Digital Sales Manager

MediaNews Group•San Diego, CA

5d•Remote

About The Position

The Digital Sales Manager drives digital revenue through leadership and management of digital and business development personnel for The San Diego Union-Tribune. The role serves as a digital champion, partnering with senior leadership and sales representatives to provide product expertise, sales packaging advice, and general sales support across digital offerings. The manager works closely with the Senior Director of Advertising Sales to develop targeted sales strategies and revenue-generating solutions. The position combines independent and collaborative work to meet business objectives, resolve issues for internal and external partners, and perform personnel management functions in accordance with company policies. This is a remote position, but candidates must reside within a reasonable distance of the San Diego market.

Requirements

Bachelor’s degree with at least 5 years of sales experience, or an equivalent combination of education and experience.
Prior digital media or online advertising sales experience working with brands, agencies, direct advertisers, and affiliate partners.
Deep understanding of advertising markets and the digital media ecosystem, with a track record of driving revenue through strategic and consultative relationships.
Proven success prospecting, pitching, and closing advertising accounts.
Strong interest in and passion for digital, including a solid grasp of digital business models.
Excellent written and verbal presentation, negotiation, and communication skills.
Ability to work independently and collaboratively, with demonstrated self-direction.
Strong organizational, time-management, and problem-solving skills, attention to detail, and ability to work in a deadline-driven environment.
Ability to collaborate with and influence cross-functional peers.
Must reside within a reasonable distance of the San Diego market.
Must be willing to submit to and pass required pre-employment checks, including a background check and MVR.
Must possess and maintain a valid driver’s license and reliable transportation.

Nice To Haves

Experience managing a sales team.
Programmatic, search (SEM), and social campaign experience.
Enthusiasm for new challenges, continuous learning, and delivering exceptional customer service.

Responsibilities

Drive digital advertising revenue by retaining and growing existing advertiser revenue, prospecting new accounts, increasing sales call volume, driving RFP submissions, and ensuring proposals align with client needs.
Lead local sales teams in understanding and selling the complete San Diego Union-Tribune digital product suite.
Improve digital expertise across sales teams through joint sales calls and detailed training on new products and packages.
Protect current digital revenue streams while pitching and closing new business opportunities.
Develop long-term strategic and consultative relationships with internal sales teams and external clients.
Conduct sales meetings to share market research, competitive insights, strategic ideas, and industry trends.
Present strategic proposals, campaign concepts, and case studies, and negotiate and communicate solutions that address client needs.
Coordinate with Sales, Creative, Marketing, and Ad Ops on digital priorities and multi-platform campaigns.
Communicate sales program status, performance metrics, and milestones to the Director and internal stakeholders.
Train, coach, and mentor team members, ensuring direct reports carry out departmental initiatives in accordance with company policies.
Monitor team digital performance metrics, including sales pacing and pipeline, pending and new business, training needs, sales activities, team health, and campaign performance.
Resolve issues for internal and external partners and perform personnel management functions in accordance with company policies.