Vice President, Local Revenue and Client Growth - CMG Radio

Position Overview

Cox Media Group “CMG” has an exciting leadership opportunity for a progressive, experienced, best-in-class Sales leader to drive sustainable local revenue growth by defining and leading the strategy that enables the sales organization to build trusted, long-term partnerships with local businesses.

Reporting to the President, CMG Radio, this role focuses on strategic leadership, enablement, and performance discipline — ensuring our sales teams are equipped, aligned, and accountable to help clients grow and deliver consistent revenue results at scale.

The location for the position, in addition to Atlanta, includes any CMG Radio market located in Florida. 

Essential Duties and Responsibilities

Local Revenue Strategy & Growth Leadership

• Defines and leads the local revenue and client growth strategy across radio, digital, sponsorships, and events
• Establishes a clear sales process for advertiser acquisition, retention, and share-of-wallet growth
• Drives pacing discipline, forecasting accuracy, and performance transparency at the market level
• Drives CRM and sales technology/tool adoption across all markets
• Partners with leaders of National and Digital sales to deliver sustained revenue growth and unmatched client outcomes

Sales Enablement & Client Growth Frameworks

• Sets the strategy, standards, tools, and playbooks that enable sales teams to act as trusted growth partners
• Leads companywide strategy to grow local & controllable revenue by optimizing core, digital, and sponsorship assets
• Leads CMG Radio's annual sales planning strategy
• Champions outcome-based selling and client-first solution design
• Ensures consistency in account strategy, proposal quality, and value articulation across markets

Essential Duties and Responsibilities (continued)

Sales Leadership & Performance Management

• Leads, coaches, and develops market sales leaders
• Align goals, incentives, and behaviors to local revenue and client growth objectives
• Fosters a culture of accountability, collaboration, and continuous improvement
• Leads internal program to select and grow the next generation of media sellers

Market & Organizational Impact

• Partners with VP/GMs and cross-functional leaders to align revenue strategy with market priorities
• Partners with CMG Local Solutions to drive local core + digital revenue
• Translates the company mission into clear revenue growth expectations and execution models
• Represents the voice of local revenue in enterprise planning and performance reviews
• Lead sales training resources with internal and external partners (i.e., CSS, RAB, etc.)

Measures of Success

• Sustainable local revenue growth by optimizing core, digital, and sponsorship assets
• Growth in active local advertisers and client retention
• Pipeline health and forecast accuracy
• Adoption of standardized growth and enablement frameworks
• Sales leader effectiveness and team performance

Minimum Qualifications

• Deep understanding of media strategy, planning, and execution across digital, commerce, social, radio core, and local event media channels. 
• Proven experience in a client-facing, senior media leadership role, ideally in a fast-paced organization.
• Strong track record of organizing and leading, through influence, large, cross-functional teams to achieve strategic goals.
• Proven track record in media and Radio sales leadership.
• Exceptional leadership, negotiation, and interpersonal skills.
• Strong analytical and strategic planning skills.
• Proven track record of recruiting and developing sales leaders
• Experience with CRM and sales forecasting tools.
• Entrepreneurial self-starter with a deep sense of accountability, creativity, resourcefulness, and a passion for business and dissatisfaction with the status quo (always thinking of ways to improve and grow).
• Dynamic and inspiring leader who can drive a team to deliver top performance every day against assigned business goals and effectively engage and influence a variety of audiences.
• Requires travel up to 50%

Preferred Qualifications

• Bachelor’s degree or equivalent work experience.
• Proven track record driving optimal revenue performance, Core + Digital
• Well-versed in multiple sales methodologies and disciplines.