Senior Sales Manager - Local Media & Digital

Civic Media; Hiawatha (IA); On-site; USD 90,000 - 120,000; Full time

Job summary

Cedar Basin Media, LLC, serving Eastern Iowa, seeks a General Sales Manager to oversee daily sales operations in the Cedar Rapids/Waterloo market. The GSM will coach a team, forecast revenue, and drive growth across broadcast, digital, and agency channels.

The role reports to the Regional GM and requires leadership, coaching, and a strong track record in media sales, budgeting, and strategic planning. Competitive compensation and local travel expected.

Qualifications

• Three or more years of successful media, advertising, or comparable business-to-business sales experience.
• Demonstrated experience coaching, leading, or developing sales professionals.
• Experience with revenue goals, forecasting, account planning, and new-business development.
• Ability to travel locally for client meetings, coaching, and company activities; valid driver’s license where driving is required.
• Five or more years of radio, digital media, or integrated advertising sales experience.
• Prior General Sales Manager, Local Sales Manager, Director of Sales, or comparable team leadership experience.
• College degree in business, marketing, communications, or related field, or equivalent experience.
• Familiarity with Eastern Iowa advertising markets and local business community.

Responsibilities

• Lead, coach, mentor, and evaluate account executives and assigned sales personnel; conduct regular one-on-one meetings, field coaching, joint client calls, and performance reviews.
• Recruit, interview, onboard, and train sales personnel in coordination with the Regional General Manager and Human Resources; establish development plans and succession readiness.
• Establish and communicate measurable individual/department sales goals, activity standards, new-business expectations, monitor progress and address performance gaps promptly.
• Develop and execute annual, quarterly, and monthly sales plans and approved revenue budgets; maintain accurate forecasts, pacing reports, and sales pipeline reviews.
• Drive sustainable growth in local direct, local agency, national, digital, sponsorship, events, and other approved revenue categories.
• Build a consistent prospecting and new-business development process; coach needs analysis, proposal preparation, presentations, negotiation, closing, and client retention.
• Oversee account assignments, category opportunities, key account strategies, and customer service standards; participate directly in significant client and agency relationships.
• Guide pricing, inventory utilization, packaging, and sales promotions within approved company policies; coordinate with traffic and operations to support accurate order entry, fulfillment, and collections.
• Ensure accurate and timely use of company CRM, sales reporting, order-entry, and forecasting systems; maintain complete sales records and pipeline visibility.
• Coordinate with programming, digital, promotions, production, and station leadership to develop effective advertiser solutions and execute commitments.
• Monitor market conditions, competitive activity, customer needs, and emerging advertising products; recommend growth opportunities and process improvements.
• Promote ethical selling, accurate representations to clients, adherence to company policies, and applicable broadcast advertising requirements, including political advertising procedures in coordination with designated compliance personnel.
• Represent Cedar Basin Media professionally with advertisers, agencies, business organizations, and community partners.
• Provide regular performance updates, risks, and recommendations to the Regional General Manager; perform additional related duties as assigned.

Skills

Team leadership

Consultative sales

Budgeting

CRM proficiency

Negotiation

FCC rules knowledge

Travel readiness

Leadership

Communication

Data interpretation

Education

Bachelor's degree

Tools

CRM software

Spreadsheets

Broadcast traffic

Order systems

Job description

Cedar Basin Media, LLC, serving Eastern Iowa, seeks a General Sales Manager to oversee daily sales operations in the Cedar Rapids/Waterloo market. The GSM will coach a team, forecast revenue, and drive growth across broadcast, digital, and agency channels.

The role reports to the Regional GM and requires leadership, coaching, and a strong track record in media sales, budgeting, and strategic planning. Competitive compensation and local travel expected.