Local Sales Manager in Charlotte, NC at Cox Media Group

Date Posted: 3/23/2021

Job Snapshot

Job Summary

WSOC-TV, the Cox Media Group-owned ABC affiliate in Charlotte, NC seeks a talented, dynamic, proven Local Sales Manager to inspire and coach a top-performing sales team.  This is a great opportunity to live in one of the top 25 places in the country. The Local Sales Manager is responsible for executing a sales strategy that delivers customer solutions through an integrated suite of media platforms – television, digital, OTT, and social, with an emphasis on new business development.

KEY OBJECTIVES

WSOC-TV’s ideal hire will have a proven history of growing revenue for both television and digital, developing a strong customer-centric sales culture and illustrating goal achievement as a professional value. Ability to strategize and work collaboratively with AE’s and the CMG Charlotte Sales management team. The qualities that will distinguish candidates are:  Coaching management style, creative selling ideas, transactional negotiation expertise, development of new business, strong digital knowledge, motivational leadership qualities, a positive mindset and a professional persona.

SUMMARY

Under the direction of the Director of Sales, the LSM co-directs the Local – WSOC-TV sales team.  The LSM must be organized, goal oriented and structured. This person must possess an entrepreneurial mindset, competitive spirit and exhibit passion for marketing sales, both broadcast and digital.

  • Strong communication and negotiation tactics with local clients and agencies
  • Effective inventory management and pricing strategies
  • Solid Role Model leadership of the Local sales team
  • Collaboration with sales leadership team, AE’s, other station departments and customers

 ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Leadership and performance management coaching of sales team – AE’s and support staff
  • Recruit hire and train AE’s to achieve revenue and share goals
  • Recruit hire and train support staff to aid the Local sales team
  • Set monthly, quarterly and annual goals for the team and individual AE’s. Track performance and determines accountability measures.
  • Develop and monitor performance accountability systems
  • Assist in accurately forecasting revenue – weekly, monthly and annually
  • Meet and exceed revenue budgets and share goals including total station, new business, digital and station initiatives
  • Develop strong client relationships through in-person meetings, sales presentations and client entertainment both in the market as well as periodic travel
  • Schedule and conduct weekly sales meetings, one-on-one AE meetings, in-field sales call and additional training opportunities
  • Maintain exceptional knowledge of the Charlotte market to identify key strategies, emerging categories and new client prospects to increase overall station revenue
  • Analyze market trends and competitive initiatives.
  • Work in partnership with WSOC-TV Director of Sales & AE’s, WAXN Sales Management and AE’s, Research, News, Creative Services on ways to continually increase revenue and market share.
  • Knowledge of Excel & Power Point
  • Perform other duties as assigned by management

SUPERVISORY RESPONSIBILITIES

LSM position carries out supervisory responsibilities in accordance with the organization's policies and procedures. Responsibilities include interviewing, hiring, and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

 

 

What we look for

  • 3+ years of media sales management experience or 5+ years established television sales experience
  • Proven track record of building, developing and training strong sales teams
  • Strong problem solving and communication skills
  • Bachelor’s degree (B.A.) from four-year college or university

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