Local Sales Manager, WTKR

Scripps•Norfolk, VA

15d•Onsite

About The Position

Are you ready to lead a dynamic sales team and help local businesses thrive in the vibrant Hampton Roads market? WTKR, Norfolk's trusted CBS affiliate, is seeking an experienced Local Sales Manager who will drive revenue growth through innovative multi-platform advertising solutions. This leadership role is essential to our station's success, combining strategic vision with hands-on team development to maximize opportunities across broadcast television, OTT video, digital platforms, and beyond.

Requirements

Bachelor's degree in business or related field or equivalent experience preferred
Generally, 7+ years proven success in media sales
Experience in agency and direct strategic account management, broadcast inventory and digital/video capabilities required
Valid driver's license, good driving record, and ability to provide proof of insurance with the company required insurance limits.
Demonstrated aptitude for informal leadership and mentoring; fosters open dialogue, empowers others, addresses conflict quickly and directly
Strong coaching and feedback skills
Strong ability to motivate others toward team goals
Able to foster an environment that enables creative and innovative thinking
Strong influencing, selling and upselling skills
Effective teamwork and collaboration skills
Very strong analysis and data interpretation - able to help others translate needs and research data into sound marketing proposals
Exceptional verbal and written communication skills
Outstanding presentation abilities (in person/virtual, small/large groups, all levels)
Strong time management and organization skills
Proficient with Microsoft Office (Word, Excel and PowerPoint)
Working knowledge of Google Office (Sheets, Docs, Slides) and virtual conferencing platforms (E.g. Skype, WebEx, Zoom or MS Teams etc.)
Proven ability to manage multiple tasks in a fast-paced environment

Responsibilities

Collaborate with DOS and other sales managers and departments to accomplish the objectives of the station
Organize, direct and manage the execution and performance of a team of local sales Account Executives
Negotiate ratings, rates and budgets
Develop new business for station utilizing and maximizing all station platforms including but not limited to broadcast, digital and mobile
Develop working knowledge of Scripps Sales Process (SSP) and coach Account Executives regarding SSP in the field
Utilize SSP, resources and tools provided to build effective sales strategies
Collaborate with the Director of Sales and Sales Managers to train, develop and motivate the local sales team so that revenue goals are achieved
Collaborate with the Director of Sales and Sales Managers to foster career growth and development of the local sales team so that a pipeline of talent for future Scripps sales management openings is ready
Maintain positive working relationships with outside vendors
Interface with traffic systems and personnel to ensure efficient management of airtime inventory
Oversee accounts receivable and credit policies
Develop and implement pricing and packaging to fill needs of both client and station
Know the strengths and weaknesses of the competing stations, other advertising mediums and position the station accordingly
Effectively forecast sales revenue and manage department expenses so that financial goals are achieved
Other duties as assigned