Skills/Abilities and Knowledge

• Maximizes revenue from all revenue categories including local, national and regional spot, new media, program time sales, production, retail development and promotions. 

• Manages inventory and pricing to maximize revenue of all advertising products. 

• Manages account lists and sales channels to maximize sales resources against market potential.  

• Facilitates positive and productive relationships with other Cox Media departments. 

• Accurately budgets and forecasts revenue goals by source.  

• Recruits, selects, develops, and manages performance of Local Sales Managers and National Sales Managers.  

• Coaches, develops, and motivates sales leaders to optimize revenue potential across all revenue streams and channels, manage their staffs, and develop the talent on their teams.  

• Manages direct reports, performance to budget and other performance standards including sustainability of sales methods on a monthly basis.  

• Recommends compensation for entire sales team based on Company standards and pay for-performance philosophy. 

• Sets and communicates inventory, sales and packaging strategies and direction to sales team. 

• Creates and develops new revenue streams to diversify the business. 

• Develops and implements sales processes to provide for smooth and timely workflow throughout the sales department and interfaces with the Centralized Fulfillment Center (CFC).  

• Ensures that sales tools and resources are properly aligned with client potential. 

• Obtains, tracks, and reviews metrics to identify sales opportunities and create sales strategy. 

• Gathers competitive knowledge and develops ways to effectively sell against competitors.  

• Maintains regular contact with key accounts and national sales channel.  

QUALIFICATIONS  

Education

• BA/BS degree required + 14 or more years of relevant work experience required in related field (i.e. change management, project management, etc)

  • OR MS degree + 12 years of experience

  • OR Ph.D. degree + 9 years of experience

  • OR 18 + years of experience with no degree

• 7 years of leadership experience

• 3 years electronic media sales management experience 

• Working knowledge of Windows-based PCs, Microsoft Office 

• Excellent skills in learning continuously, building partnerships, high impact communication, formal presentations, PC skills, written communication, devising sales approaches and solutions, demonstrating business acumen, making sales operating decisions, motivating the sales organization, sales opportunity analysis, championing adaptability, and setting unit goals, in order to work effectively with teams throughout organization. 

Preferred   

• Knowledge of local media market and local contacts  

• Knowledge and/or experience in business marketing 

• Experience in telecommunications industry desired 

• Strong contacts at key digital agencies and client