Sales Manager

Cumulus Media New Holdings Inc. • Wilkes-Barre, PA

13d

About The Position

Cumulus Media is seeking a dynamic, self-motivated Sales Manager to lead local sales efforts in its Wilkes Barre–Scranton, Pennsylvania market. The role provides direction, training, and feedback to the sales team and supports account executives in prospecting, developing, and maintaining direct, new, and local agency business to help meet established sales goals. The manager is expected to embody Cumulus Media’s FORCE values: Focused, Responsible, Collaborative, and Empowered.

The Sales Manager develops revenue plans and sales programs, recruits and develops a high-performing sales team, manages inventory and sales administration, and builds relationships with clients and local business and community leaders. The role works across departments to ensure quality order placement and promotions, oversees special event sales and sales organization expenses, and contributes to budgeting, pricing, rate negotiations, forecasting, and revenue growth.

The posted annual pay is $100,000, with a performance-based bonus structure. Cumulus Media also offers professional growth opportunities, a collaborative work environment, recognition for performance, medical, dental, and vision coverage, a 401(k) with company match, and paid vacation and holidays.

Requirements

• 3–5 years of experience in media or digital sales.
• A proven track record of success in the radio industry.
• Proficiency in radio and digital sales, including quantitative and qualitative research, event development, and integrated sales across multiple platforms.
• Familiarity with CRM systems, budget procedures, daily sales accountability and recognition programs, inventory management, and collections procedures.
• Proficiency in Microsoft Office and social networking platforms.
• Highly developed training and coaching skills, including organization, delegation, interviewing, and motivating salespeople.
• High energy and an achievement-oriented attitude toward sales, sales training and education, and client relations.
• Excellent presentation skills.
• Flexibility and creativity.

Nice To Haves

• 1–3 years of sales management and mentoring experience.
• Bachelor’s degree in Business, Communications, Marketing, or a related field.

Responsibilities

• Develop and implement a sales plan to meet revenue goals, emphasizing customer-focused selling across direct, new direct, vertical categories, digital, NTR, station features, and major accounts.
• Identify, recruit, train, coach, manage, and develop sales talent to build a successful team and support continued revenue growth.
• Maintain an ongoing recruitment effort and a candidate bench of at least three people.
• Attend high-profile account presentations and provide coaching and leadership to the sales team.
• Hold regular one-on-one meetings with sales team members to assess pending business for conversion and document it in the CRM.
• Participate in and lead sales staff meetings and training sessions.
• Manage sales inventory.
• Manage administrative functions related to revenue forecasting, rates, pricing, and order approvals.
• Participate in business and community associations to develop relationships with local influencers and decision-makers.
• Develop and maintain client relationships by providing quality customer service.
• Lead communication with other departments to ensure quality service when placing orders and arranging promotions.
• Oversee special event sales.
• Provide managerial assistance with rate negotiations, sales plans, and budgeting.
• Develop creative, solution-oriented, customer-focused revenue programs and ancillary sales projects.
• Oversee and manage expenses for the Sales organization.

Benefits

• Competitive pay with a performance-based bonus structure.
• Professional growth and career path opportunities.
• Focused, responsible, and collaborative work environment with room to explore innovative solutions.
• Recognition and reward for outstanding performance.
• Medical, dental, and vision insurance coverage.
• 401(k) with company match.
• Paid vacation and holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed