Director of Sales

CUMULUS MEDIA; Modesto (CA); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Competitive Pay

Medical, Dental & Vision Insurance

401K with company match

Paid Vacation, Sick & Holiday time off

Parental leave time off

Life insurance, disability insurance,…

Job summary

Cumulus Media in Modesto is seeking a Director of Sales to lead a high-performance team and drive revenue across radio, digital and live events. You will craft strategic plans, recruit and coach talent, and partner with local and national clients to grow share of wallet.

This role emphasizes cross-department collaboration, CRM leadership, and hands-on coaching, with a focus on developing creative, data-driven campaigns and achieving aggressive market goals for our Modesto/Stockton cluster.

Qualifications

• 5+ years in broadcast or digital sales and sales management.
• Bachelor’s degree in business, communications, marketing or related field preferred.
• Valid driver’s license; regular travel required.
• Proficient in radio and digital sales, including research, events, and multi-platform sales.
• Experience with CRM management, budgeting, inventory and collections procedures.
• Proficient in Microsoft Office and social platforms.
• Strong training and coaching skills with ability to motivate sales teams.
• Excellent presentation and communication skills.

Responsibilities

• Develop and implement a strategic sales plan to exceed revenue goals.
• Lead and support sales team across on-air, digital, and events.
• Recruit, train, coach, and develop high-performance sales talent.
• Manage CRM and forecasting; monitor inventory and reporting.
• Cultivate client relationships and lead rate negotiations.
• Collaborate across departments to coordinate promotions.
• Oversee special event sales and budgeting.
• Lead negotiations with clients and develop revenue programs.

Skills

Sales management

Mentoring

Negotiation

Presentation skills

Digital advertising

CRM management

Client relations

Strategic selling

Education

Bachelor’s degree in business/marketing/communications

Tools

CRM systems

Microsoft Office

Job description

CUMULUS | Modesto/Stockton, CA

currently features 8 stations in the Modesto/Stockton area and surrounding counties. Our stations include: KATM-FM, KHKK-FM/KDJK-FM, KWIN-FM/KWNN-FM, KHOP-FM, KJOY-FM, and KESP-AM. The cluster of 8 stations reaches thousands of listeners on a daily basis.

Cumulus Media

Cumulus Media is an audio-first media company delivering premium content to a quarter billion people every month — wherever and whenever they want it. Cumulus Media engages listeners with high-quality local programming through 377 owned-and-operated radio stations across 84 markets; delivers nationally-syndicated sports, news, talk, and entertainmentprogramming from iconic brands including the NFL, the NCAA, the Masters, US Soccer, and AP News, across more than 7,800 affiliated stations through Westwood One, a leading national audio network;and inspires listeners through the Cumulus Podcast Network, an established and influential platform for original podcasts that are smart, entertaining, and thought-provoking. Cumulus Media provides advertisers with personal connections, local impact and national reachthrough broadcast and on-demand digital, mobile, social, and voice-activated platforms, as well as integrated digital marketing services, powerful influencers, full-service audio solutions, industry-leading research and insights, and live eventexperiences. For more information visitwww.cumulusmedia.com.

Position Overview

Cumulus Media | Modesto is looking for a Director of Sales with a proven track record of winning, successfully supporting their teams and creating a positive environment where everyone can succeed. Our Director of Sales are exceptional problem solvers, true collaborators, creative, efficient and lead their teams to exceed our local sales revenue goals utilizing our on-air, digital and experiential assets. Developing new business is key to our success so our sales leaders cultivate plans to assist our sales teams to strategically prospect, develop and maintain opportunities both locally and beyond our home markets.

The right Director of Sales candidate will be someone who lives by our FORCE Cumulus values; WE are Focused, Responsible, Collaborative and Empowered! If you are looking for a great culture and professional environment, then Cumulus could be the home for you.

Key Responsibilities

• Develop and implement a strategic sales plan that will exceed the market’s revenue goals. The emphasis will be on selling integrated solution campaigns consisting of but not limited to: Radio, Audio, Digital, Live Events, Sweet Deals, and NTR
• Be a visible and available leader to your team and community
• Identify, recruit, train, coach, manage and develop high-performance Sales talent and build a successful team to ensure continued top-line growth
• Maintain an ongoing recruitment effort to ensure top quality team, always having a bench of 3 or more candidates
• Attend all high-profile account presentations; provide coaching and leadership to sales team
• Conduct weekly one-on-one meetings with Sales Team members to evaluate pending business for conversion and note in CRM accordingly
• Maximize and monitor CRM to verify your team has a blueprint to succeed
• Participate and lead Sales staff meetings and training sessions
• Manage inventory and reporting in Stratus/Wide Orbit
• Manage administrative functions connected with forecasting revenue, rate, pricing and order approvals
• Actively participate in business & community associations with the intention of developing extensive relationships with local influencers and decision makers
• Develop and build relationships with clients by providing quality customer service
• Lead communication with other departments to assure quality service when placing orders and coordinating promotions
• Oversee special event sales
• Provide managerial assistance in local and national rate negotiations, sales plans and budgeting
• Develop creative, solution oriented, customer-focused revenue programs and ancillary sales projects
• Oversee and manage expenses of the Sales organization
• Generate revenue from personal account list
• Work in collaboration between all departments

Qualifications

• 5+ years of experience in broadcast or digital sales, sales management and mentoring experience preferred with a proven track record of success in the radio and/or digital industry required.
• Bachelor's degree in business, communications, marketing or related field is preferred.
• Valid driver's license required. Driving is an essential function of this position because regular travel is required to perform key job duties, including traveling to client meetings and attending business-related events.
• Proficient in all aspects of radio and digital sales, including use of quantitative/qualitative research, event development, and multi-platform/integrated sales expertise.
• Familiar with the management of CRM systems, budget procedures, daily sales accountability and recognition programs, inventory management and collections procedures.
• Proficient in Microsoft Office suite, social networking platforms.
• Highly developed training and coaching skills including; skills in organization, delegating, interviewing and motivating sales people.
• Demonstrate high energy level and achievement-oriented attitude toward sales, sales training and education, and client relations with exceptional negotiation skills.
• Excellent presentation skills.
• Flexible and creative.
• Digitally savvy.
• Ability to stay ahead of the curve in the constantly evolving advertising landscape.

Pay Range

USD $120,000.00 - USD $150,000.00 /Yr.

What We Offer

• Competitive Pay
• Focused, responsible and collaborative work environment with the ability to ask, “what if” and try innovative solutions
• Medical, Dental & Vision Insurance coverage
• 401K with company match
• Paid Vacation, Sick & Holiday time off
• Parental leave time off benefits, life insurance, disability insurance, wellness, and an employee referral bonus program

For more information about Cumulus Media, visit our website at: https://www.cumulusmedia.com/

EEO Statement

CUMULUS MEDIA is proud to be an Equal Opportunity Employer (EOE).