Local Sales Manager - WFTV Orlando

Position Overview

WFTV-TV, in Orlando, FL seeks a talented, dynamic, proven Local Sales Manager to inspire and coach a top-performing sales team.  The Local Sales Manager is responsible for executing a sales strategy that delivers customer solutions through an integrated suite of media platforms – television, digital, OTT, and social, with an emphasis on new business development.

WFTV-TV’s ideal hire will have a proven history of growing revenue for both television and digital, developing a strong customer-centric sales culture and illustrating goal achievement as a professional value. Ability to strategize and work collaboratively with AE’s and the CMG Orlando Sales management team. The qualities that will distinguish candidates are:  Coaching management style, creative selling ideas, transactional negotiation expertise, development of new business, strong digital knowledge, motivational leadership qualities, a positive mindset and a professional persona.

Under the direction of the Director of Sales, the LSM leads a Local team of Account Executives (AE) for the WFTV-TV sales team.  The LSM must be organized, goal oriented and structured. This person must possess an entrepreneurial mindset, competitive spirit and exhibit passion for marketing sales, both broadcast and digital.

• Strong communication and negotiation tactics with local clients and agencies
• Effective inventory management and pricing strategies
• Solid Role Model leadership of the Local sales team
• Collaboration with sales leadership team, AE’s, other station departments and customers

The LSM position carries out supervisory responsibilities in accordance with the organization's policies and procedures. Responsibilities include interviewing, hiring, and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Essential Duties and Responsibilities

• Leadership and performance management coaching of sales team – AE’s and support staff
• Recruit hire and train AE’s to achieve revenue and share goals
• Recruit hire and train support staff to aid the Local sales team
• Set monthly, quarterly and annual goals for the team and individual AE’s. Track performance and determines accountability measures.
• Develop and monitor performance accountability systems
• Assist in accurately forecasting revenue – weekly, monthly and annually
• Meet and exceed revenue budgets and share goals including total station, new business, digital and station initiatives
• Develop strong client relationships through in-person meetings, sales presentations and client entertainment both in the market as well as periodic travel
• Schedule and conduct weekly sales meetings, one-on-one AE meetings, in-field sales call and additional training opportunities
• Maintain exceptional knowledge of the Orlando market to identify key strategies, emerging categories and new client prospects to increase overall station revenue
• Analyze market trends and competitive initiatives.
• Work in partnership with WFTV-TV Director of Sales & AE’s, Research, News, Creative Services on ways to continually increase revenue and market share.
• Knowledge of Excel & Power Point
• Perform other duties as assigned by management

Minimum Qualifications

• 3+ years of media sales management experience
• Proven track record of building, developing and training strong sales teams
• Strong problem solving and communication skills
• Bachelor’s degree (B.A.) from four-year college or university preferred
• Must have a valid driver's license and clean driving record