Local Sales Manager, WEWS
About The Position
WEWS, The E.W. Scripps Company's ABC affiliate in Cleveland, Ohio, is seeking a driven and experienced Local Sales Manager to lead and develop a team of Account Executives and help local businesses grow through multi-platform advertising solutions. Available offerings include broadcast television, OTT video, SEO/SEM, social media, digital display, and email targeting. The manager works with station leaders and other departments to meet station objectives, achieve revenue and financial goals, and deliver effective advertising solutions for clients. The role includes managing local sales execution and performance, developing business across station platforms, coaching Account Executives on the Scripps Sales Process, and fostering team development and career growth. It also encompasses sales forecasting, pricing and packaging, inventory and receivables oversight, and maintaining relationships with vendors and clients. The position is based in Cleveland, Ohio, and may require some travel.
Requirements
- Bachelor's degree in business or a related field, or equivalent experience; preferred.
- Generally, 7 or more 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.
- Strong coaching and feedback skills.
- Strong ability to motivate others toward team goals.
- 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 or large groups and at all levels.
- Strong time management and organizational skills.
- 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.
- Proven ability to manage multiple tasks in a fast-paced environment.
Nice To Haves
- Demonstrated aptitude for informal leadership and mentoring, including fostering open dialogue, empowering others, and addressing conflict quickly and directly.
- Ability to foster an environment that enables creative and innovative thinking.
Responsibilities
- Collaborate with the Director of Sales, other sales managers, and departments to accomplish station objectives.
- 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 the station by using and maximizing station platforms, including broadcast, digital, and mobile.
- Develop working knowledge of the Scripps Sales Process (SSP) and coach Account Executives on SSP 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 so revenue goals are achieved.
- Foster local sales team career growth and development and 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 ensure efficient management of airtime inventory.
- Oversee accounts receivable and credit policies.
- Develop and implement pricing and packaging that meet client and station needs.
- Understand 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.
Benefits
- A career path to grow professional experiences.
- Full medical, dental, and vision benefits, as well as certain other health and wellness benefits.
- Retirement savings plan with company match.
- Disability accident insurance.
- Hospital indemnity insurance.
- Critical illness insurance.
- Life insurance.
- AD&D insurance.
- ID protection.
- Pet discount program.
- Employee assistance program.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
