Director of Sales - TV in Memphis, TN at Cox Media Group

Date Posted: 11/30/2020

Job Snapshot

Job Summary

The Director of Sales is responsible for managing the sales strategies of a multiple media portfolio. Leading a team of sales managers and account executives, the Director will create a culture of cross-platform and cross-product selling including WHBQ TV, digital sub channels, OTT, multiple digital products, and NTR events. The DOS will develop strategies with a sharp customer focus and consistently deliver on revenue expectations with a focus on profitability. The DOS is also responsible for the attainment of the revenue goals and must display entrepreneurial skills in creating new linear and digital revenue opportunities.  He or she is also responsible for development and implementation of a strategic plan to guide the sales departments to successfully attain revenue goals. 

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • The Director of Sales will be responsible for the development of cross-product sales strategies and ad products to reach expected revenue levels while meeting market demands.  Using creativity, business basics and customer knowledge, the Director will lead a team to develop customized solutions for new and existing customers.
  • This position requires an innovative sales leader with a demonstrated ability to find creative solutions that meet the demands of advertisers.  This role also requires the ability to define and build an organizational structure to support the defined sales and revenue objectives.
  • Supervises the National Sales Manager, Local Sales Manager, Digital Sales Manager, the Traffic Manager and the Inventory Gatekeeper. Also included are the administrative responsibilities involved in the hiring, training, evaluation, and discipline of the personnel under these managers.
  • As part of managing overall performance, the DOS will work with the Sales Managers to develop motivational methods of achieving revenue goals. Responsible for providing weekly, monthly, quarterly, and annual financial reports, including revenue projections, end of month performance summary by category, and sales strategy.
  • Will also participate in annual revenue budgeting and analysis. Analyzing National and Local economic conditions to forecast the short- and long-term station revenue goals. Budget and forecast operational and expense budgets for all sub-departments, maintained on a monthly and annual basis.
  • Establishes the rate structure for the station to achieve the revenue goals as forecast.
  • Responsible for pricing and inventory control by maintaining a constant evaluation of all economic factors pertaining to the competition and to market conditions.
  • Manages account lists to maximize sales resources against market potential.
  • Creates and develops new revenue streams as product and service opportunities present themselves.
  • Ensures station is in full compliance of FCC rules and regulations.
  • Ensures station is compliant in keeping the Public File up to date, especially with respect to Political orders and documentation.
  • Ensures Political rate card is updated and kept current.
  • 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.
  • Facilitates and builds positive collaborative relationships between the Sales Departments and other FOX13 departments and divisions.
  • May perform other related duties as required.



What we look for

  • Bachelor’s degree strongly preferred or equivalent work experience.
  • Prior Sales management experience is required- preferably in broadcast TV sales as either a General, Local, and/or National Sales Manager. Minimum of five years preferred.
  • Proven track record in sales leadership, teamwork, and project management
  • Proven track record in sales negotiations for all broadcast mediums.
  • Proven presentation and public speaking skills required.
  • Proven verbal, writing, mathematical, reading and analytical skills.
  • Proven ability to calculate figures and amounts such as discounts, interest, and commissions.
  • Proven Knowledge of Excel, Windows and media software such as Wide Orbit, Kantar Miller Kaplan X-ray and Share Builders preferred.
  • A clear understanding of television programming, production, delivery and research.
  • General knowledge of technical aspects of television
  • The ideal candidate will have a positive attitude and a willingness to collaborate with others to perform the essential duties of the job.
  • Must be able to perform each essential duty satisfactorily.


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