Director Of Sales - Wlio

Gray Media•Lima, OH

About The Position

WLIO, a Gray Media station in Lima, Ohio, is seeking an experienced, motivated, and strategic Director of Sales to lead its sales department and drive revenue growth across broadcast, digital, and emerging media platforms. Reporting directly to the General Manager, this role contributes to the station’s business strategy, financial performance, and continued growth in the Lima market. The Director of Sales will lead the sales operation and develop a high-performing team while building relationships with local businesses, agencies, regional advertisers, and community partners. The role calls for a hands-on sales leader who can grow existing business, develop new revenue opportunities, strengthen client partnerships, and deliver multi-platform marketing solutions with measurable results. The position also oversees sales strategy, budgets, forecasts, performance, sales operations, financial reporting, and compliance with company policies and applicable regulations.

Requirements

Five or more years of media sales and management experience preferred, including experience as a Director of Sales, Local Sales Manager, or in a comparable leadership position.
Strong understanding of broadcast television, digital media, advertising trends, and the evolving media landscape.
Demonstrated success developing sales strategies, growing revenue, generating new business, and achieving financial objectives.
Ability to recruit, hire, develop, motivate, and retain high-performing sales professionals.
Strong leadership skills, including emotional intelligence, conflict resolution, coaching, and team development.
Excellent written, verbal, presentation, negotiation, and interpersonal communication skills.
Strong strategic thinking, analytical, problem-solving, and decision-making abilities.
Ability to manage multiple priorities, meet deadlines, and adapt to changing business needs while maintaining a positive and professional presence.
Ability to build strong client relationships, influence business decisions, and develop long-term partnerships.
Strong financial acumen, including budgeting, revenue forecasting, expense management, and financial reporting.
Ability to work collaboratively with station leadership and other departments to achieve business objectives.
Familiarity with employment practices, personnel management, and applicable workplace compliance requirements.
Proficiency in Microsoft Office applications and business management systems, including CRM and enterprise reporting platforms.
Willingness and ability to become actively involved in the local community and represent WLIO as a business and community leader.
Valid driver’s license and an acceptable driving record consistent with company policy.

Nice To Haves

Bachelor’s degree in business, communications, marketing, or a related field preferred; equivalent professional experience may be considered.
Experience as a Director of Sales, Local Sales Manager, or in a comparable leadership position.

Responsibilities

Lead and manage the station’s multi-platform sales operation, focusing on broadcast, digital, and emerging-platform revenue.
Develop and execute strategic sales plans to achieve and exceed local, national, new-business, digital, and other revenue goals.
Identify new business opportunities, expand existing accounts, and develop creative marketing solutions that deliver measurable client results.
Establish sales goals, budgets, forecasts, and performance expectations aligned with WLIO’s brand and business strategy.
Recruit, hire, train, coach, develop, and retain a high-performing sales team.
Monitor sales activity, revenue pacing, and individual performance, and hold team members accountable for established goals.
Build and maintain relationships with advertisers, agencies, business owners, and community partners.
Integrate broadcast television, digital products, and emerging media into comprehensive advertising solutions.
Collaborate with the General Manager and department leaders to align sales initiatives with station priorities and identify growth opportunities.
Communicate revenue performance, opportunities, challenges, and business initiatives to the General Manager, sales team, and other departments.
Represent WLIO in the business community and participate in activities that strengthen the station’s visibility and relationships in the Lima market.
Maintain organized sales processes, effective inventory management, accurate forecasting, and consistent execution of sales policies and procedures.
Manage the sales department budget, monitor expenses, and provide accurate financial reporting and revenue projections.
Ensure the department complies with company policies, FCC regulations, EEO requirements, SOX guidelines, and applicable laws and regulations.
Foster a positive, collaborative, accountable sales culture that encourages creativity, innovation, teamwork, and results.
Perform other duties as assigned by the General Manager.