Director of Sales
Director Of Sales
I. Job Summary | Major goals and objectives.
The Director of Sales (DOS) at CBS 5 and 3TV leads, motivates and develops the sales team in local and national sales efforts. The DOS leads sales efforts with a focus on core accounts, new business development, political, digital, non-traditional sales and sports. This position is responsible for leading inventory control and maintenance, as well as pricing. In addition, establishes and monitors progress on targeted accounts and corporate initiatives, oversees sales meetings and performance reviews; establishes and maintains excellent working relationships with advertisers. The DOS directs sales and marketing programs, both short and long range, targeted toward existing and new clients. The Director of Sales works as part of the station leadership team to promote good interdepartmental relations and to achieve station key priorities, maximizing revenue through all means possible, including customer relationship management. Establishes and achieves sales budgets through management and coordination of the Local Sales and National Regional Sales Managers. The DOS is responsible for all sales related financial functions including revenue and expense tracking, forecasting and reporting.
II. Essential Job Functions
Weight % Accountabilities, Actions and Expected Measurable Results
20% Develops and implements strategic sales and marketing plans and forecasts to achieve corporate objectives for products and services, including positioning, packaging, and pricing strategy for the highest possible long-term market share and acceptable profit/loss ratio in relation to preset corporate standards, industry trends, market forecasts, and economic trends.
15% Maintains excellent client relations. Meets with key clients. Assists sales representatives with maintaining relationships and negotiating and closing deals.
15% Strategizes and maintains the national sales process with Meredith Regional National Sales Directors.
Operates as part of the station leadership to promote interdepartmental communication and achieve departmental as well as station key priorities.
15% Analyzes performance against programs, quotes, and plans to determine effectiveness.
10% Ensures administrative processes are effective and efficient, e.g., make goods, schedule changes, credit and collections, inventory management.
10% Recruits and retains high performing sales staff through effective management, compensation planning, evaluations, training and engagement activities.
III. Minimum Qualifications and Job Requirements | All must be met to be considered.
Bachelor’s degree in Sales, Marketing or Business, or a related field, or equivalent training and/or experience.
Minimum of 7 years related experience with progressive managerial responsibilities. Experience in a top 35 market strongly preferred.
Specific Knowledge, Skills and Abilities:
Must possess advanced knowledge of TV ratings and research.
Keen eye and skill for formatting programming to maximize revenues.
Strong skills as it relates to inventory control and pricing.
Ability to create and maintain a positive culture for the department.
The ability to budget (expenses and revenue), accurately forecast the market and stations, and provide financial
reporting to GM, Regional Business Directors and Meredith Corporate.
Extensive knowledge and proven track record for internet sales and marketing.
Strong grasp of new technology and related opportunities, e.g. mobile applications and social media.
Excellent sales skills.
Excellent leadership skills.
Strong problem-solving skills.
Excellent verbal and written communication skills.
Must possess adaptable and effective negotiating skills.
Must possess strong computer skills.
Experience with Sales Management at a duopoly strongly preferred.
% Travel Required (Approximate): 10-15%