Director of Sales

Cumulus Media New Holdings Inc.•Reno, NV

About The Position

Cumulus Media is seeking a Director of Sales for its Reno, Nevada market. The role leads the local sales organization in exceeding revenue goals through integrated campaigns using radio, audio, digital, live events, Sweet Deals, and NTR. The Director of Sales develops a strategic sales plan, builds and coaches a high-performance team, cultivates new business, and maintains relationships with clients, local influencers, and decision-makers. The position also manages sales operations, inventory, forecasting, pricing, expenses, and coordination with other departments to ensure quality service.

Requirements

At least 5 years of experience in broadcast or digital sales.
Proven track record of success in the radio and/or digital industry.
Valid driver's license; regular travel to client meetings and business-related events is an essential job function.
Proficiency in radio and digital sales, including quantitative and qualitative research, event development, and multi-platform/integrated sales.
Familiarity with CRM systems, budget procedures, daily sales accountability and recognition programs, inventory management, and collections procedures.
Proficiency in Microsoft Office and social networking platforms.
Highly developed training and coaching skills, including organization, delegation, interviewing, and motivating salespeople.
High energy and an achievement-oriented approach to sales, sales training and education, and client relations; exceptional negotiation skills.
Excellent presentation skills.
Flexibility and creativity.
Digital savvy and ability to stay current in the evolving advertising landscape.

Nice To Haves

Sales management and mentoring experience.
Bachelor's degree in business, communications, marketing, or a related field.

Responsibilities

Develop and implement a strategic sales plan to exceed market revenue goals, emphasizing integrated solution campaigns across radio, audio, digital, live events, Sweet Deals, and NTR.
Serve as a visible and available leader to the sales team and community.
Identify, recruit, train, coach, manage, and develop sales talent; maintain an ongoing recruiting effort and a bench of at least three candidates.
Attend high-profile account presentations and provide coaching and leadership to the sales team.
Conduct weekly one-on-one meetings with sales team members to evaluate pending business and document it in the CRM.
Maximize and monitor CRM use to ensure the team has a blueprint for success.
Participate in and lead sales staff meetings and training sessions.
Manage inventory and reporting in Stratus/Wide Orbit.
Manage administrative functions related to revenue forecasting, rates, pricing, and order approvals.
Participate in business and community associations to build relationships with local influencers and decision-makers.
Develop client relationships by providing quality customer service.
Lead communication with other departments to ensure quality service when placing orders and coordinating promotions.
Oversee special event sales.
Provide managerial assistance with local and national rate negotiations, sales plans, and budgeting.
Develop creative, solution-oriented, customer-focused revenue programs and ancillary sales projects.
Oversee and manage Sales organization expenses.
Generate revenue from a personal account list.
Collaborate with all departments.