Local Sales Manager, KTVH

KSHB / KMCI / The EW Scripps Company•Helena, MT

2d•Onsite

About The Position

KTVH is seeking a Local Sales Manager to lead a team of local sales Account Executives and grow station revenue through innovative, multi-platform advertising solutions. The role includes guiding clients toward relevant audiences across broadcast television, OTT video, SEO/SEM, social media, digital display and email targeting, while developing the station’s local business and future Scripps sales talent. The manager collaborates with the Director of Sales (DOS), other sales managers and departments to achieve station objectives. They organize and oversee the local sales team’s execution and performance, coach Account Executives in the Scripps Sales Process, develop sales strategies, and help train, motivate and advance team members. The position also involves negotiating ratings, rates and budgets; creating pricing and packages; forecasting revenue and managing expenses; overseeing accounts receivable and credit policies; coordinating airtime inventory with traffic personnel; and positioning the station against competing media. The position is based at KTVH in Helena, Montana. Some travel may be required. The job posting describes the city and surrounding area as offering access to cultural attractions and outdoor recreation.

Requirements

Generally, 7+ years of proven success in media sales.
Experience in agency and direct strategic account management, broadcast inventory, and digital/video capabilities.
Valid driver's license, good driving record, and ability to provide proof of insurance meeting the company's required insurance limits.
Proficiency with Microsoft Office, including Word, Excel and PowerPoint.
Working knowledge of Google Office tools, including Sheets, Docs and Slides, and virtual conferencing platforms such as Skype, WebEx, Zoom or MS Teams.
Ability to manage multiple tasks in a fast-paced environment.
May require some travel.

Nice To Haves

Bachelor's degree in business or a related field, or equivalent experience, preferred.
Aptitude for informal leadership and mentoring; fosters open dialogue, empowers others and addresses conflict promptly and directly.
Strong coaching and feedback skills.
Ability to motivate others toward team goals.
Ability to foster creative and innovative thinking.
Strong influencing, selling and upselling skills.
Effective teamwork and collaboration skills.
Very strong analysis and data interpretation skills, including helping others translate needs and research data into sound marketing proposals.
Exceptional verbal and written communication skills.
Outstanding presentation abilities in person and virtually, with small and large groups and at all levels.
Strong time management and organization skills.

Responsibilities

Collaborate with the DOS, other sales managers and departments to accomplish station objectives.
Organize, direct and manage the execution and performance of local sales Account Executives.
Negotiate ratings, rates and budgets.
Develop new business using station platforms, including broadcast, digital and mobile.
Develop working knowledge of the Scripps Sales Process (SSP) and coach Account Executives in the field.
Use SSP resources and tools to build effective sales strategies.
Work with the Director of Sales and Sales Managers to train, develop and motivate the local sales team toward revenue goals.
Foster team members’ career growth and development to prepare a pipeline of talent for future Scripps sales management openings.
Maintain positive working relationships with outside vendors.
Interface with traffic systems and personnel to manage airtime inventory efficiently.
Oversee accounts receivable and credit policies.
Develop and implement pricing and packaging that meet client and station needs.
Assess competing stations and other advertising mediums, and position the station accordingly.
Forecast sales revenue and manage department expenses to achieve financial goals.
Perform other duties as assigned.