Reports To: General Sales Manager
Nationally responsible for all sales activity for assigned representative firm’s National offices which includes but is not limited to setting pricing, negotiating and positioning the station competitively. The position will monitor and evaluate sales performance, assist in training and development of National Account Executives, participate in setting and is accountable for meeting financial goals. They will establish and maintain positive working relationships will all agencies and clients.
Locally responsible for a portion of the Local sales activity in the market which includes but is not limited to setting pricing, negotiating and positioning the station competitively. The position will monitor and evaluate sales performance of a portion of the Local Account Executives, assist in training and development of Local Account Executives, participate in setting and is accountable for meeting financial goals. They will establish and maintain positive working relationships with all agencies and clients. Lead the staff in the development of new business.
Accountable for meeting targeted financial budget and market share goals.
Monitors performance of both National and Local Account Executives through on-going evaluation of various areas including billing growth, share increase, client service and success at selling specials, digital channels and interactive assets.
Prepare and present sales presentations along side Account Executives.
Package available inventory and determine rates utilizing General Sales Manager direction and tools available to the position while factoring in current and future market conditions and the competitive environment.
Develop and maintain direct relationships with agencies and clients.
Lead staff in the development of new business.
Assist upper management in recreating and predicting the market for pricing and budget decisions.
Recruitment of Local Sales people when needed and provide coaching, counseling and discipline as required.
Supervise National and Local Sales Associates.
Undergraduate degree in Marketing or equivalent related experience. A minimum of five years experience in television advertising sales in a major market. Previous management experience preferred.
Requires analytical and technical skills to analyze markets and to creatively package, price and sell all available inventory. Requires knowledge of sales, research and agency operations to train, motivate, direct and evaluate the performance of subordinates and representative firm staff.
A mastery of Excel, PowerPoint and various industry specific programs is a must.
Effective oral and written communication skills to effectively communicate, negotiate and influence internal and external clients.
REVENUE / STAFF RESPOSIBILITIES:
Decisions on the maximization of station revenue through both National and Local business activity will have a major impact on station revenue and the overall operation of the station.
Works daily with WPHL Sales staff, Traffic department, Creative Services department and News department. Travel to all National offices on a regular basis to visit clients, agencies and sales staffs.
Directly supervise Local Account Executives, National and Local Sales Associates on a daily basis.
Equal Employment Opportunity