Digital Sales Manager

MediaNews Group•San Diego, CA

2d•$174,000 - $194,000•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, working with senior leadership and sales representatives to provide product expertise, sales packaging advice, and support for digital offerings. In partnership with the Senior Director of Advertising Sales, the manager develops targeted strategies and solutions to grow revenue. The position works independently and collaboratively to meet business objectives, resolve issues for internal and external partners, and manage department personnel in accordance with company policies. This is a remote position, but candidates must live within a reasonable distance of the San Diego market. The position includes occasional work-related driving for assignments, in-person training, and meetings. The employee must transport themselves between sites as needed.

Requirements

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

Responsibilities

Retain and grow existing advertiser revenue, prospect new accounts, increase sales call volume, drive RFP submissions, and ensure proposals align with client needs.
Lead local sales teams in understanding and selling the complete San Diego Union-Tribune digital product suite.
Improve digital knowledge across sales teams through joint sales calls and training on new products and packages.
Protect current digital revenue and pursue and close new business opportunities.
Develop long-term strategic and consultative relationships with internal sales teams and external clients.
Conduct sales meetings covering market research, competitive insights, strategic ideas, and industry trends.
Present strategic proposals, campaign concepts, and case studies, using effective negotiation and communication to deliver client-focused solutions.
Collaborate 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 execute departmental initiatives in accordance with company policies.
Monitor team digital performance, including sales pacing, pipeline and business opportunities, training needs, sales activities, team health, and campaign performance.
Perform personnel management functions for department team members in accordance with company policies.