakfast with a client.

What is your office atmosphere like?
Fun, manic and hard working. In a busy week we pass like ships in the night as we dash around London - always on public transport, taking in our ads.

What stands you apart from the rest of the industry?
Few media owners have a purely client-focused resource any more, and certainly not such a big team of absolute experts. We know our categories and clients backwards, and we can talk about category trends, markets and our clients' campaigns for hours.

What does it take to get a job on your team?
Expertise and knowledge, broad media experience, fearlessness and our favourite word - gravitas.

How are staff encouraged to hit targets?
A comprehensive bonus structure and extra incentives - most of us have won holidays, extra cash, iPods and even a car over the years. In addition, we take things personally and we don't like to lose.

Where do you all let your hair down?
Camden is an interesting place for a night out, and we can often be found in the Fifty Five Bar opposite our office on Jamestown Road.

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