LOCAL SALES MANAGER - KTIV

Gray Local Media, Inc; Sioux City (IA); On-site; USD 65,000 - 95,000; Full time

Job summary

KTIV-TV, part of Gray Media, in Sioux City, IA, seeks a results-driven Local Sales Manager to lead the local sales team toward broadcast and digital revenue goals. Responsibilities include new business development, client and agency relations, and pricing optimization.

The role requires 3–5+ years in media sales, proficiency with WideOrbit/Matrix, and strong negotiation and leadership skills to drive a high-performance sales culture.

Qualifications

• Experience: 3–5+ years of successful media sales experience (broadcast television and digital advertising).
• Technical Skills: Proficiency with broadcast traffic and CRM software (e.g., WideOrbit, Matrix) and media analytics tools.
• Skills: Strong negotiation, presentation, organizational, and communication skills; proven track record of developing new local direct business and leading high-performing teams.
• Education & Other: Bachelor's degree in marketing, communications, business, or related field; valid driver’s license.

Responsibilities

• Team Leadership & Development: Recruit, hire, train, and manage a team of Media Executives and support staff; conduct regular 1-on-1s and pipeline reviews to mentor sellers.
• Revenue Generation & Goal Attainment: Direct local sales across broadcast and digital channels to meet targets.
• Client & Agency Relations: Build relationships with local advertisers, direct accounts, and agencies; assist in pitches and negotiations.
• Forecasting & Inventory Management: Forecast revenue, manage rates and inventory Sellout with traffic/operations.
• Systems & Workflow Oversight: Use CRM and traffic tools to track activity and ensure contract accuracy.
• Interdepartmental Collaboration: Work with news, promotions, creative, and digital teams on cross-platform campaigns.

Skills

Negotiation

Presentation

Organization

Sales experience

Education

Bachelor's degree in marketing, communications, business, or related field

Tools

WideOrbit

Matrix

Job description

Today, we are a growing multimedia company headquartered in Atlanta, Georgia. We are the nation's largest owner of top-rated local television stations and digital assets serving 117 full-power television markets that collectively reach approximately 37% of US television households. The portfolio includes 80 markets with the top-rated television station and 100 markets with the first- and/or second-highest-rated television station in average all-day ratings across 116 of such markets that were measured by Nielsen in 2025. We also own the largest Telemundo Affiliate group with 46 markets and Gray Digital Media, a full-service digital agency offering national and local clients digital marketing strategies with the most advanced digital products and services. Our additional media properties include video production companies Raycom Sports, Tupelo Media Group, and PowerNation Studios, and studio production facilities Assembly Atlanta and Third Rail Studios.

About KTIV:

KTIV-TV, part of Gray Media, Inc. in Sioux City, IA, is looking for a results-driven Local Sales Manager who will lead, coach, and mentor the local sales team (Media Executives and Sales Assistants) to achieve and exceed broadcast and digital revenue goals. This role is responsible for driving new business development, fostering direct client and agency relationships, optimizing inventory and pricing, and building a high-performance, collaborative sales culture.

Job Summary/Description:

KTIV-TV, part of Gray Media, Inc. in Sioux City, IA, is looking for a results-driven Local Sales Manager who will lead, coach, and mentor the local sales team (Media Executives and Sales Assistants) to achieve and exceed broadcast and digital revenue goals. This role is responsible for driving new business development, fostering direct client and agency relationships, optimizing inventory and pricing, and building a high-performance, collaborative sales culture.

Duties/Responsibilities include, but are not limited to:

• Team Leadership & Development: Recruit, hire, train, and manage a team of Media Executives and support staff. Conduct regular 1-on-1s, ride-alongs, and pipeline reviews to mentor sellers on closing strategies, overcoming objections, and account growth.
• Revenue Generation & Goal Attainment: Direct local sales efforts across linear broadcast, digital (OTT/CTV, display, streaming, video, SEM/social), mobile, and event/station sponsorships to meet or exceed monthly, quarterly, and annual budget targets.
• Client & Agency Relations: Cultivate and maintain strong relationships with top local advertisers, direct accounts, and regional advertising agencies; assist team members in pitch presentations and high-stakes contract negotiations.
• Forecasting & Inventory Management: Accurately forecast local revenue and pacing; partner with station sales leadership (DOS/GSM) and traffic/operations to manage rates, inventory sellout, and packaging.
• Systems & Workflow Oversight: Utilize sales CRM, traffic, and research tools (e.g., WideOrbit, Matrix, Nielsen/Comscore) to track activity, ensure contract/order accuracy, and monitor aging and accounts receivable in compliance with company credit policies.
• Interdepartmental Collaboration: Work closely with news, marketing/promotions, creative services, and digital teams to design impactful cross-platform campaigns and ensure timely, high-quality execution.

Qualifications/Requirements:

• Experience: 3–5+ years of successful media sales experience (broadcast television and digital advertising). Have a thorough understanding of Digital Products: targeted video/display, search, social, and streaming.
• Technical Skills: Proficiency with broadcast traffic and CRM software (e.g., WideOrbit, Matrix) and media analytics tools.
• Skills: Strong negotiation, presentation, organizational, and communication skills; proven track record of developing new local direct business and leading high-performing teams.
• Education & Other: Bachelor’s degree in marketing, communications, business, or related field preferred; valid driver’s license with a good driving record.

KTIV-TV/Gray Media is a drug-free company

Additional Info:

Gray Media provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Gray Media complies with applicable state and local nondiscrimination laws in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Gray Media expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Gray’s employees to perform their job duties may result in discipline up to and including discharge.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.