Local Sales Manager

tegnainc; Seattle (WA); On-site; USD 200,000 - 245,000; Full time

Job summary

TEGNA Inc. in Seattle seeks a Local Sales Manager to lead a team of Account Executives and Account Managers, driving TV and digital opportunities across local markets. You will develop strategies, coach staff, and coordinate with national partners to maximize revenue and client satisfaction.

The role reports to the Director of Sales and offers a comprehensive benefits package along with a lucrative pay range for a senior sales leader.

Qualifications

• Minimum of 5 years of sales management experience.
• Track record of achieving or exceeding sales goals in broadcast TV and digital.
• Established leadership skills and ability to develop elite sales and customer service teams.
• Strategic thinker and disciplined executor for sports sales strategies.
• Ability to build inclusive and positive work culture.

Responsibilities

• Recruit, retain, and train sales talent for TV and digital products.
• Lead and develop a team of Account Executives/Managers and manage dotted-line reports.
• Coach staff with ride-along coaching and client meetings throughout the full sales process.
• Identify market potential through lead generation and qualification.
• Develop sales strategy to achieve revenue goals and monitor performance.

Skills

Sales management

Leadership

Strategic planning

Communication

Team coaching

Education

Bachelor's degree or equivalent

Tools

Excel

Word

PowerPoint

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.

KING 5 Media, the TEGNA-owned NBC affiliate in Seattle, WA, is seeking a Local Sales Manager. 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.

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 a 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.
• Collaborate with national sports sales organizations, including Playfly Sports, to coordinate national opportunities while balancing local seller priorities, inventory, and revenue goals.
• Demonstrate a strong understanding of large-scale sports sponsorships, including building budgets, developing go-to-market strategies, and balancing team and rights-holder relationships to maximize revenue opportunities.

Requirements

• Minimum of 5 years of sales management 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, inclusive of sports sales strategies.
• 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.

Pay Range

$200,000 - $245,000 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 exper