Digital Sales Manager

Location Seattle, Washington Job Number 177913 Brand KIRO-TV

Description

The Digital Sales Manager’s responsibility is to identify and drive digital strategies in order to attain revenue and share goals through development of overall direction, product and service launches and training. The DSM reports to the General Sales Manager and will strategize and work collaboratively with the sales management, and the entire sales organization to successfully execute the digital and business development needs of the station. The ideal candidate will possess exceptional leadership, communication and project management skills. The primary objective is to meet or exceed digital revenue and share goals (monthly, quarterly, annually) through a team-based, consultative approach to sales.

The DSM is accountable for development, focus, and momentum of digital sales efforts and revenue generation. The position is responsible for all facets of digital product development, deployment and sales execution of new initiatives including pricing, inventory, ad delivery, online billing and digital metrics to measure effectiveness.  The DSM works in partnership with sales to identify clients’ digital marketing needs and integrate them into sales solutions. Solutions are multi-platform in nature, integrating the traditional television platform along with non-traditional, digital assets and new media platforms. Digital assets include across all screens, kirotv.com, seattleinsider.com, Live Streaming, SEO, SEM, Social Media.  

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

  • Attain digital revenue goals, monthly, quarterly and annually and grow CMG Seattle market share
  • Be the internal expert and resource for all things related to digital media
  • Influences, trains and motivates the development of the sales staff on growing our digital revenue and business development streams and introducing new products during sales meetings
  • Conducts individual coaching sessions and performs mid-year and annual reviews for all AE’s and direct reports
  • Accurately forecasts digital revenue for the station and the Seattle market in order to identify key strategies for increasing market share and product usage
  • Conducts weekly, monthly and quarterly sales reporting as needed
  • Sets monthly, quarterly and annual goals for the team and individual AE’s. Tracks performance and determines accountability measures.
  • Responsible for focus and momentum of digital media strategies, product mixes, sales efforts and revenue generation, working with sales managers, AE’s, Marketing, Research, News, Creative Services on ways to continually increase revenue and market share
  • Works closely with other Sales Managers and Department heads to integrate online sales options for our multi-platform client offerings
  • Coordinate sales efforts, develop multi-product marketing solutions and communicate changes in direction, products, expectations, processes and standards as they pertain to digital media
  • Drives sales, pricing, packaging and launch of new digital products
  • Responsible for inventory management control
  • Responsible for pricing strategy and presentation development
  • Partner with Research and Marketing to ensure that all Digital Media information is current and accurate
  • Analyze market trends and competitive initiatives
  • Continually tracts digital media metrics to ensure growth and the utilization of the full product set
  • Conducts continuous research on the latest industry trends, preliminary tests and consumer behavior analysis in order to develop new ideas for the Seattle market in order to generate further revenue
  • Develops strong relations with internal department heads and external customers including key relationships at local and national agencies as well as direct clients
  • Develops Digital Media sales materials to market appropriate services and opportunities to buyers of advertising at local, regional and national accounts for both Direct and Agency businesses

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Ability to prioritize and work in a results oriented, rapidly changing, dynamic and fast-paced environment that requires collaboration across multiple stakeholders and constituents
  • Proven track record of strong management and leadership ability
  • Demonstrated history of success in a goal-oriented, highly accountable environment
  • Must have strong interpersonal and relationship building skills with the ability to create solid business relationships and develop a sense of team with the AE’s and managers
  • Must be able to establish strong relationships within multiple departments and across the group
  • Extensive knowledge of digital sales processes, digital platforms, technical markets, pricing models, channels of distribution, technology trends, customer buying patterns and budgeting
  • Must have knowledge in local media advertising, competitive strategies, product marketing, product management and team management
  • Action-oriented, effective communicator with strong leadership and development skills
  • Confident personality and strong sense of urgency
  • Able to think strategically, act tactically and effectively manage multiple projects
  • Must be analytical, detail-oriented and possess strong project management, organizational, problem solving and time management skills
  • Must be a creative and innovative thinker
  • Must be highly proficient in Microsoft PowerPoint, Excel, and Outlook
  • Excellent written and oral communication skills

EDUCATION and/or EXPERIENCE:

  • 3+ years of sales management experience preferred
  • Proven track record of building, developing and training strong digital sales teams
  • Strong problem solving and communication skills
  • Bachelor’s degree (B.A) from four-year college or university in marketing, advertising, sales and/or broadcasting; and 2-3 years related experience and/or training; or equivalent combination of education and experience.
  • Must have or be willing to obtain a driver’s license.
  • Must have good working knowledge of broadcast television industry, internet and mobile media platforms, terminology, and analytics.

REASONING ABILITY:

  • Strong problem solving and analytical skills
  • Ability to work independently and as part of a team
  • Excellent presentation skills
  • Hard-working, integrity, relationship-builder with a winning attitude
  • Strong service and customer focus track record

PHYSICAL DEMANDS:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is regularly required to stand, walk, sit, and talk or hear.
  • The employee is occasionally required to reach with hands and arms and stoop, kneel, or crouch.
  • The employee must occasionally lift and/or move up to 10 pounds.
  • Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.

WORK ENVIRONMENT:The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee occasionally works in outside weather conditions (driving to and from clients/agencies).
  • Hours are irregular and often exceed a 40-hour week (preparation, travel and entertainment), based on business demand.
  • Hours may include evenings and weekends. 


COX-276


About Cox Media Group

Cox Media Group is an integrated broadcasting, publishing, direct marketing and digital media company. The company’s operations currently include 14 broadcast television stations and one local cable channel, more than 60 radio stations, six daily newspapers and more than a dozen non-daily publications; and more than 100 digital sites and services, like Rare.us, Clark.com, Dawg Nation, SEC Country, Hookem.com, and All22. Additionally, CMG operates the National Advertising Platform businesses of CoxReps - the country’s biggest television rep firm - Gamut, and Videa. CMG currently operates in more than 20 media markets and reaches approximately 52 million Americans weekly, including more than 31 million TV viewers, more than 3.5 million newspaper readers, and more than 14 million radio listeners. For more information about Cox Media Group, please check us out online at www.coxmediagroup.com.



Organization: Cox Media Group

Primary Location: US-WA-Seattle-2807 3rd Ave

Employee Status: Regular

Job Level: Manager

Shift: Day Job

Travel: Yes, 25 % of the Time

Schedule: Full-time

Unposting Date: Ongoing