Local Sales Manager

NAB Leadership Foundation; Norfolk (VA); On-site; USD 150,000 - 175,000; Full time

Job summary

TEGNA in the United States is seeking a Local Sales Manager to grow market share and create TV and digital business opportunities. You will lead and develop a team of Account Executives and Account Managers, coaching through the full sales cycle and strategic planning to hit revenue goals.

The role requires leadership capabilities, deep broadcast TV experience, and proficiency with Wide Orbit, Salesforce and analytics tools. Strong presentation and client-management skills are essential.

Qualifications

• 3-5 years of successful broadcast TV sales and account engagement experience.
• Track record of achieving or exceeding sales goals in broadcast TV, including digital, OTT.
• Established leadership skills and ability to develop elite sales teams.
• Strategic thinker with disciplined execution and senior management recommendations.
• Ability to build inclusive, positive work culture for the sales team.

Responsibilities

• Recruit, train and develop A Sales staff and support talent for TV and digital products.
• Lead and develop Account Executives, Account Managers and dotted line reports.
• Coach through ride-alongs, client meetings, proposals and full sales process.
• Identify market potential through lead generation and qualification.
• Develop team sales strategy to reach or exceed revenue goals.
• Analyze accounts to maximize marketing executions and forecasting.
• Build strong client relationships and ensure top-shelf service.
• Review metrics to monitor sales and market share changes.

Skills

Leadership

Strategic thinking

Communication

Coaching

Presentation

Team development

Excel

PowerPoint

Sales forecasting

Tools

Wide Orbit Sales

Salesforce

Wide Orbit Traffic

Wide Orbit Analytics

Comscore

Matrix

Media Monitors

Job description

About TEGNA

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 than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

The Local Sales Manager (LSM)

The Local Sales Manager (LSM) is responsible for growing market share and creating brand new TV/Digital business opportunities. The LSM manages and develops the Account Executives and Account Managers on the sales team and develops strategies to win over clients within the market. The LSM oversees performance and holds his team accountable for the achievement of their individual goals to achieve the collective objectives for both television and digital. This position reports to the Director of Sales.

Current driver’s license is required.

Responsibilities

• Recruit, retain and effectively train 'A' sales and support talent for your team on how to sell TV and TEGNA's large portfolio of digital products.
• Lead and develop a team of direct reports consisting of Account Executives, Account Managers and manage a handful of dotted line reports.
• Supports sales staff with ride along coaching, participating in client meetings, developing proposals and other aspects of the full sales process.
• Identify market potential through lead generation and qualification.
• Develop sales strategy for your team and everyone on the team to reach or exceed revenue goals for the station.
• Analyze each account to create and maximize ideal marketing executions for clients, and complete appropriate business activity reports and forecasts as required.
• Develop strong relationships with local clients, manage key local accounts with your team and ensure top-shelf service is provided to all accounts.
• Review and adjust metrics to monitor sales/market share changes.

Requirements

• 3-5 years of successful broadcast TV sales and account engagement experience.
• Track record of successfully achieving or exceeding sales goals in the broadcast TV industry within fast-changing, dynamic environments, spanning all the facets of marketing solutions from linear TV to digital, including OTT.
• Established leadership skills and demonstrated ability to develop teams with elite sales and customer service skills.
• Strategic thinker and disciplined executor comfortable developing and making recommendations to senior management.
• Possess the ability to build inclusive and positive work culture to foster success for the sales team.
• Proficiency with Excel, Word, Powerpoint, Wide Orbit Sales, Salesforce, Wide Orbit Traffic & Wide Orbit Analytics, Comscore, Matrix, Media Monitors, and qualitative data.
• Ability to handle multiple tasks and projects effectively under deadline pressure.
• Attention to detail and accuracy.
• Ability to effectively solve problems.
• Strong presenter and communicator with internal and external customers and partners.

This position is also eligible for the Company's bonus plan(s).

Pay Range

$150,000-$175,000 USD

Benefits

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 are proud 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 disabilities in accordance with applicable law. If you are in need of an accommodation in order to submit your application, please email [e-mail]