Local Sales Manager, WXMI at The E.W. Scripps Company in Grand Rapids, Michigan

Job Description:

E.W. Scripps is seeking a qualified, dynamic, driven leader to join our market leading team. We are currently seeking a high-energy, multi-tasking Local Sales Manager to join our Sales team at WXMI in Grand Rapids.  The Local Sales Manager is responsible for leading and motivating the local sales team.

The Local Sales Manager works under the direction of the Director of Sales to maintain and grow existing business/relationships with our key accounts and lead a team in generating new business in both linear and digital sales. Identify and pursue ways to increase individual, client and company sales growth and retention in our full product portfolio. Professional with superior people skills, great attitude and work ethic and strong understanding of digital media. Is excited about the opportunity for developing relationships and acting as a strategic business partner for our customers.

WHAT YOU WILL DO

• Organize and direct a local sales team


• Negotiate agency business and local direct business in an organized and effective manner


• Build and maintain a positive working relationship with station personnel


• Negotiate ratings, rates and budgets


• Participate in the recruitment of sales and support personnel


• Aid in the building of client relationships, which may include networking outside normal business hours


• Training and efficiency on research and sales software


• Negotiate ratings, rates and budgets


• Develop new business for station utilizing and maximizing all station platforms including but not limited to broadcast, digital and mobile


• Lead local team in selling transactional accounts on all three platforms


• Maintain positive working relationships with outside vendors


• Assist the Director of Sales in training, development and motivation of local sales team


• Understand and interface with traffic systems & personnel to efficiently manage air time inventory


• Oversee accounts receivable and credit policies


• Develop and implement pricing and packaging to fill needs of both client and station


• Know the strengths and weaknesses of the competing stations, other advertising mediums and position the station accordingly


• Conduct regular sales training for local sales team


• Effectively forecast sales revenue and manage department expenses within budget


• Effectively develop and execute local digital sales strategy and revenue plan within plan requirements and in alignment with the overall digital strategy and that of our local media property.


• Guide local sales team and provide consistent sales training on specific areas of development for all representatives; develop team members consistent with the sales training, product knowledge, value proposition, competitive market intelligence, sales approach and goals of the organization.


• Work directly with the Account Executives. Responsibilities include:
  
  
  • Mentor, coach and develop business development for TV and online advertising sales skills
  
  
  • Recognize and reward employees for their accomplishments
  
  
  • Train new hires and TV and Digital offerings
  
  
  • Create revenue goals and sales plans
  
  
  • Exceed new business and Digital budgets
  
  
  
  


• Other duties as assigned


• Valid driver’s license and good driving record required (proof of insurance and liability coverage may be required)

WHAT YOU WILL NEED

• Advanced computer skills including Microsoft Office


• Proven ability to manage multiple tasks in a fast paced environment


• Advanced oral and written communication skills


• Minimum 3-5 years media sales experience, management experience strongly preferred

WHAT YOU WILL BRING

• Must have excellent listening skills.


• Ability to craft solutions quickly based on needs assessment.


• Demonstrated record of success in a goal oriented, highly accountable sales environment


• Excellent presentation, public speaking, interpersonal and communication skills.


• Must be able to work well under pressure of multiple deadlines and assignments.


• Must have a diligent work ethic and be dependable.


• The ability to read, analyze, and interpret sales demographics information to develop creative sales solutions.


• Must be able to use systematic thinking, the ability to persuade and exhibit effective closing skills.


• Ability to generate reports, business correspondence, and presentations.


• Strong communication skills and the capability to effectively respond to questions from managers, colleagues and customers.


• Must have the ability to calculate figures related to advertising rates, discounts, packages, ad sizes, commissions and mileage.


• Proficient use of Microsoft Office (Excel, Word, Outlook) and other software programs such as customer relations software.


• Valid driver’s license and good driving record required (proof of insurance and liability coverage may be required)

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ABOUT SCRIPPS:

The E.W. Scripps Company (NASDAQ: SSP) is a diversified media company focused on creating a better-informed world. As the nation’s fourth-largest local TV broadcaster, Scripps serves communities with quality, objective local journalism and operates a portfolio of 61 stations in 41 markets. Scripps’ national networks reach nearly every American through the news outlets Court TV and Newsy and popular entertainment brands ION, Bounce, Grit, Laff and Court TV Mystery. Scripps is the nation’s largest holder of broadcast spectrum. Scripps runs an award-winning investigative reporting newsroom in Washington, D.C., and is the longtime steward of the Scripps National Spelling Bee. Founded in 1878, Scripps has held for decades to the motto, “Give light and the people will find their own way.”

As an equal employment opportunity employer, The E.W. Scripps Company and its affiliates do not discriminate in its employment decisions on the basis of race, sex, sexual orientation, transgender status, gender, color, religion, age, genetic information, medical condition, disability, marital status, citizenship or national origin, and military membership or veteran status, or on any other basis which would be in violation of any applicable federal, state or local law. Furthermore, the company will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in an undue hardship for the company.