Local Sales Manager, WEWS

Scripps Media, Inc.; Cleveland (OH); On-site; USD 165,000 - 180,000; Full time

Benefits offered by this job

Full medical, dental and vision

Retirement savings plan with company 1

Disability insurance

Life insurance

Employee assistance program

Job summary

Scripps Media, Inc. is seeking a senior sales leader to collaborate with the Director of Sales and managers to drive revenue across broadcast, digital, and mobile platforms.

You will guide a team of Account Executives, coach on the Scrips Sales Process, and develop new business while maintaining strong relationships with vendors and clients. The role emphasizes strategic leadership, accountability for ratings and budgets, and building a pipeline of talent for future sales management openings.

Qualifications

• Bachelor's degree in business or related field or equivalent experience preferred.
• 7+ years proven success in media sales.
• Valid driver's license, good driving record, and ability to provide proof of insurance with company required limits.

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 for the station utilizing all platforms including broadcast, digital and mobile.
• Coach Account Executives regarding SSP in the field and use SSP to build effective sales strategies.
• Forecast sales revenue and manage department expenses to meet financial goals.

Skills

Leadership

Coaching & mentoring

Negotiation

Analytical thinking

Time management

Presentation skills

Education

Bachelor's degree in business or related field

Job description

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:

Cleveland is a city that surprises - a place where world-class culture, passionate sports fandom, and a thriving food scene come together on the shores of Lake Erie. The Rock & Roll Hall of Fame, the Cleveland Museum of Art, and Playhouse Square (the largest performing arts center outside of New York City) give the city a cultural footprint that punches well above its weight. Cleveland's neighborhoods - from the electric energy of the Flats and East 4th Street to the eclectic charm of Tremont and Ohio City - each bring something unique, with independent restaurants, craft breweries, and local markets around every corner. Sports are a way of life here. Clevelanders bleed orange and brown for the NFL's Browns, cheer on the Guardians at Progressive Field, and pack Rocket Mortgage FieldHouse for Cavaliers basketball. Beyond the stadiums, the region offers beautiful outdoor escapes - from the winding trails of the Cuyahoga Valley National Park to the beaches and marinas along Lake Erie. With a cost of living well below most major metros and a genuine sense of community pride, Cleveland is a city that's easy to love and even easier to call home.

COMPENSATION RANGE:

Annual Salary: $165,000.00 - $180,000 Pursuant to state and local salary transparency laws, the salary range posted is specific to candidates who will perform this work in Ohio.

ADDITIONAL BENEFITS:

A career path to grow your professional experiences Full medical, dental and vision benefits, as well as certain other health and wellness benefits Retirement savings plan with company match Other key company benefits include disability accident insurance, hospital indemnity, critical illness, life insurance, AD&D, ID protection, pet discount program, and employee assistance program. More details about timing and conditions of benefits eligibility and other plan terms and conditions will be provided upon hire.

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 an environment where employees, our audiences and other stakeholders feel valued and inspired to 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.