New Business and Sports Sales Manager - WSOC TV

Cox Media Group•Charlotte, NC

5d•Onsite

About The Position

WSOC-TV, a Cox Media Group local media brand, is hiring a New Business and Sports Sales Manager to lead new-client acquisition, grow sports sponsorship and advertising revenue, and accelerate growth across television, streaming, and digital marketing platforms. This is a player-coach role for a media sales leader who can build a disciplined new-business engine, expand digital and sports revenue, and develop a high-performing sales team. The manager will guide Account Executives through the full sales cycle, establish activity and pipeline expectations, strengthen digital and sports selling skills, package and sell sports programming, sponsorships, and events, and collaborate across the station and Cox Media Group to deliver integrated, measurable solutions for local and regional advertisers. The role leads sales strategy and team development, builds new-business and sports revenue, and supports integrated advertising solutions spanning broadcast, streaming, and digital channels. It works closely with News, Sports, Creative Services, Digital Operations, Traffic, and other teams to provide a seamless client experience and achieve revenue, retention, and market-share goals. The position is based in Charlotte, North Carolina.

Requirements

Five or more years of media, sports, or digital advertising sales experience, with a demonstrated record of acquiring new clients, growing digital revenue, and expanding existing accounts.
Experience leading, coaching, and developing sales professionals, including setting expectations, managing performance, and driving accountability.
Ability to build and execute new-business strategies, manage prospecting and sales pipelines, use CRM tools, forecast accurately, and deliver revenue results.
Working knowledge of linear television, CTV/OTT, streaming video, audience targeting, digital advertising, campaign measurement, and integrated marketing solutions.
Experience translating client objectives into multi-platform advertising solutions and using campaign results to drive optimization, renewals, upselling, and retention.
Experience selling sports programming, sponsorships, or event-based marketing, including developing packages and managing sponsor fulfillment.
Effective communication, presentation, negotiation, organizational, and relationship-management skills, including the ability to engage clients and support sellers on priority opportunities.
Ability to analyze audience, market, and campaign data and collaborate across Sales, News, Creative Services, Digital Operations, and Traffic.
Valid driver's license and clean driving record.
Proficiency with CRM platforms such as HubSpot to track prospecting activity, manage pipeline health, and support accurate forecasting.
Working knowledge of WideOrbit Media Sales and Traffic or comparable broadcast sales and traffic systems.
Proficiency with Microsoft Excel and PowerPoint.
Familiarity with advertising analytics, reporting, audience insights, and campaign management platforms.
Comfort using company-approved AI tools to support prospecting, planning, productivity, and campaign development.

Nice To Haves

Bachelor’s degree in business, marketing, communications, or a related field.
Prior sales leadership experience in a local broadcast, media, advertising, or digital sales organization.
Established relationships with sports teams, leagues, schools, venues, or sports marketing organizations in the Charlotte region.
Established relationships with local or regional advertisers, advertising agencies, or business decision-makers.

Responsibilities

Lead and develop Account Executives focused on new clients, digital growth, retention, and account expansion.
Build a high-performance sales culture grounded in prospecting, consultative selling, digital expertise, and accountability.
Set expectations for sales activity, pipeline coverage, conversion, forecasting, and revenue performance.
Coach sellers through one-on-ones, pipeline reviews, call preparation, field support, and deal strategy; support priority presentations, negotiations, and closes.
Execute a market-level new-business strategy focused on priority categories, target accounts, and prospecting campaigns.
Coach sellers to generate qualified opportunities through research, outreach, networking, referrals, and insight-led conversations.
Build relationships with businesses, agencies, and key decision-makers across the market.
Translate advertiser objectives into integrated strategies using WSOC-TV and Cox Media Group assets.
Lead sports sales strategy across sponsorships, programming, special events, and multi-platform sports packages.
Identify and develop new advertisers and categories for local, regional, high school, college, and professional sports opportunities.
Build integrated sports packages across broadcast, streaming, digital, social, and on-site activations.
Cultivate relationships with teams, leagues, schools, venues, and sports organizations to create revenue opportunities.
Manage sports inventory, pricing, and sponsor fulfillment to maximize revenue and deliver on client commitments.
Champion integrated advertising solutions across television, CTV/OTT, streaming, display, search, social, digital audio, email, and audience targeting.
Coach sellers on discovery, positioning, audience strategy, measurement, and outcome-based selling.
Ensure proposals are strategic, accurately priced, executable, and aligned with client objectives.
Use campaign results to optimize performance, demonstrate value, renew business, and uncover growth opportunities.
Partner with WSOC-TV News and Sports on sponsorships, content integrations, and community-focused revenue opportunities.
Work with Creative Services to develop differentiated advertising solutions and coordinate with Sales, Digital Operations, Traffic, and other teams to execute campaigns.
Create revenue opportunities around station initiatives, partnerships, special projects, and events.
Build lasting client relationships through strategic guidance, responsiveness, and service.
Use campaign results to develop renewal stories, case studies, and recommendations that support renewals, upsells, and cross-platform growth.
Achieve or exceed new-business, digital revenue, total revenue, client retention, market-share, sports revenue, and sponsorship goals.
Improve prospecting activity, pipeline coverage, conversion rates, average deal size, forecast accuracy, and digital revenue mix.
Analyze audience, market, and campaign data to support effective client solutions.