Sales Manager

• Develop and adapt short and long-term sales strategies to achieve revenue goals, improve client service, and respond to changes in the marketplace.
• Recruit, develop, train, and motivate salespeople; build a collaborative culture with clear expectations and individual accountability.
• Work alongside account managers to identify business needs and develop integrated marketing solutions.
• Collaborate with the sales management team on sales procedures, pricing and programs that maximize revenue.
• Help Account Managers Find, Renew and Grow revenue.
• Join Account Managers on in person and video meetings with clients and prospective clients.
• Provide regular coaching, constructive feedback, and training to improve prospecting, client discovery, presentations, closing, and account growth.
• Use CRM and sales reporting systems consistently to manage account assignments.
• Help Account Managers monitor budget performance and develop action plans when results fall short.
• Lead client meetings and major presentations; build meaningful relationships with key customers and support new-business development.
• Develop integrated marketing programs across our brands, connecting radio, digital, federal marketing and event capabilities to the client’s objectives and customer journey.
• Participate in weekly sales meetings by sharing relevant product, community, audience, and market information with the sales team.
• Identify and recruit talent to help grow the sales team.
• Partner with Sales Management team on budgets, account distribution, compensation plans, and rate, inventory, and yield management within assigned responsibilities.
• Coordinate with digital, creative, production, and client-service teams to support effective execution and strong client relationships.
• Work with the sales and finance teams to address collections and maintain account payment performance in line with company expectations.
• Perform other duties as assigned.

Qualifications:

• Minimum of six years of sales experience, including at least four years of sales management experience preferred.
• Experience with digital and/or federal marketing is preferred.
• Demonstrated success achieving revenue goals through a coordinated, organized, and effectively coached sales team.
• Ability to create a strong sales culture, earn trust, communicate clearly, delegate effectively, and hold people accountable.
• Proven ability to recruit, interview, train, coach, and motivate staff to reach their potential.
• Strategic thinking and the ability to translate business priorities into practical sales plans, measurable goals, and consistent follow-through.
• Experience developing client-focused, integrated marketing programs and applying digital and radio advertising capabilities to business objectives.
• Ability to use audience and marketing research in consultative selling and train others in its use.
• Strong client relationship, presentation, and collaboration skills; ability to establish positive working relationships with colleagues, vendors, and customers.
• Ability to use sales systems and reporting to evaluate progress, prioritize opportunities, and adjust strategies in a changing marketplace.
• Professional judgment and demeanor; ability to manage competing priorities, work collaboratively, and follow company policies and procedures.
• A valid driver’s license and good driving record, subject to verification; ability to travel to client and business locations and work the established schedule and additional hours as needed.
• PHYSICAL REQUIREMENTS
  • Ability to perform the essential functions of the role, including communicating with clients and colleagues, preparing and delivering presentations, and using a computer and standard office equipment. The Company may make reasonable accommodations to facilitate the ability to perform essential job functions.
• WORKING ENVIRONMENT
  • Professional, collaborative office environment, with travel to client meetings and other business locations as needed.
  • Sales managers are expected to be either in office and/or on sales calls 75% of the week.