Local Sales Manager

Hearst Television has an exceptional opportunity for a dynamic Local Sales Manager in one of the fastest growing and most beautiful markets in the country. Gulf Coast News, the NBC and ABC affiliates in Ft. Myers, FL, is looking for a sales leader who can contribute to a positive culture for success through leadership, clear direction, teaching, motivating, and evaluating the sales efforts of our local team. You will lead the team in exceeding budgets on multiple platforms and your duties will include coaching experienced sellers and recruiting and training new sellers. The ideal candidate will have experience in pricing and inventory management and the ability to develop and maximize revenue opportunities within the local advertising community. Client engagement along with a strong desire to grow our team are top priorities. You will report to the Director of Sales.

At Hearst Television, you'll work for one of the nation's premier media companies, backed by trusted journalism, powerful brands and industry-leading digital capabilities. We invest in our people through professional development, career advancement and a culture built on collaboration and innovation.

Responsibilities

• With guidance from the Director of Sales, set the tone for the local sales department by providing direction and following mutually agreed upon sales goals and priorities
• Define performance expectations and measure processes to ensure account executives' efforts and attention lead to the achievement of those expectations
• Coach and develop Account Executives through consistent one-on-one coaching, planning and performance feedback.
• Develop relationships with our clients and important prospects through frequent visibility; this includes being active in the sales process, accompanying account executives on sales calls and entertaining clients
• Help forecast revenue throughout the year to exceed quarterly and annual forecasts
• Manage, alongside the Director of Sales, Local Sales Manager, and National Sales Manager, inventory and rates to maximize station revenue
• Manage, alongside the Digital Sales Manager, our internet and overall digital sales efforts to exceed revenue goals
• Exceed our departmental goals for Revenue, Market Share, New Business, Internet, and Mobile
• Advise the Research Director on the creation of research pieces to help with our sales efforts
• Meet with the local sales team, including group and individual meetings, to ensure their professional development and success with shared goals
• Support local sellers in sales presentations to multiple points of contact within client/agency personnel
• Evaluate seller performance and provide feedback
• Work in partnership with the Local Sales Manager, Digital Sales Manager and National Sales Manager to achieve shared and strategic goals

Requirements

• 3+ years media sales management experience
• Produce revenue for us and our clients
• Analyze issues thoroughly to make decisions
• Create persuasive sales presentations
• Have a passion to build client relationships, internal and external
• Have a history of achieving budgets on multiple platforms
• You are an accomplished negotiator
• Have the creativity to develop targeted, customer-focused marketing solutions using multiple media products including television, digital assets, and multi-cast
• Have experience in new business development
• Have an excellent understanding of how to price and manage inventory
• Take ownership of local budgets and revenue goals and is constantly developing strategies to overachieve
• Have a passion to develop a successful team of media sales executives
• Valid driver's license and reliable automobile
• Related military experience will be considered
• In-person attendance is required