Local Sales Manager

WFAA/KFAA, the TEGNA-owned ABC affiliate in Dallas, TX, is searching for a Local Sales Manager (LSM) to lead and develop a high-performing sales team while driving revenue growth across television, streaming and digital.

WFAA/KFAA offers an exciting opportunity to sell across one of the most diverse media portfolios in Dallas-Fort Worth. From WFAA's strong local news presence and WFAA+ streaming platform to KFAA's partnerships with the Dallas Mavericks and Dallas Wings, along with PREMION's connected TV solutions, our sales team has a wide range of opportunities to help local businesses grow.

The LSM will focus on growing market share, developing new business opportunities and coaching Account Executives and Account Managers to achieve their goals. This position reports to the Director of Sales.

Responsibilities:

• Recruit, retain and effectively train top sales and support talent on how to sell TV and TEGNA's portfolio of digital products.
• Lead and develop a team of Account Executives and Account Managers, creating a culture of accountability, collaboration and strong sales performance.
• Provide hands-on field coaching, including prospecting, client meetings, needs analysis, proposal development, presentations and closing business.
• Identify market potential through lead generation, prospecting and qualification, with a strong focus on growing local direct business.
• Develop sales strategies to ensure the team meets or exceeds revenue goals across broadcast, streaming, CTV and digital.
• Hold the team accountable for sales activity, pipeline development, new business growth and individual performance goals.
• Analyze client needs to develop integrated marketing solutions that deliver measurable results, while completing required business activity reports and forecasts.
• Develop strong relationships with local clients, agencies and community partners, manage key accounts with the team and ensure excellent customer service.
• Identify opportunities to grow revenue through sponsorships, sports partnerships, special projects and integrated marketing programs.
• Collaborate with the Director of Sales on forecasting, budgeting, pricing strategy and revenue planning.
• Review and adjust metrics to monitor sales performance, market share and emerging business opportunities.
  
  

Requirements:

• Minimum 5 years of successful broadcast TV sales and account engagement experience, including demonstrated sales leadership experience.
• Proven track record of achieving or exceeding sales goals in the broadcast TV industry, including linear TV, streaming, digital and OTT/CTV.
• Strong background in local direct business development, with previous success as an Account Executive preferred.
• Established leadership skills and demonstrated ability to recruit, coach and develop high-performing sales teams.
• Strong understanding of integrated marketing solutions, including digital advertising platforms, audience data and campaign performance.
• Strategic thinker and disciplined executor comfortable developing and making recommendations to senior management.
• Ability to build an inclusive, positive and accountable sales culture.
• Proficiency with Excel, Word, PowerPoint, WideOrbit Sales, Salesforce, WideOrbit Traffic, WideOrbit Analytics, Comscore, Matrix, Media Monitors and qualitative data.
• Ability to manage multiple tasks and projects effectively under deadline pressure.
• Strong attention to detail, problem-solving skills and accuracy.
• Strong presentation and communication skills with internal and external customers and partners.

This position is eligible for Companies Bonus Plan(s).