General Sales Manager

Civic Media•Hiawatha, IA

About The Position

The General Sales Manager (GSM) leads the daily sales operations of Cedar Basin Media’s Cedar Rapids/Waterloo market. Reporting to the Regional General Manager, the GSM is accountable for developing sales talent, establishing individual and department goals, managing sales activity and performance, and achieving approved revenue objectives across broadcast, digital, and other advertising platforms. The role creates a disciplined, supportive sales culture through coaching, prospecting, forecasting, account development, and coordination with programming, promotions, traffic, and other departments. The GSM leads and develops account executives and assigned sales personnel, establishes sales plans and budgets, drives revenue growth across approved categories, and oversees account strategies and customer service standards. The role also maintains accurate forecasts and sales records, coordinates advertiser solutions across departments, monitors market and competitive activity, and promotes ethical selling and compliance with company policies and applicable broadcast advertising requirements. The position reports to the Regional General Manager and may include additional related duties as assigned.

Requirements

Three or more years of successful media, advertising, or comparable business-to-business sales experience.
Demonstrated experience coaching, leading, or developing sales professionals.
Experience with revenue goals, forecasting, account planning, and new-business development.
Ability to travel locally for client meetings, coaching, and company activities; valid driver’s license where driving is required.
Demonstrated ability to recruit, coach, motivate, and hold a sales team accountable while maintaining a constructive, team-oriented culture.
Strong knowledge of consultative advertising sales, local business development, account management, and broadcast and digital revenue models.
Ability to create budgets, interpret revenue and pacing reports, manage a sales pipeline, and translate performance data into actionable plans.
Effective communication, presentation, negotiation, conflict-resolution, organizational, and time-management skills.
Proficiency with CRM, sales management, spreadsheet, presentation, and broadcast traffic/order systems; ability to learn company platforms.
Sound judgment, integrity, discretion with confidential information, and ability to work collaboratively across departments.
Ability to set clear priorities, manage multiple deadlines, and provide timely coaching and performance feedback.
Ability to analyze sales results, communicate expectations, and implement corrective action plans when appropriate.
Ability to establish effective working relationships with employees, clients, agencies, vendors, and community stakeholders.
Ability to communicate clearly in person, by telephone, and in writing and to present information to individuals and groups.
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.

Nice To Haves

Five or more years of radio, digital media, or integrated advertising sales experience.
Prior General Sales Manager, Local Sales Manager, Director of Sales, or comparable team leadership experience.
College degree in business, marketing, communications, or a related field, or equivalent experience.
Familiarity with Eastern Iowa advertising markets and local business community.
Knowledge of advertising standards and relevant FCC political advertising processes, or willingness to develop such knowledge with company guidance.

Responsibilities

Lead, coach, mentor, and evaluate account executives and assigned sales personnel through one-on-one meetings, field coaching, joint client calls, and performance reviews.
Recruit, interview, onboard, and train sales personnel in coordination with the Regional General Manager and Human Resources; establish development plans and succession readiness.
Establish and communicate measurable individual and department goals, activity standards, and new-business expectations; monitor progress and address performance gaps.
Develop and execute annual, quarterly, and monthly sales plans and approved revenue budgets; maintain forecasts, pacing reports, and sales pipeline reviews.
Drive sustainable growth in local direct, local agency, national, digital, sponsorship, events, and other approved revenue categories.
Build a consistent prospecting and new-business development process; coach needs analysis, proposal preparation, presentations, negotiation, closing, and client retention.
Oversee account assignments, category opportunities, key account strategies, and customer service standards; participate directly in significant client and agency relationships.
Guide pricing, inventory utilization, packaging, and sales promotions within approved company policies; coordinate with traffic and operations on order entry, fulfillment, and collections.
Ensure accurate and timely use of company CRM, sales reporting, order-entry, and forecasting systems; maintain complete sales records and pipeline visibility.
Coordinate with programming, digital, promotions, production, and station leadership to develop advertiser solutions and execute commitments.
Monitor market conditions, competitive activity, customer needs, and emerging advertising products; recommend growth opportunities and process improvements.
Promote ethical selling, accurate client representations, adherence to company policies, and applicable broadcast advertising requirements, including political advertising procedures in coordination with designated compliance personnel.
Represent Cedar Basin Media professionally with advertisers, agencies, business organizations, and community partners.
Provide regular performance updates, risks, and recommendations to the Regional General Manager; perform additional related duties as assigned.