Director of Sales - Radio in Tulsa, OK at Cox Media Group

Date Posted: 9/18/2020

Job Snapshot

Job Summary

Cox Media Group (CMG) Tulsa is looking for a dynamic leader to lead our highly rated media properties. The Director of Sales is responsible for managing agency-style sales strategies of a multiple media portfolio through consultative selling. Leading a team of talented sales managers and account executives, the Director will create a culture of cross-station and cross-product selling including radio, digital, NTR events while working in conjunction with our television properties. The Director will develop strategies with a sharp customer focus and consistently deliver on revenue expectations and develop deep relationships with our clients. Responsible for the attainment of the revenue goals and must display entrepreneurial skills in creating new revenue opportunities.  It is also responsible for development and implementation of a strategic plan to guide the sales departments to successfully attain revenue goals. Performs related work as required. 

Supervisory Responsibilities:

Reporting to the Director of Sales are radio account executives and sales manager.

Principle Accountabilities:

  • The Director of Sales will be responsible for the development of cross-product sales strategies to reach expected revenue levels. Using creativity, business basics and customer knowledge, the Director will lead a team to develop customized solutions for new and existing customers.
  • Maximizes revenue from all revenue categories including local, national, NTR events and digital.
  • The Director will lead the digital sales efforts for their team. Using an integrated sales strategy, training and expectations will be developed by the Director and executed via the sales leadership team and account managers.
  • As part of managing overall performance, the Director will provide weekly, monthly, quarterly, and annual financial reports, including revenue projections, end of month performance summary by category, sales executive and strategy. Will also participate in annual budgeting and analysis.
  • Oversee optimization of inventory management for revenue maximization of spot time sales and sets product and program rates/packaging accordingly.
  • Manages account lists to maximize sales resources against market potential
  • Facilitates positive and productive relationships with other departments.
  • Acts as liaison between sales and the station Program Directors to ensure fluid communication.
  • Accurately budgets and forecasts revenue goals by source.
  • Trains, develops, and motivates sellers and managers to optimize revenue potential across all revenue streams.
  • Communicates inventory, sales and packaging strategies to sales managers.
  • Creates and develops new revenue streams as product and service opportunities present themselves.
  • Develops and implements sales processes to provide for smooth and timely workflow throughout the sales process including traffic, production, promotions, accounting and programming.
  • Identifies and eliminates barriers to the sales process between account manager and client.
  • Ensures sales tools are utilized to maximum advantage in the marketplace for positioning and sales cultivation.
  • May perform other related duties as required.



What we look for

  • Bachelor’s degree strongly preferred or equivalent work experience.
  • Minimum of three (5) years media sales management experience – preferably in broadcast or radio sales minimum of four (3) years media sales experience driving regional and national business.
  • Strong communication skills with mathematical, and analytical focus.
  • Must be able to work in a changing, high-pressure environment with strong time management and organizational skills.
  • Strong selling skills with a creative and positive attitude.
  • Knowledge of Excel, PowerPoint, Word, Wide Orbit, Media Monitors
  • Willingness and ability to join community and business organizations to enhance the image and recognition of Cox Media Group in the marketplace.

Equivalent combination of experience and/or education will be considered.


  • Aligning and Executing Sales Strategy: Establishing a plan to achieve the unit’s objectives, taking into consideration overall business and sales goals, market opportunities, past sales results, and available resources; reviewing progress and adjusting the plan as needed.
  • Driving Sales Execution: Vividly communicating a new sales approach or strategy in a way that helps others realize its value; encouraging others to share ideas to maximize the benefits of the change; addressing concerns constructively and using appropriate strategies to gain commitment to action.
  • Building the Sales Team: Attracting, developing and retaining talented individuals; evaluating key strengths and development needs for the team and providing learning opportunities that enable associates to realize their potential.
  • Customer Focus (Internal and External): Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.
  • Gaining Commitment: Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans; modifying one’s own behavior to accommodate tasks, situations, and individuals involved.
  • Innovation and Risk-Taking: Generating innovative solutions in work situations, trying different and novel ways to deal with work problems and opportunities
  • Building Partnerships: Identifying opportunities and taking action to build strategic relationships between one’s area and others areas, teams, departments, units, or organizations to help achieve business goals.
  • Communication: Clearly conveying information and ideas through a variety of media to individuals or groups in a manner that engages the audience and helps them understand and retain the message.
  • Project Management: Monitoring the results of delegations, assignments, or projects, considering the skills, knowledge, and experience of the assigned individual and the characteristics of the assignment or project.
  • Formal Presentation: Presenting ideas effectively to individuals or groups; delivering presentations suited to the characteristics and needs of the audience


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