Head of Sales Management

A results-driven leadership role responsible for managing sales personnel and driving revenue growth across all station platforms. The Sales Manager oversees strategic execution of sales plans, mentors the sales team, and maintains critical relationships with local clients and national agencies to maximize market share. Responsibilities include:

Revenue & Share Growth: Manage the sale of advertising time and digital platforms to achieve revenue targets and grow station market share.

Personnel Leadership: Recruit, train, coach, and evaluate direct reports; resolve personnel issues in a timely, professional manner.

Strategic Planning: Develop, implement, and evaluate multiplatform business plans and accurate weekly revenue forecasts.

Inventory & Pricing: Maintain expert knowledge of market conditions, ratings, and pricing to effectively manage inventory and yield.

Client & Agency Relations: Create and maintain strong relationships with local contacts and national agency partners; periodically entertain clients to drive business.

Financial Accountability: Motivate and coach team to meet quarterly quotas for new business and digital sales.

Operational Liaison: Collaborate with Traffic, Finance, and Creative Services departments to resolve copy issues, manage billing discrepancies, and facilitate commercial production.

Administrative Diligence: Proficiently operate systems like Wide Orbit and Workday to complete required assignments and employment documentation.

WHAT YOU WILL NEED:

Local Travel & Driving: Must possess a valid driver's license and maintain a clean motor vehicle record and personal insurance for frequent travel to client meetings, site visits, and business entertainment.

Field Presence: Regularly attend client meetings and production functions, which involves walking extended distances and navigating stairs.

Movement: Regularly moves through the station and off-site locations to coordinate work and manage sales-related activities.

Physical Activity: Regularly stand, walk, and sit; occasionally lift/carry materials up to 25 lbs.

Communication: Constantly uses verbal, audible, written, and visual abilities to perform essential leadership functions.

Experience: Proven track record in media sales management with experience in both local and national market trends.

Skills: Strong negotiation skills; proficiency in Wide Orbit and CRM software.

Standardized Schedule & Adaptability: It is an essential part of the Sales Manager's job to adjust hours to meet the fluctuating demands of a competitive, 24/7 news environment. Participation in special events, holidays, and weekends may be required based on department needs and client obligations.