General Sales Manager

Cumulus Media Inc.; Dallas (TX); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive pay

Medical, Dental & Vision Insurance

401K with company match

Paid Vacation, Sick & Holiday

Job summary

Cumulus Media in Dallas, TX is seeking a dynamic General Sales Manager to lead and mentor the sales team for our News talk properties WBAP and KLIF with limited support for KTCK sports. The role reports to the VP of Sales and drives revenue across six local stations, blending direct, digital, and event-based strategies.

The ideal candidate brings 5+ years in media sales and sales leadership, a proven digital sales track record, and strong CRM and budgeting skills.

Qualifications

• Minimum of 5 years of experience in media sales and sales management.
• Strong digital sales and leadership track record.
• Proficient in radio and digital sales, including research, events and integrated sales.
• Familiar with CRM systems, budgeting, revenue forecasting, inventory and collections procedures.
• Bachelor's Degree in Business, Communications, Marketing, or related field preferred.
• Proficient in Microsoft Office and social platforms.
• Strong training, coaching, organization, interviewing, and motivation skills.
• Demonstrates high energy and achievement-oriented attitude toward sales and client relations.

Responsibilities

• Develop, implement, and drive a sales plan to meet stations’ revenue goals emphasizing direct and new direct, digital, NTR, and major account sales.
• Drive revenue through live and local personalities and influencers with endorsements and promotional programs.
• Serve on the management team and help the market succeed across all six radio stations.
• Recruit, train, coach and develop high-performance sales talent and manage a team of sellers.
• Maintain an ongoing recruitment bench of candidates.
• Lead account presentations and provide coaching to the sales team.
• Conduct weekly one-on-one meetings to review pending business and CRM notes.
• Lead staff meetings and training sessions.
• Manage inventory and reporting in Stratus/Wide Orbit; forecast revenue, rate, pricing, and approvals.
• Develop client relationships and revenue programs for tentpole promotions and events.
• Support negotiations, sales plans, and budgeting with management.

Skills

Media sales

Sales management

Mentoring

Digital sales

CRM proficiency

Office suite

Presentations

Coaching

Education

Bachelor's degree in Business/Communications/Marketing

Tools

CRM systems

Stratus

Wide Orbit

Job description

Company Overview

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 visit www.cumulusmedia.com.

Position Overview

Cumulus Media | Dallas-Ft. Worth, TX is looking for a dynamic, self-motivated General Sales Manager For our News talk Properties WBAP and KLIF and limited assistance for KTCK all sports.

Reporting to the VP of Sales, this role leads and mentors account executives in prospecting, developing, and maintaining direct and new business, local agency business, digital as well as key tentpole events to drive revenue in the fourth largest radio market. The ideal candidate creates a positive, fun, mentoring, performance driven environment to achieve revenue goals. We are looking for someone who lives by our FORCE Cumulus values; WE are Focused, Responsible, Collaborative and Empowered! If you are looking to work for a winning team and for a great culture and professional environment, then Cumulus could be the home for you.

Key Responsibilities & Qualifications

Key Responsibilities:

• Develop, implement, and drive a sales plan that will meet stations’ revenue goals with emphasis on customer-focused selling to direct, new direct, vertical categories, digital, NTR, station features and major account sales
• Drive revenue through our live and local personalities and influencers with endorsements and promotional programs
• Be a member of the management team and assist the market in creating success across all 6 radio stations.
• Identify, recruit, train, coach and develop high-performance Sales talent and manage a team of experienced sellers to 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 three or more candidates
• Attend high profile account presentations; provide coaching and leadership to sales team
• Conduct Weekly regular one-on-one sales rep meetings with experienced Sales Team members to evaluate pending business for conversion and note in CRM accordingly
• Participate in 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 marketing solutions and service
• Oversee and drive revenue for tentpole promotions and events
• 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

Qualifications:

• Minimum of 5 years of experience in media sales, sales management and mentoring experience preferred with a proven history success in the radio industry
• Must have successful digital sales and sales leadership track record
• Proficient in all aspects of radio and digital sales, including use of quantitative/qualitative research, event development, and multiple platform/integrated sales expertise
• Familiar with the management of CRM systems, budget procedures, daily sales accountability and recognition programs, inventory management and collections procedures
• Bachelor's Degree in Business, Communications, Marketing, or related field is preferred
• Proficient in Microsoft Office suite, social networking platforms
• Highly developed training and coaching skills including skills in organization, delegating, interviewing, and motivating experienced salespeople
• Demonstrate high energy level and achievement-oriented attitude toward sales, sales training and education, and client relations
• Excellent presentation skills
• Flexible and creative

Pay Range

USD $120,000.00 - USD $180,000.00 /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 immediate consideration, please visit: https://jobs.cumulusmedia.com/careers

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).