DIRECTOR OF SALES - WLIO

Gray Local Media, Inc; Lima (OH); On-site; USD 120,000 - 170,000; Full time

Job summary

WLIO is a local Lima, Ohio television station within Gray Media, Inc. We seek a Director of Sales to lead the station’s sales team across broadcast, digital, and emerging media platforms.

You will report to the General Manager and shape the station’s revenue strategy, client partnerships, and overall business growth. The ideal candidate will recruit, mentor, and retain top sales talent, while developing creative marketing solutions that drive measurable results for local advertisers and

Qualifications

• Hands-on sales leader with ability to recruit, develop and retain a high-performing team.
• Strong relationships with local businesses, agencies, and regional advertisers.
• Proven track record in growing revenue across multiple platforms.

Responsibilities

• Lead multi-platform sales operation for broadcast, digital and emerging platforms.
• Develop and execute strategic plans to achieve revenue goals.
• Identify new business opportunities and expand existing accounts.
• Set goals, budgets, forecasts, and performance expectations.
• Recruit, hire, train, coach, and retain a top-performing sales team.
• Monitor activity, pacing, and performance; hold team accountable.
• Build strong relationships with advertisers, agencies and community partners.
• Collaborate with GM and department heads to align sales with priorities.
• Ensure organized sales processes, forecasting, and policy execution.
• Oversee department budget, expenses, and revenue projections.
• Uphold compliance with FCC regulations, EO, SOX and laws.

Skills

Sales leadership

Team development

Client relationships

Multi-platform solutions

Education

Bachelor’s degree in Business, Marketing, Communications, or related field

Tools

CRM systems

Forecasting tools

Job description

Today, we are a growing multimedia company headquartered in Atlanta, Georgia. We are the nation's largest owner of top-rated local television stations and digital assets, serving 117 full-power television markets that collectively reach about 37% of U.S. television households. The portfolio includes 80 markets with the top-rated television station and 100 markets with the first- and/or second-highest-rated television station in average all-day ratings across 116 markets measured by Nielsen in 2025. We also own the largest Telemundo Affiliate group, with 46 markets, and Gray Digital Media, a full-service digital agency that offers national and local clients digital marketing strategies and the most advanced digital products and services. Our additional media properties include video production companies Raycom Sports, Tupelo Media Group, and PowerNation Studios, and studio production facilities Assembly Atlanta and Third Rail Studios.

About WLIO:

Located in Lima, Ohio, WLIO is proud to bring all four major networks—NBC, CBS, ABC, and FOX—under one roof. As a station serving the Midwest, we enjoy the beauty and variety of all four seasons while staying closely connected to the communities we serve.

WLIO offers applicants the opportunity to be part of a dynamic, collaborative team in a welcoming market where journalists and media professionals can make a meaningful impact.

Job Summary/Description:

WLIO is seeking an experienced, motivated, and strategic Director of Sales to lead WLIO's sales department and drive revenue growth across its broadcast, digital, and emerging media platforms. Reporting directly to the General Manager, the Director of Sales will play a key leadership role in the station's overall business strategy, financial performance, and continued growth in the Lima market.

The ideal candidate is a hands-on sales leader who understands how to recruit, develop, motivate, and retain a high-performing sales team while building strong relationships with local businesses, agencies, and regional advertisers. This individual will bring a proven ability to grow existing business, develop new revenue opportunities, strengthen client partnerships, and deliver effective multi-platform marketing solutions that produce measurable results.

Duties/Responsibilities include, but are not limited to:

The Director of Sales is responsible for leading WLIO's sales operation, driving revenue growth, developing client relationships, and supporting the station's overall business objectives. Duties include, but are not limited to:

• Sales Leadership: Lead and manage the station's multi-platform sales operation, with a focus on growing broadcast, digital, and emerging platform revenue.
• Revenue Growth: Develop and execute strategic sales plans to achieve and exceed local, national, new business, digital, and other revenue goals.
• Business Development: Identify new business opportunities, expand existing accounts, and develop creative marketing solutions that deliver measurable results for clients.
• Sales Strategy: Establish sales goals, budgets, forecasts, and performance expectations aligned with WLIO's local brand and overall business strategy.
• Team Development: Recruit, hire, train, coach, and retain a high-performing sales team. Provide ongoing development and opportunities for professional growth.
• Performance Management: Monitor sales activity, revenue pacing, and individual performance. Hold team members accountable for achieving established goals and objectives.
• Client Relationships: Build and maintain strong relationships with key advertisers, agencies, business owners, and community partners.
• Multi-Platform Solutions: Champion the integration of broadcast television, digital products, and emerging media opportunities to deliver comprehensive advertising solutions.
• Collaboration: Work closely with the General Manager and other department leaders to align sales initiatives with station priorities and identify opportunities for growth.
• Communication: Maintain consistent communication with the General Manager, sales team, and other departments regarding revenue performance, opportunities, challenges, and business initiatives.
• Market Leadership: Represent WLIO professionally in the business community and participate in activities that strengthen the station's visibility and relationships throughout the Lima market.
• Sales Operations: Maintain organized sales processes, effective inventory management, accurate forecasting, and consistent execution of sales policies and procedures.
• Financial Accountability: Manage the sales department budget, monitor expenses, and provide accurate financial reporting and revenue projections.
• Compliance and Ethics: Ensure the sales department operates in accordance with company policies, FCC regulations, EEO requirements, SOX guidelines, and all applicable laws and regulations.
• Culture and Innovation: Foster a positive, collaborative, and accountable sales culture that encourages creativity, innovation, teamwork, and a commitment to results.
• Perform other duties as assigned by the General Manager.