Local Sales Manager

TEGNA, Inc.; Dallas (TX); On-site; USD 110,000 - 150,000; Full time

Benefits offered by this job

Bonus plan eligibility

Job summary

TEGNA Inc. in Dallas seeks a Local Sales Manager to lead a high-performing team across broadcast, streaming and digital.

You will recruit, coach and develop Account Executives and Account Managers to achieve ambitious revenue goals while fostering a culture of accountability and collaboration. In this role you will identify market opportunities, develop integrated marketing solutions, and manage client and agency relationships to drive growth.

Qualifications

• Minimum 5 years in broadcast TV sales with leadership experience.
• Proven track record of meeting/exceeding goals across broadcast TV, streaming, digital and OTT/CTV.
• Strong local direct business development with prior AE success preferred.
• Ability to recruit, coach and develop high-performing sales teams.
• Strong understanding of integrated marketing solutions, data and campaign performance.
• Strategic thinker with ability to present to senior management.
• Proficient with Excel, Word, PowerPoint, WideOrbit, Salesforce, Comscore, Matrix.

Responsibilities

• Recruit, train and coach sales talent for TV and digital products.
• Lead Account Executives and Account Managers to high performance.
• Provide hands-on field coaching: prospecting, meetings, proposals and closing.
• Grow local direct business and market share.
• Develop sales strategies across broadcast, streaming, CTV and digital.
• Monitor activity, pipeline, and revenue goals.
• Build relationships with clients, agencies and partners.
• Identify opportunities in sponsorships and integrated marketing programs.
• Collaborate with Director on forecasting, budgeting and pricing.
• Review metrics and adjust for market opportunities.

Skills

Broadcast TV sales

Sales leadership

Digital/OTT/CTV sales

Customer relationship management

Strategic planning

Excel/Word/PowerPoint

Sales forecasting / analytics

Presentation skills

Tools

Excel

Word

PowerPoint

WideOrbit Sales

Salesforce

WideOrbit Traffic

WideOrbit Analytics

Comscore

Matrix

Media Monitors

Job description

TEGNA Inc. helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

WFAA/KFAA, the TEGNA-owned ABC affiliate in Dallas, TX, is searching for a Local Sales Manager (LSM) to lead and develop a high-performing sales team while driving revenue growth across television, streaming and digital.

WFAA/KFAA offers an exciting opportunity to sell across one of the most diverse media portfolios in Dallas-Fort Worth. From WFAA's strong local news presence and WFAA+ streaming platform to KFAA's partnerships with the Dallas Mavericks and Dallas Wings, along with PREMION's connected TV solutions, our sales team has a wide range of opportunities to help local businesses grow.

The LSM will focus on growing market share, developing new business opportunities and coaching Account Executives and Account Managers to achieve their goals. This position reports to the Director of Sales.

Responsibilities:

• Recruit, retain and effectively train top sales and support talent on how to sell TV and TEGNA's portfolio of digital products.
• Lead and develop a team of Account Executives and Account Managers, creating a culture of accountability, collaboration and strong sales performance.
• Provide hands-on field coaching, including prospecting, client meetings, needs analysis, proposal development, presentations and closing business.
• Identify market potential through lead generation, prospecting and qualification, with a strong focus on growing local direct business.
• Develop sales strategies to ensure the team meets or exceeds revenue goals across broadcast, streaming, CTV and digital.
• Hold the team accountable for sales activity, pipeline development, new business growth and individual performance goals.
• Analyze client needs to develop integrated marketing solutions that deliver measurable results, while completing required business activity reports and forecasts.
• Develop strong relationships with local clients, agencies and community partners, manage key accounts with the team and ensure excellent customer service.
• Identify opportunities to grow revenue through sponsorships, sports partnerships, special projects and integrated marketing programs.
• Collaborate with the Director of Sales on forecasting, budgeting, pricing strategy and revenue planning.
• Review and adjust metrics to monitor sales performance, market share and emerging business opportunities.

Requirements:

• Minimum 5 years of successful broadcast TV sales and account engagement experience, including demonstrated sales leadership experience.
• Proven track record of achieving or exceeding sales goals in the broadcast TV industry, including linear TV, streaming, digital and OTT/CTV.
• Strong background in local direct business development, with previous success as an Account Executive preferred.
• Established leadership skills and demonstrated ability to recruit, coach and develop high-performing sales teams.
• Strong understanding of integrated marketing solutions, including digital advertising platforms, audience data and campaign performance.
• Strategic thinker and disciplined executor comfortable developing and making recommendations to senior management.
• Ability to build an inclusive, positive and accountable sales culture.
• Proficiency with Excel, Word, PowerPoint, WideOrbit Sales, Salesforce, WideOrbit Traffic, WideOrbit Analytics, Comscore, Matrix, Media Monitors and qualitative data.
• Ability to manage multiple tasks and projects effectively under deadline pressure.
• Strong attention to detail, problem-solving skills and accuracy.
• Strong presentation and communication skills with internal and external customers and partners.

This position is eligible for Companies Bonus Plan(s).

TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance.

Our 401(k) program offers full, part-time and temporary employees the opportunity to contribute 1% - 80% of their pay on a pre-tax basis to TEGNA’s 401(k). Contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one.

Regardless of participation in TEGNA medical plans, ALL employees and their eligible family members receive nine free virtual doctor’s appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health.

TEGNA offers a generous Paid Time Off (PTO) benefit as well as nine paid holidays per year.

* Some jobs are covered by a collective bargaining agreement and thus some or all of the benefits described herein may not apply. For example, some newsroom bargaining unit employees receive health and retirement benefits under plans administered by the union.

EEO statement:

TEGNA Inc. is a proud equal opportunity employer. We areproud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. We value and consider applications from all qualified candidates without regard to actual or perceived race, color, religion, national origin, sex, gender, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, disability, medical condition, enrollment in college or vocational school, political affiliation, military or veteran status, citizenship status, genetic information, or any other basis protected by federal, state or local law. TEGNA will reasonably accommodate qualified individuals with disabilitiesin accordance with applicable law. If you are in need of an accommodation in order to submit your application, please email [e-mail]

Recruiting Fraud Alert:

To all candidates: your personal information and online safety are important to us. Only TEGNA Recruiters or Hiring Managers will reach out to you regarding consideration of your application or background. Communications with TEGNA employees will either come from a TEGNA email address with a domain of tegna.com or one of our affiliate station domains. Recruiters or Hiring Managers will never request payments, ask for financial account information or sensitive information such as social security numbers.