What are the responsibilities and job description for the Sales Representative position at CUMULUS MEDIA?
Company Description CUMULUS MEDIA is an audio-first media company that delivers premium content to a quarter billion people each month across broadcast, digital, and on-demand platforms. The company operates 400 owned-and-operated radio stations in 84 markets, offering high-quality local programming. Through Westwood One, the largest audio network in the United States, CUMULUS MEDIA distributes nationally syndicated sports, news, talk, and entertainment content from major brands such as the NFL, NCAA, the Masters, AP News, and more than 9,500 affiliated stations. The Cumulus Podcast Network provides a rapidly growing portfolio of original, smart, and entertaining podcasts. Advertisers benefit from personal connections, local impact, national reach, integrated digital marketing services, industry-leading research, and live event experiences.
Role Description The Sales Representative is a full-time, on-site role based in Chattanooga, TN, focused on generating advertising revenue across CUMULUS MEDIA’s radio, digital, and podcast platforms. This role involves prospecting and qualifying new business leads, managing an active sales pipeline, and building long-term relationships with local and regional advertisers. The Sales Representative will conduct needs assessments, develop customized marketing solutions, prepare and deliver sales presentations, and negotiate proposals that align client objectives with CUMULUS MEDIA’s offerings. Daily responsibilities include coordinating with programming, promotions, and digital teams to ensure successful campaign execution, monitoring performance, and providing clients with regular reports and optimization recommendations. The role also requires consistent use of CRM tools, accurate forecasting, and participation in station events and community activities to strengthen the brand and drive new opportunities.
Qualifications
Role Description The Sales Representative is a full-time, on-site role based in Chattanooga, TN, focused on generating advertising revenue across CUMULUS MEDIA’s radio, digital, and podcast platforms. This role involves prospecting and qualifying new business leads, managing an active sales pipeline, and building long-term relationships with local and regional advertisers. The Sales Representative will conduct needs assessments, develop customized marketing solutions, prepare and deliver sales presentations, and negotiate proposals that align client objectives with CUMULUS MEDIA’s offerings. Daily responsibilities include coordinating with programming, promotions, and digital teams to ensure successful campaign execution, monitoring performance, and providing clients with regular reports and optimization recommendations. The role also requires consistent use of CRM tools, accurate forecasting, and participation in station events and community activities to strengthen the brand and drive new opportunities.
Qualifications
- Candidates should possess strong sales and business development skills, including prospecting, pipeline management, negotiation, and closing capabilities.
- Candidates should possess client relationship skills, such as effective communication, consultative selling, account management, and customer service.
- Candidates should possess marketing and media knowledge, including familiarity with advertising concepts, digital marketing, audio and podcast platforms, and campaign strategy.
- Candidates should possess analytical and organizational skills, including the ability to interpret data, prepare proposals, manage time, and maintain accurate CRM and documentation.
- Candidates should possess presentation and collaboration skills, including comfort with public speaking, creating persuasive materials, and working cross-functionally with internal teams.
- Relevant qualifications include prior experience in media, advertising, or B2B sales; a track record of meeting or exceeding revenue goals; and proficiency with standard office and CRM software.
- A bachelor’s degree in Business, Marketing, Communications, or a related field is beneficial but not strictly required when combined with strong, demonstrated sales success.
- The role requires the ability to work on-site