General Sales Manager

Cumulus Media New Holdings Inc.•Dallas, TX

About The Position

Cumulus Media in Dallas–Fort Worth is seeking a dynamic, self-motivated General Sales Manager for its news-talk properties WBAP and KLIF, with limited assistance for KTCK all-sports. Reporting to the VP of Sales, the role leads and mentors account executives in prospecting, developing, and maintaining direct and new business, local agency business, digital sales, and key tentpole events to drive revenue in the fourth-largest radio market. The manager is expected to foster a positive, mentoring, performance-driven environment and help achieve revenue goals across the market.

Requirements

At least five years of experience in media sales; sales management and mentoring experience preferred, with a proven history of success in the radio industry.
Successful digital sales and sales leadership track record.
Proficiency in radio and digital sales, including quantitative and qualitative research, event development, and multiplatform/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 experienced salespeople.
High energy and an achievement-oriented attitude toward sales, sales training and education, and client relations.
Excellent presentation skills.
Flexible and creative.

Nice To Haves

Bachelor’s degree in Business, Communications, Marketing, or a related field.
Sales management and mentoring experience.

Responsibilities

Develop, implement, and drive a sales plan to meet station revenue goals, emphasizing customer-focused selling across direct and new direct business, vertical categories, digital, NTR, station features, and major accounts.
Drive revenue through live and local personalities and influencers, endorsements, and promotional programs.
Serve on the management team and assist the market in creating success across all six radio stations.
Identify, recruit, train, coach, and develop high-performance sales talent; manage experienced sellers and maintain a recruiting pipeline with three or more candidates.
Attend high-profile account presentations and provide coaching and leadership to the sales team.
Hold regular weekly one-on-one meetings with experienced sales representatives to evaluate pending business for conversion and record information in the CRM.
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.
Build client relationships by providing quality customer marketing solutions and service.
Oversee and drive revenue for tentpole promotions and events.
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.