Sales Manager

#26-1336

Business Unit

WTOP-AM/FM

Employee Classification

Full Time Regular

About Us

Hubbard DC, which includes WTOP, Federal News Network and 2060 Digital, is committed to reporting relevant news for our region. Through continuously evolving brands, we connect consumers with advertisers across a growing number of distribution platforms including radio, podcasts, social media, and websites. We do this with a commitment to our community...while growing our people and profits. OUR VISION To be an industry leader and set the standard for equality and inclusivity for all races, genders, ages, ethnicities, abilities, sexual orientations and religions by creating and fostering principles that integrate our core values. OUR MISSION To be proactive in providing a welcoming, professional environment; free of harassment, discrimination and marginalization with on-going habits that incorporate our unique experiences into the overall success and continuous evolution of this organization.

Job Overview

This position is responsible for leading the sales team to meet revenue goals and service client accounts.

Job Responsibilities

• Develop and adapt short and long-term sales strategies to achieve revenue goals, improve client service, and respond to changes in the marketplace.

• Recruit, develop, train, and motivate salespeople; build a collaborative culture with clear expectations and individual accountability.

• Work alongside account managers to identify business needs and develop integrated marketing solutions.

• Collaborate with the sales management team on sales procedures, pricing and programs that maximize revenue.

• Help Account Managers Find, Renew and Grow revenue.

• Join Account Managers on in person and video meetings with clients and prospective clients.

• Provide regular coaching, constructive feedback, and training to improve prospecting, client discovery, presentations, closing, and account growth.

• Use CRM and sales reporting systems consistently to manage account assignments.

• Help Account Managers monitor budget performance and develop action plans when results fall short.

• Lead client meetings and major presentations; build meaningful relationships with key customers and support new-business development.

• Develop integrated marketing programs across our brands, connecting radio, digital, federal marketing and event capabilities to the client’s objectives and customer journey.

• Participate in weekly sales meetings by sharing relevant product, community, audience, and market information with the sales team.

• Identify and recruit talent to help grow the sales team.

• Partner with Sales Management team on budgets, account distribution, compensation plans, and rate, inventory, and yield management within assigned responsibilities.

• Coordinate with digital, creative, production, and client-service teams to support effective execution and strong client relationships.

• Work with the sales and finance teams to address collections and maintain account payment performance in line with company expectations.

• Perform other duties as assigned.

Qualifications

• Minimum of six years of sales experience, including at least four years of sales management experience preferred.

• Experience with digital and/or federal marketing is preferred.

• Demonstrated success achieving revenue goals through a coordinated, organized, and effectively coached sales team.

• Ability to create a strong sales culture, earn trust, communicate clearly, delegate effectively, and hold people accountable.

• Proven ability to recruit, interview, train, coach, and motivate staff to reach their potential.

• Strategic thinking and the ability to translate business priorities into practical sales plans, measurable goals, and consistent follow-through.

• Experience developing client-focused, integrated marketing programs and applying digital and radio advertising capabilities to business objectives.

• Ability to use audience and marketing research in consultative selling and train others in its use.

• Strong client relationship, presentation, and collaboration skills; ability to establish positive working relationships with colleagues, vendors, and customers.

• Ability to use sales systems and reporting to evaluate progress, prioritize opportunities, and adjust strategies in a changing marketplace.

• Professional judgment and demeanor; ability to manage competing priorities, work collaboratively, and follow company policies and procedures.

• A valid driver’s license and good driving record, subject to verification; ability to travel to client and business locations and work the established schedule and additional hours as needed.

• PHYSICAL REQUIREMENTS

• Ability to perform the essential functions of the role, including communicating with clients and colleagues, preparing and delivering presentations, and using a computer and standard office equipment. The Company may make reasonable accommodations to facilitate the ability to perform essential job functions.

• WORKING ENVIRONMENT

• Professional, collaborative office environment, with travel to client meetings and other business locations as needed.

• Sales managers are expected to be either in office and/or on sales calls 75% of the week.

Additional Information

This position is subject to pre-employment driving record background check. A conviction, violation pending adjudication, or adverse driving record more than 3 years old or does not meet the major violation definition per company policy will not, on its own, disqualify an applicant. The company will use background check information in a confidential, non-discriminatory manner consistent with applicable federal, state and local law.

Compensation and Benefits

When extending an offer, the company considers a variety of factors such as (but not limited to) the candidate's work experience, education/training & key skills as well as internal peer equity and other market and business considerations. Salary of $100,000, plus the majority of your compensation from override on all revenue. For information regarding our benefits, please copy the link below and paste in your browser:

Req Affirmative Action Statement

We are an equal opportunity employer, including disability/vets.

Req Diversity Statement

Hubbard Broadcasting has been committed to representing the communities we serve since our founding over 100 years ago. The same holds true today. We know the best way to accomplish this is by recruiting and retaining top talent from diverse cultures, life experiences, and world views. With dignity and respect, we value YOU and everything that makes YOU uniquely YOU.