Local Sales Manager

Local Sales Manager

Imagine leading sales for two of the country’s most respected and listened to radio stations:  (WBAL AM and WIYY FM).  This is an opportunity to shape the future of a growing powerhouse.  Hearst Baltimore Radio is seeking a dynamic Local Sales Manager who is ready to elevate performance and drive success. We are looking for a sales leader who fosters a positive, winning culture through strong leadership, clear direction, teaching, motivation and ongoing evaluation of our local team.

The chosen candidate will guide the team to exceed budgets across multiple platforms while coaching and mentoring a talented group of sellers. This role requires someone highly organized, experienced in pricing and inventory management, and skilled at developing and maximizing revenue opportunities within the local advertising community. Client engagement is essential, and the ideal leader thrives in a fast paced environment, embraces multiple challenges at once, and demonstrates initiative by making confident decisions without daily oversight. Salary range is $155-170k plus a competitive bonus plan. 

Job Responsibilities: 

• With guidance from the Director of Sales, set the overall tone for the local sales department by providing exemplary leadership in accordance with mutually agreed upon sales goals and priorities
• Clearly define account executive performance expectations and measurement processes to assure account executives efforts and attention will lead to achievement of those expectations. 
• Conduct weekly one-on-one meetings and quarterly strategy meetings with each Account Executive. 
• Develop relationships with our clients and key prospects via frequent visibility.  This includes being active in the sales process, getting out on sales calls and entertaining clients.  
• Assist in accurately forecasting revenue throughout the year & exceed quarterly & annual forecasts. 
• Manage, alongside the Director of Sales and National Sales Manager, inventory and rates to maximize station revenue and achieve and exceed revenue goals. 
• Manage, alongside the Digital Sales Manager, to achieve and exceed digital revenue goals. 
• Meet and exceed departmental goals for Revenue, Market Share, New Business, Digital and Sports.  
• Advise the Research Director in creation of research pieces to assist in our sales efforts. 
• Communicate effectively with other Managers and Supervisors. 
• Perform other duties as assigned by management. 
• Teach our local radio sellers how to create multiplatform initiatives designed to “deliver audiences. “
• Help forge the integration of television and radio sellers as we shift from selling media to audiences, platform agnostic, in partnership with the Television Local Sales Manager. 

Requirements:

• Ideal candidate has a minimum of 3 years broadcast sales management experience.              
• A creative mind with proven ability to generate revenue for the company and advertisers           
• The ability to analyze issues thoroughly in order to make sound business decisions and solve problems effectively
• Ability to communicate effective and persuasive sales presentations
• Understands how to communicate effectively and build strong internal and external relationships. 
• Has a history of achieving budgets on multiple platforms. 
• Is a skilled negotiator and problem solver. 
• Has a passion to build and maintain strong client relationships. 
• Has the creativity to develop targeted, customer focused marketing solutions using multiple media products including radio and digital. 
• Has a track record of success in new business development. 
• Has an excellent understanding of how to price effectively and manage inventory. 
• Takes full ownership of local budgets and revenue goals and is constantly developing strategies to overachieve. 
• Takes pride in being extremely well-organized and always prepared. 
• Have strong verbal and written communication skills. 
• Is highly computer literate in all Microsoft Office products and ideally has experience with Wide Orbit and Matrix.            
• Military experience and training with above qualifications will be considered 

Diversity Statement

At Hearst Television, we tell stories every day. Stories about people of all cultures, backgrounds, perspectives, and identities. That's why, behind the scenes, we believe in being an organization as diverse and varied as the audience we reach, ensuring that the content we create is more compassionate, and more representative of the communities we serve.

Benefits

Hearst's benefit programs are modern, flexible and designed to focus on you. As a Hearst employee, you and your spouse or partner or dependents would have access to the following benefits.

• Medical | Dental | Vision
• 401(k) matching
• Emotional Wellness Support
• Paid Time Off
• Paid Parental Leave
• LGBTQ+ Health Services
• Additional benefits to meet your and your family's needs