Advertising Director

American City Business Journals•Sacramento, CA

About The Position

The Advertising Director/VP of Sales will be evaluated according to the standards set out below. The target standard defined for each duty is the expected level of performance.

Requirements

5+ years media sales management experience or 3+ years within sales at an ACBJ publication.
Proven track record of success driving revenue through the development of long-term strategic relationships.
Proficient with Microsoft Office Suite.
Proficient with CRM tools like Salesforce.

Nice To Haves

BA/BS degree preferred

Responsibilities

Meet, and strive to exceed, monthly and yearly quotas.
Manage a strategic planning process to achieve revenue budgets by product type and develop new revenue opportunities.
Execute and enforce ACBJ minimum activity levels (3-5 new business calls, 3-5 proposals, and 3-5 presentations weekly) to build a pipeline of business and closed revenue.
Ensure each member of the team is meeting activity levels and manage performance accordingly.
Participate in customer-facing sales calls on a regular basis.
Manage the sales pipeline and revenue forecasting process in Salesforce to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities.
Manage a team of three direct reports.
Provide each department member with two performance appraisals each year.
Provide sales staff with monthly training opportunities on sales techniques, products, approaches, and related topics.
Work with the sales team to clearly express the value proposition and benefits of ACBJ’s products and solutions, ensuring that recommendations address clear business needs for the client.
Consume content produced by ACBJ daily and stay informed of media industry trends, as well as trends affecting clients’ industries.
Monitor the sales team to ensure they remain up to date on product knowledge and market intelligence.
Recruit and interview continuously to develop a bench of qualified candidates for hire.
Utilize company-provided recruitment tools throughout the hiring process.
Ensure all new hires participate in a new hire orientation program using local and corporate resources.
Work cooperatively and collaboratively with colleagues and other department managers.
Work effectively with the national sales team and other ACBJ markets on multi-market buys.
Manage the team to ensure adherence to all ACBJ corporate sales policies and procedures.
Assist with any other tasks or projects assigned by the Publisher/Market President.