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Responsibilities
- Develop and adapt short and long-term sales strategies to achieve revenue goals, improve client service, and respond to marketplace changes.
- Recruit, develop, train, and motivate salespeople, fostering a collaborative culture with clear expectations and accountability.
- Collaborate with account managers to identify business needs and develop integrated marketing solutions.
- Partner with the sales management team on sales procedures, pricing, and programs to maximize revenue.
- Assist Account Managers in finding, renewing, and growing revenue.
- Join Account Managers in client and prospective client meetings, both in-person and via video conference.
- Provide regular coaching, constructive feedback, and training to enhance prospecting, client discovery, presentations, closing, and account growth.
- Utilize CRM and sales reporting systems consistently for account management.
- Support Account Managers in monitoring budget performance and developing action plans for underperformance.
- Lead client meetings and major presentations, building relationships with key customers and supporting new business development.
- Develop integrated marketing programs across brands, connecting radio, digital, federal marketing, and event capabilities to client objectives.
- Participate in weekly sales meetings by sharing relevant product, community, audience, and market information.
- Identify and recruit talent to expand the sales team.
- Partner with the Sales Management team on budgets, account distribution, compensation plans, and rate, inventory, and yield management.
- Coordinate with digital, creative, production, and client-service teams to ensure effective execution and strong client relationships.
- Collaborate with sales and finance teams to address collections and maintain account payment performance.
- Perform other duties as assigned.
Requirements
- Minimum of six years of sales experience.
- 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 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.
- 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.
- Ability to work the established schedule and additional hours as needed.
- 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.
- Company may make reasonable accommodations to facilitate the ability to perform essential job functions.
Skills
- Sales strategy development
- Team recruitment and development
- Sales training and coaching
- Client relationship management
- Integrated marketing program development
- Digital marketing
- Federal marketing
- Radio advertising
- Consultative selling
- Presentation skills
- Collaboration
- CRM systems
- Sales reporting
- Budget monitoring
- Collections management
- Talent recruitment
Work Type
- Office-based
- Sales calls
- Travel required
Experience Level
- Sales management experience
- Minimum six years of sales experience