Director of Sales

Cumulus Media New Holdings Inc. • Modesto, CA

13d

About The Position

Cumulus Media | Modesto is seeking a Director of Sales to lead its sales organization and exceed local revenue goals using on-air, digital, and experiential assets. The role develops and implements strategic sales plans, with an emphasis on integrated campaigns spanning radio, audio, digital, live events, Sweet Deals, and NTR. The Director of Sales is expected to be a visible, accessible leader, foster a positive and collaborative environment, and help the team prospect, develop, and maintain new-business opportunities locally and beyond the home market.

The Director of Sales recruits, trains, coaches, manages, and develops sales talent; builds relationships with clients and community decision-makers; and supports the team in presentations, negotiations, planning, and customer service. The position also oversees sales operations, including CRM use, inventory, forecasting, pricing, approvals, budgets, expenses, and special-event sales. It works across departments to coordinate orders and promotions and generates revenue from a personal account list.

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 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 attitude toward sales, sales training and education, and client relations, with exceptional negotiation skills.
• Excellent presentation skills.
• Flexibility and creativity.
• Digital savvy.
• Ability to stay ahead of changes in the advertising landscape.

Nice To Haves

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

Responsibilities

• Develop and implement strategic sales plans to exceed market revenue goals, emphasizing integrated solution campaigns across radio, audio, digital, live events, Sweet Deals, and NTR.
• Be a visible and available leader to the sales team and community.
• Identify, recruit, train, coach, manage, and develop high-performance sales talent and build a successful team for continued top-line growth.
• Maintain ongoing recruiting efforts and a bench of three or more 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 for conversion 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 develop 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.

Benefits

• Medical, dental, and vision insurance coverage.
• 401K with company match.
• Paid vacation, sick, and holiday time off.
• Parental leave time off benefits.
• Life insurance.
• Disability insurance.
• Wellness benefits.
• Employee referral bonus program.
• Competitive pay.
• Focused, responsible, and collaborative work environment with the ability to ask “what if” and try innovative solutions.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed