Local Sales Manager

E.W. Scripps; Helena (MT); On-site; USD 70,000 - 110,000; Full time

Job summary

Scripps' KTVH in Helena, MT is seeking a Local Sales Manager to lead a high-performing account executive team across broadcast, digital, OTT and email solutions. You’ll drive revenue growth, coach the team, and implement SSP-based strategies.

You will collaborate with the Director of Sales and other departments to train, develop, and motivate the local sales team, while nurturing relationships with clients and vendors and forecasting revenue to meet station goals.

Qualifications

• Bachelor's degree in business or related field or equivalent experience preferred.
• Generally, 7+ years proven success in media sales.
• Experience in agency and direct strategic account management, broadcast inventory and digital/video capabilities required.

Responsibilities

• Collaborate with DOS and other sales managers to accomplish station objectives.
• Direct and manage the execution and performance of a team of local sales Account Executives.
• Negotiate ratings, rates and budgets.
• Develop new business across broadcast, digital and mobile platforms.
• Coach Account Executives regarding SSP in the field.
• Forecast sales revenue and manage department expenses to meet financial goals.

Skills

Sales leadership

Account management

Negotiation

Coaching

Education

Bachelor's degree in business or related field

Tools

Microsoft Office

Google Workspace

Video conferencing tools

Job description

Local Sales Manager, KTVH

Location: Helena, MT - KTVH/KXLH

Time Type: Full time

Job Description

Are you a proven media sales leader ready to inspire a high-performing team and make a measurable impact in your market? KTVH is looking for a Local Sales Manager who will champion the growth of local businesses through innovative, multi-platform advertising solutions. From broadcast television to Over The Top (OTT) video, SEO/SEM, social media, digital display and email targeting, you'll guide a talented team of Account Executives in connecting clients with the audiences that matter most — all while driving the station's revenue forward and developing the next generation of Scripps sales talent.

WHAT YOU'LL DO:

• Collaborate with DOS and other sales managers and departments to accomplish the objectives of the station.
• Organize, direct and manage the execution and performance of a team of local sales Account Executives.
• Negotiate ratings, rates and budgets.
• Develop new business for station utilizing and maximizing all station platforms including but not limited to broadcast, digital and mobile.
• Develop working knowledge of Scripps Sales Process (SSP) and coach Account Executives regarding SSP in the field.
• Utilize SSP, resources and tools provided to build effective sales strategies.
• Collaborate with the Director of Sales and Sales Managers to train, develop and motivate the local sales team so that revenue goals are achieved.
• Collaborate with the Director of Sales and Sales Managers to foster career growth and development of the local sales team so that a pipeline of talent for future Scripps sales management openings is ready.
• Maintain positive working relationships with outside vendors.
• Interface with traffic systems and personnel to ensure efficient management of airtime inventory.
• Oversee accounts receivable and credit policies.
• Develop and implement pricing and packaging to fill needs of both client and station.
• Know the strengths and weaknesses of the competing stations, other advertising mediums and position the station accordingly.
• Effectively forecast sales revenue and manage department expenses so that financial goals are achieved.
• Other duties as assigned.

WHAT YOU'LL NEED:

• Bachelor's degree in business or related field or equivalent experience preferred
• Generally, 7+ years proven success in media sales
• Experience in agency and direct strategic account management, broadcast inventory and digital/video capabilities required
• Valid driver's license, good driving record, and ability to provide proof of insurance with the company required insurance limits.

WHAT YOU'LL BRING:

• Demonstrated aptitude for informal leadership and mentoring; fosters open dialogue, empowers others, addresses conflict quickly and directly
• Strong coaching and feedback skills
• Strong ability to motivate others toward team goals
• Able to foster an environment that enables creative and innovative thinking
• Strong influencing, selling and upselling skills
• Effective teamwork and collaboration skills
• Very strong analysis and data interpretation - able to help others translate needs and research data into sound marketing proposals
• Exceptional verbal and written communication skills
• Outstanding presentation abilities (in person/virtual, small/large groups, all levels)
• Strong time management and organization skills
• Proficient with Microsoft Office (Word, Excel and PowerPoint)
• Working knowledge of Google Office (Sheets, Docs, Slides) and virtual conferencing platforms (E.g. Skype, WebEx, Zoom or MS Teams etc.)
• Proven ability to manage multiple tasks in a fast-paced environment
• May require some travel

WHERE YOU'LL LIVE, WORK, AND PLAY:

Live in the center of adventure. Helena is the capital of Montana and is centrally located near the continental divide and at the halfway point between two of America's premier national parks: Yellowstone and Glacier. The city's history lies in the search for gold in the west. Prospectors descended on Last Chance Gulch in the mid-180s and struck gold, transforming a small camp into a frontier town. You will find history across the city. Tour the quiet mansion district's leafed streets in the summer, walk the beautiful campus of Carroll College, or stop at the stately Capitol building to visit the summer farmer's market. If you want to stretch your legs a bit, hop on your mountain bike after work and hit one of Mount Helena's many trails. The Mount Helena city park encompasses an entire mountain and is just minutes from the television station and downtown. Helena is surrounded by the Lewis and Clark National Forest. The forest is home to some of the best hunting, fishing and outdoor recreation opportunities in the state. Blue ribbon trout fisheries that include the mighty Missouri River and the Little Blackfoot are less than an hour's drive from downtown. In the winter, there are ample trails for cross-country or downhill skiing at Great Divide, which is famous for being the first Montana ski hill to open and the last to close each season.Montana_Station_Location_Sections.md

SCRIPPS’ COMMITMENT TO A CULTURE THAT CREATES CONNECTION:

At Scripps, we are committed to a culture that reflects the audiences and communities we serve.We are intentional about creating anenvironmentwhereemployees, our audiences and other stakeholders feel valued and inspiredto reach their full potential and create connections. To successfully deliver on this commitment, we must understand and reflect the values and perspectives those around us embody. That process begins by looking inward to build and celebrate a respectful workplace where everyone feels a sense of belonging and connection. By continuing to cultivate an environment where all employees have a fair chance to succeed, are included, valued, and seen, we will strengthen the connections that drive positive business impact and align with our core purpose.

ABOUT SCRIPPS:

The E.W. Scripps Company (NASDAQ: SSP) is a diversified media company focused on creating connection. As one of the nation’s largest local TV broadcasters, Scripps serves communities with quality, objective local journalism and operates a portfolio of more than 60 stations in 40+ markets. Scripps reaches households across the U.S. with national news outlet Scripps News and popular entertainment brands ION, ION Plus, ION Mystery, Bounce, Grit and Laff. Scripps is the nation’s largest holder of broadcast spectrum. Scripps Sports serves professional and college sports leagues, conferences and teams with local market depth and national broadcast reach of up to 100% of TV households. Founded in 1878, Scripps is the steward of the Scripps National Spelling Bee and its longtime motto is: “Give light and the people will find their own way.”

As an equal employment opportunity employer, The E.W. Scripps Company and its affiliates do not discriminate in its employment decisions on the basis of race, sex, sexual orientation, transgender status, gender, color, religion, age, genetic information, medical condition, disability, marital status, citizenship or national origin, and military membership or veteran status, or on any other basis which would be in violation of any applicable federal, state or local law. Furthermore, the company will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in an undue hardship for the company.