Local Sales Manager

Hearst Television, Inc.; Fort Myers (FL); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401(k) matching

Emotional Wellness Support

Paid Time Off

Paid Parental Leave

LGBTQ+ Health Services

Job summary

Hearst Television, Gulf Coast News (NBC/ABC affiliates in Ft. Myers, FL), seeks a Local Sales Manager to lead the sales team, drive revenue across platforms, and develop client relationships. You will coach sellers, recruit/train new staff, and manage pricing/inventory to maximize station revenue.

The ideal candidate will have a proven track record of meeting budgets, strong negotiation and presentation skills, and a passion for building a successful media sales team in a fast-growing market.

Qualifications

• 3+ years in media sales management.
• Proven ability to generate revenue for the station and clients.
• Strong analytical skills to diagnose issues and decide.
• Ability to create persuasive sales presentations.
• Proven track record of meeting budgets across platforms.
• Excellent negotiation skills.
• Creative use of multiplatform advertising solutions.
• Experience pricing and managing inventory.
• Commitment to developing a successful sales team.
• Valid driver's license and reliable car.
• In-person attendance required.

Responsibilities

• Provide leadership to the local sales team and set goals.
• Define performance expectations and measure effectiveness.
• Coach and develop Account Executives with ongoing feedback.
• Develop client relationships and participate in sales calls.
• Forecast revenue to beat quarterly and annual forecasts.
• Manage inventory and rates to maximize station revenue.
• Coordinate digital sales efforts to exceed revenue goals.
• Aim to exceed Revenue, Market Share, New Business, Internet and Mobile goals.
• Advise on research pieces to support sales.
• Lead group and individual meetings for professional development.
• Support sales presentations to client contacts.
• Evaluate seller performance and provide feedback.
• Collaborate with Local, Digital and National Managers on strategic goals.

Skills

Media sales management

Revenue generation

Pricing & inventory management

Team leadership

Client relationship building

Negotiation

Forecasting

New business development

Presentation skills

In-person collaboration

Job description

Hearst Televisionhas an exceptional opportunity for a dynamic Local Sales Managerin one of the fastest growingandmost beautiful markets in the country.Gulf Coast News, the NBC and ABC affiliates in Ft. Myers, FL, is lookingfora salesleader who can contribute to a positive cultureforsuccessthrough leadership,clear direction, teaching, motivating, and evaluating thesales efforts of our local team. You will leadthe team in exceeding budgets on multiple platforms andyourduties will includecoaching experiencedsellersand recruitingand trainingnewsellers. The idealcandidate will haveexperiencein pricing and inventory management and theability to develop and maximizerevenue opportunities within thelocal advertising community. Client engagement along with a strong desire to grow our team are top priorities. You will report to the Director of Sales.

At Hearst Television, you'll work for one of the nation's premier media companies, backed by trusted journalism, powerful brands and industry-leading digital capabilities. We invest in our people through professional development, career advancement and a culture built on collaboration and innovation.

Responsibilities

• With guidance fromtheDirector of Sales,set thetoneforthe localsalesdepartmentby providing direction and following mutually agreed upon sales goals and priorities
• Defineperformanceexpectationsand measure processes to ensureaccount executives' efforts and attentionlead to the achievementof those expectations
• Coach and develop Account Executives through consistent one-on-one coaching, planning and performance feedback.
• Develop relationshipswith our clients and important prospects through frequent visibility; this includes being active in the sales process, accompanying account executiveson sales calls and entertaining clients
• Helpforecastrevenuethroughouttheyeartoexceedquarterlyandannualforecasts
• Manage, alongside theDirectorofSales,Local Sales Manager,and NationalSales Manager,inventory and rates to maximize station revenue
• Manage,alongsidetheDigitalSalesManager,ourinternetandoveralldigitalsalesefforts toexceedrevenuegoals
• Exceedourdepartmental goalsforRevenue, Market Share,New Business,Internet,and Mobile
• Advise theResearchDirector onthecreationofresearchpiecesto helpwithoursales efforts
• Meet with thelocalsales team, including groupand individual meetings,toensuretheir professionaldevelopmentand success with shared goals
• Support localsellersinsales presentationstomultiplepointsofcontact within client/agencypersonnel
• Evaluatesellerperformanceandprovidefeedback
• Workin partnership withtheLocalSalesManager,Digital SalesManager and National Sales Manager to achieve shared and strategic goals

Requirements

• 3+yearsmediasalesmanagementexperience
• Producerevenueforusandourclients
• Analyze issues thoroughly to make decisions
• Create persuasive sales presentations
• Have a passion to build client relationships, internal and external
• Have a history of achieving budgets on multiple platforms
• You are an accomplished negotiator
• Have the creativity to develop targeted, customer-focused marketing solutions using multiple media products including television, digital assets, and multi-cast
• Have experience in new business development
• Have an excellent understanding of how to price and manage inventory
• Take ownership of local budgets and revenue goals and is constantly developing strategies to overachieve
• Have a passion to develop a successful team of media sales executives
• Valid driver's license and reliable automobile
• Related military experience will be considered
• In-person attendance is required

Values in Action

At Hearst Television we tell stories every day. Stories about people of all backgrounds, perspectives, and identities. That's why, behind the scenes, we believe in being an organization that fosters collaboration and open communication, ensuring that the content we create is authentic, accurate, and connected to the communities we serve.

Benefits

Hearst's benefit programs are modem, flexible and designed to focus on you. As a Hearst employee, you and your spouse or partner or dependents would have access to the following benefits.

• MedicalIDentalIVision
• 401(k)matching
• EmotionalWellnessSupport
• PaidTimeOff
• PaidParentalLeave
• LGBTQ+HealthServices
• Additional benefits to meet your and your family's needs