Director of Sales

Nexstar Media Group, Inc.; Green Bay (WI); On-site; USD 100,000 - 160,000; Full time

Job summary

Nexstar Media Group, Inc.'s WFRV Local 5 in Green Bay, WI is seeking a decisive, creative Director of Sales to lead our Northeast Wisconsin sales team across digital, local, national, and political advertising channels. The DOS will shape strategy, manage staff, forecast revenue and collaborate with department heads.

The role requires at least five years in media sales, strong communication, a valid driver's license, and proven ability to drive new business and exceed targets.

Qualifications

• Fluency in English and strong communication skills are required.
• Minimum five years' experience in media sales.
• Experience leading, directing and motivating subordinates with performance management.
• Proficiency with computers, traffic systems, apps, and CRM tools.
• Valid driver's license with acceptable driving record.

Responsibilities

• Provide leadership for the digital and broadcast sales teams.
• Develop and execute sales strategies to exceed revenue targets across digital, local, national, political, and new products.
• Manage staffing, training and performance evaluations for the sales group.
• Plan and direct staffing, budgets and revenue forecasting.
• Oversee recruitment, development, and performance of sales professionals.
• Direct accounts receivable activities for the Sales Department.

Skills

English fluency

Communication skills

Media sales experience

Leadership & coaching

Driver's license

Strategic planning

CRM proficiency

Education

Bachelor's degree in Marketing, Advertising or Mass Communications

Tools

CRM systems

Job description

WFRV, Local 5 is looking for a decisive, creative, curious and inspirational leader for our sales team in Northeast Wisconsin. We have a great team of sellers with a strong mix of experience and skills.

Our main studios are in beautiful Green Bay, which was U.S. News and World Report's 2023-24 "Best Place to Live". Our city by the bay is affordable, has great quality of life, access to excellent schools, quality health care, low crime rates, short commutes and defines "Mid-West Nice".

It is also home to the world-famous Green Bay Packers and a short drive from Door County, one of the most beautiful and scenic areas in the country. There is hiking, boating, fishing, hunting, great restaurants, shopping and the area offers urban, suburban and country living environments.

The Director of Sales oversees all aspects of the Sales Department, including staff management, advertising inventory throughout all channels, revenue goal setting and achievement, and budgeting. The Director of Sales also has direct responsibility for national sales efforts and direct political negotiation and management. The DOS will report directly to the VP/General Manager.

Essential Duties & Responsibilities:

• Provides leadership for the digital/broadcast sales teams
• Makes decisions regarding hiring, evaluation, promotion and termination of employees
• Develops and executes sales strategies which result in exceeding revenue targets across all platforms in digital, local, national, political and new product revenue
• Drives new business development
• Create unique and customized media plans for high profile clients leveraging Nexstar Digital's full suite of products including OTT, video, social, data, addressable and more.
• Work cooperatively with other department heads to advance our staff, product and revenue.
• Fluency in ad technology and video advertising with strong presentation skills
• Stay current in the rapidly developing technology and environment of media and advertising, specifically digital!
• Network and develop relationships with key community and advertising partners.
• Manages inventory and revenue forecasting
• Manages recruitment and development of talented sales professionals
• Prepares budgets and approves budget expenditures
• Resolves customer complaints regarding sales and service including overseeing political cease and desist complaints
• Plans and directs staffing, training, and performance evaluations to develop and control sales and service programs
• Determines inventory, pricing and rate structures
• Creates and reviews operational records and reports to project sales and determine profitability
• Directs the Accounts Receivable efforts of the Sales Department
• Performs other duties as assigned

Requirements & Skills:

• Bachelor's degree in Marketing, Advertising or Mass Communications, or a related field, or an equivalent combination of education and work-related experience
• Fluency in English
• Excellent communication skills, both oral and written
• Minimum five years' experience in media sales
• Valid driver's license with an acceptable driving record
• Experience leading, directing and motivating subordinates, including setting performance standards and monitoring performance
• Experience establishing long-range objectives and specifying the strategies and actions to achieve them
• Ability to identify the developmental needs of others and to coach, mentor or otherwise help others to improve their knowledge or skills
• Proficiency with the computers, software, traffic systems, Apps, CRM's, etc., associated with broadcasting.

Physical Demands & Work Environment:

The Director of Sales must be able to sit, conduct telephone conversations, use e-mail, write letters and memos, travel, drive distances, conduct face-to-face discussions with individuals or groups, make decisions without supervision, make decisions that impact the results of co-workers, work in close proximity to others, work outdoors in all weather conditions, and work indoors in environmentally controlled conditions.

WFRV-TV and Nexstar Media Inc. are an equal opportunity employer.