General Manager/ Sales Manager

Position Summary

The General Manager/Sales Manager (GM-SM) oversees all business, sales, and operational functions of American General Media's Santa Maria cluster. This includes leadership over programming, promotions, sales, traffic, engineering, and administration. The GM-SM is responsible for revenue performance, staff development, community presence, and maintaining compliance with company policies and FCC regulations.
 

In addition to managing the sales team, the GM–Sales Manager must carry their own active sales list and personally maintain a book of business. This includes prospecting, cold calling, client presentations, renewals, and meeting individual revenue goals.

Key Responsibilities

Leadership & Management

• Provide leadership and direction across all departments, ensuring a cohesive, high-performance culture.

• Support, coach, and evaluate staff performance with professionalism and accountability.

• Maintain compliance with FCC rules, EEO obligations, and company policies.

Sales & Revenue Development

• Direct the entire sales department, including Account Executives and digital sales personnel.

• Develop and meet/exceed revenue goals for radio, digital, NTR, and event-driven revenue.

• Conduct weekly sales meetings, individual AE coaching, and performance tracking.

• Assist in major account presentations and negotiations.

Manager Sales Book Requirement

• Carry and personally manage an active sales book.

• Prospect, cold call, conduct needs assessments, and maintain relationships with assigned clients.

• Meet or exceed individual monthly revenue goals.

• Present proposals, secure schedules, and oversee client campaigns.

• Track personal sales activity in the CRM system with accuracy.

• Serve as an example of best-in-class selling behavior for the team.

Community & Public Relations

• Represent AGM as a community leader and primary station ambassador.

• Attend key local events, nonprofit activities, chamber meetings, and client functions.

Operations Oversight

• Oversee Programming, Promotions, Traffic, Engineering, and Office operations.

• Ensure brand consistency, high-quality on-air sound, and strong promotional execution.

• Maintain facility, equipment, and studio operations.

Financial & Budget Management

• Manage annual budgets, forecasting, expenses, and aging reports.

• Approve pricing, trades, hires, and sales adjustments as needed.

Compliance & Risk Management

• Ensure adherence to FCC rules, public file requirements, contest rules, and underwriting guidelines.

• Collaborate with HR for employee documentation and personnel matters.

Qualifications:

• Bachelor's degree in business administration, Communications, Media Management, or a related field. Advanced degree preferred.
• Proven experience in radio management or a similar role with a track record of success.
• Strong leadership and team management skills.
• Excellent communication and interpersonal abilities.
• Solid understanding of radio programming, advertising, and sales.
• Familiarity with FCC regulations and compliance requirements.
• Ability to analyze data and make strategic decisions.
• Proficiency in budgeting and financial management.

Preferred Skills:

• Experience with digital media and online broadcasting.
• Knowledge of new media trends and technologies.
• Previous experience in a management role within a similar media environment.

Working Conditions:

• Full-time position with occasional evening and weekend hours.
• Fast-paced environment with the need to handle multiple tasks and priorities.

Equal Opportunity Employer:

American General Media is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.