Director of Corporate Sponsorship at GBH in Springfield, Massachusetts

Job Description:

NEPM enriches people's lives through programs and services that educate, inspire, and entertain, fostering citizenship and culture, the joy of learning, and the power of diverse perspectives.

About Us 

At New England Public Media, we aspire to be the hometown station for western Massachusetts. NEPM’s mission is to enrich lives here through programming that nurtures community, civility, and curiosity. Our current programming is as compelling and diverse as the region we serve: public radio and TV services, a 24-7 classical channel, jazz shows, education programs, live events, podcasts and more.  

About the Role 

The Director of Corporate Sponsorship manages our sales operation and its team of talented account executives.  The Director will develop budgets, sales goals, compensation formulas, and long-term training plans for the sales team, and will track performance and market conditions to help guide future decisions. As a leader, the Director will support the team with regular feedback and coaching, strategize about clients and proposals, and join sales calls to help each representative reach their goals. This role reports to the President of NEPM. 

About You 

You are an accomplished leader in driving revenue growth and building strong relationships in the corporate sponsorship field. With a deep understanding of market dynamics, you excel in achieving personal and team revenue goals while fostering collaboration across departments. Your ability to provide strategic input on pricing and marketing strategies sets you apart. You thrive in a fast-paced environment, where you can mentor and motivate team members to excel. Your commitment to diversity, equity, and inclusion is evident in your leadership approach, and you are passionate about leveraging partnerships to advance the mission of NEPM. 

In your role, your regular duties will include: 

• Achieve personal and team revenue goals through sponsorship sales on all NEPM platforms. 




• Secure trade agreements as needed and provide input on market conditions for pricing strategies. 




• Develop compensation and budget goals in collaboration with the President to motivate and incentivize the sales team. 




• Manage and lead team meetings, offering guidance and support to drive revenue growth. 




• Collaborate with Marketing and the President to develop sales materials that support the sales effort. 




• Approve all sales orders for audio, video, print, web, and other NEPM platforms. 




• Provide leadership and vision to develop a long-term training plan to improve the team’s sales skills. 




• Foster relationships within agencies and clients to build multi-layered relationships with NEPM. 




• Accompany sales team on sales calls to guide, lead, assist, and manage efforts to increase revenue. 




• Support the sales team on cold calls to increase new business opportunities. 

• Collaborate with the President by providing insights on market conditions and demand to establish appropriate pricing across various NEPM platform elements. 




• Build a pipeline of potential new recruits for the sales team and ensure readiness for deployment as needed. 




• Enhance visibility within agencies and client circles to foster multi-layered relationships with NEPM. 




• Partner with Marketing and the President to create sales materials that support the sales effort effectively. 




• Oversee the approval of all sales orders for audio, video, print, web, and other NEPM platforms. 

SKILL SET 

• Must know how to execute sales strategies. 




• Must be able to create and present sales presentations. 




• Demonstrated excellence in written and verbal communication skills. 




• Persuasive and successful in closing sales. 




• Strong negotiation skills. 




• Creative problem solver and conceptual thinker 




• Proven ability to read, analyze, and present ratings data and qualitative information. 




• Must be a team player and be able to collaborate with others. 




• Must be organized, articulate, energetic, goal orientated and know how to work across department lines (Marketing, Content, Traffic, Development, Education, etc.) 




• Must be familiar with public media. 

EDUCATION AND EXPERIENCE 

Bachelor's degree in Marketing, Communications, Journalism, or equivalent work experience. Three to five years of frontline sales experience and at least two years of prior experience managing a small to mid-sized media sales team are required. 

JOB SPECIFICS 

Hybrid Role 

LOCATION

Springfield, MA

#LI-AMZ

NEPM is an equal opportunity employer. The community and audience we serve are diverse, and we wish to foster that diversity in our workplace. Toward that end, NEPM does not discriminate against individuals in hiring, employment, or promotion based on race, religion, color, sex/gender, gender identity and gender expression, age, marital status, national origin, sexual orientation, citizenship, disability, veteran or military status, political belief, pregnancy, genetic information, or any other characteristic protected by law. 

Application Process Assistance

NEPM will reasonably accommodate applicants with disabilities who need adjustments to participate in the application or interview process. To initiate an accommodation request, contact the Human Resource department by sending an email to human_resources@wgbh.org or by calling 617-300-2000.