Sales Manager (Norfolk, VA)

Adams Outdoor; Norfolk (VA); On-site; USD 70,000 - 100,000; Full time

Job summary

Adams Outdoor Advertising in Norfolk, VA seeks an experienced Sales Manager to supervise front-line account executives and drive revenue growth across monthly and annual objectives. The role focuses on market assets, rate integrity, and strategic leadership to meet ambitious budgets.

You will recruit, train, and motivate a high-performing sales team, analyze market conditions, and align efforts with annual business plans to achieve strong results.

Qualifications

• Bachelor’s degree in Sales and Marketing or equivalent experience.
• Five years advertising or relevant sales experience.
• Previous supervisory experience preferred.

Responsibilities

• Provide front-line supervision to ensure Account Executives achieve monthly and annual sales objectives.
• Oversee and monitor account executives’ daily assignments to ensure productivity.
• Set rates and ensure adherence to rate structures in client proposals.
• Ensure AEs understand the marketplace, client profiles, and DMA growth potential.
• Conduct performance reviews and apply progressive discipline as needed with GM/HR.
• Develop and review quarterly and annual sales goals for Account Executives.
• Participate in mandated sales meetings and present relevant materials.

Skills

Communication skills

Leadership

Negotiation

Strategic planning

Education

Bachelor’s degree in Sales and Marketing or equivalent experience

Job description

JOB SUMMARY

Adams Outdoor Advertising (AOA), the 4th largest and largest private Outdoor Advertising firm in the U.S., is seeking an experienced Sales Manager to provide front line supervision to ensure individual account executives achieve assigned monthly and annual sales objectives and budgets as determined by market business plans. Further, the Sales Manager utilizes a market asset-based business strategy and focus as a means to achieve annual revenue growth objectives.

• Only qualified candidates with previous sales management leadership experience need apply*

ESSENTIAL FUNCTIONS OF POSITION INCLUDE

• Implements and ensures compliance with advertising sales objectives with the understanding that the SM core focus is on all facets of revenue growth over prior year and current year budget objectives.
• Oversees and monitors all areas of the account executives’ daily assignments.
• Functions as a business leader utilizing core leadership principles in recruiting, training, motivating and developing a group of account executives into a cohesive team in order to increase productivity and meet/exceed minimum sales expectations/requirements.
• Establish rates, which account for the inherent value of the market assets and ensure that AEs adhere to rate structures when presenting proposals to clients and prospects.
• Ensures account executives have a clear understanding of the marketplace including client profiles, competitive media, strategies, and DMA growth potential.
• Sets performance expectations up front and holds account executives accountable to those expectations continuously throughout the account executives’ tenure with the organization. Conducts performance reviews and takes appropriate progressive disciplinary action when needed in conjunction with the General Manager and Human Resources.
• Creates and reviews quarterly and annual sales goals for Account Executives.
• Serves as a positive role model and example to all employees under the Sales Managers charge by adhering to all Adams Outdoor Advertising company policies, procedures and guidelines.
• Assists the General Manager in the development of budgets.
• Conduct or actively participate in all mandated sales meeting through presentation of relevant materials and information.
• Embraces change within a business context as a positive force, which is essential in allowing Adams Outdoor Advertising to achieve exceptional financial/business results.
• Keeps engaged with the broader media advertising community within the market in order to continuously source and recruit for potential top flight talent to join the organization.

PREFERRED QUALIFICATIONS

• Bachelor’s degree in Sales and Marketing or equivalent experience. Five years advertising or relevant sales experience.
• Excellent written and verbal communication skills. Excellent organizational skills.
• Ability to motivate others and work under pressure. Ability to keep abreast of competitive conditions.
• Previous supervisory experience preferred.

ADAMS OUTDOOR ADVERTISING

• AOA, founded in 1983 by Steve Adams, is the 4th largest, and largest privately-held, Outdoor Advertising operator in the U.S.. AOA operates in the following 14markets: Ann Arbor/Kalamazoo/Lansing (MI), Beaufort/Charleston/Florence (SC), Charlotte/Winston-Salem (NC), Eastern Pennsylvania (PA), Madison (WI), Norfolk (VA), Ohio Valley (OH), Peoria and Champaign (IL).
• Searchlight Capital Partners, a leading global private investment firm, in partnership with British Columbia Investment Management Corporation, one of the largest asset managers in Canada, invested in AOA in 2021.

The above statements are intended to describe the general nature and level of work being performed by the people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of the job.