Sales Operations Specialist

Sales Operations Specialist

We are seeking a results-oriented, highly organized Sales Operations Specialist to support the San Antonio sales team by partnering closely with Account Executives and Sales Leadership to drive Total TV (linear, OTT, and digital) revenue growth. This role takes full ownership of station sales projects and special initiatives that drive new business and digital revenue. The position delivers superior customer service to agencies and direct clients while maintaining sales materials and workflow systems that keep Account Executives empowered with relevant information. With a focus on enabling Account Executives to maximize client-facing time, this position plays a key role in driving growth and operational excellence in market. This position reports to the Director of Sales.

Responsibilities:

• Full ownership of station projects, Great Day SA segments and franchises, special initiatives, and go-to market strategy.
• Own existing list of Station projects from start to finish (creation, process, implementation, execution) and generate new ideas for non-traditional revenue generation, quarterly.
• Complete required forms and updates in Monday.com project management system to ensure accurate workflow tracking, team coordination, and commercial production project visibility across both markets.
• Work together with Sales Activation Coordinator to ensure precise execution of station projects and initiatives. Act as internal liaison between Sales Activation coordinator and station leadership/ departments.
• Create new business package opportunities based on inventory and take ownership of GDSA bundles and accelerator packages.
• Create custom solutions-driven campaigns that meet client needs across multiple media platforms including broadcast, digital, and Streaming (OTT), and attend client meetings with AE's as needed (approx. 3-5x per week).
• Prepare attribution reports for OTT and linear TV campaigns, synthesizing data into actionable presentations.
• Act as a strategic advisor for the San Antonio sales team by leveraging ratings data, competitive intelligence tools, and AI resources to conduct client research and provide market insights that empower Account Executives in client conversations.
• Organize, maintain, and update sales materials, presentations, and marketing collateral ensuring Account Executives have immediate access to current, professional materials for client meetings.
• Work closely with sales leadership on the training and development of AE's, including planning for weekly Digital Sales Huddles, bi-weekly Sales Huddles, monthly lunch and learns for underperforming AEs and AE 1-1's, as needed.
• Attend TEGNA training sessions to gain product knowledge, stay informed on TEGNA's broadcast, OTT, and digital solutions, understand sales processes, and maintain ability to discuss solutions with team members.
• Support organizational growth priorities as assigned by the Director of Sales.

Requirements:

• Minimum 5-7 years of linear and digital media sales experience.
• Proven ability to support pre-sale and post-sale campaign implementation and client service responsibilities that enable sales teams to focus on revenue generation.
• Strong proficiency in Microsoft Office suite, particularly Excel (formulas, tables, data analysis) and PowerPoint (presentation creation and design); ability to leverage AI tools (ChatGPT, Claude, Copilot) to generate insights and build sales presentations.
• Ability to learn with CRM software, traffic system (Wide Orbit), and project management tools; ability to learn new software systems quickly.
• Understanding of broadcast television advertising, Comscore ratings, OTT/streaming platforms, and digital advertising concepts; ability to articulate TEGNA's multi-platform solutions.
• Exceptional organizational skills with proven ability to manage multiple account campaigns and projects simultaneously while maintaining accuracy and meeting deadlines.
• Strong analytical skills with ability to track campaign performance, identify trends, and translate data into actionable insights that support revenue growth conversations.
• Excellent written and verbal communication skills with professional demeanor in all client and internal interactions.
• Experience in project management and proposal creation. Deep understanding of driving non-traditional sponsorship revenue and communicating value internally and externally.
• Detail-oriented with high standards for accuracy and quality; understands that precision in fulfillment builds client confidence and retention.
• Team-oriented mindset with understanding that supporting Account Executives' success is the primary measure of performance in this role.
• Positive attitude and collaborative approach.