Director of Sales

This is a unique opportunity to join a strong, seasoned and well positioned sales force, and a highly respected station, in one of the best cities in the Northeast. Our team is growing and we have a clear plan directionally where we want to be. This is a key opportunity to lead within an outstanding station, broadcasting company, and opportunity for career growth for the right candidate. Rhode Island borders the ocean, has great beaches, an amazing restaurant scene, good schools and hospitals and is a short distance from mountains and other major cities like New York and Boston. There is endless entertainment and outdoor adventures and the entire state feels like a community.

The Director of Sales oversees all aspects of the Sales Department, including staff management, advertising inventory, revenue goal setting/achievement, budgeting, community involvement, and managing and entertaining clients. The Director of Sales also works with a sales management team that oversees Digital, Local, and National Sales efforts. The Director of Sales is a department head and reports directly to the General Manager.

• Provides leadership for the Digital and Broadcast sales teams
• Ability to lay out a plan for the team and hold team accountable to those goals
• Has clear understanding of all Digital Marketing assets and tools and a passion to drive business in Digital
• Makes decisions regarding hiring, evaluation, promotion, and holding the team accountable
• Develops and executes sales strategies which result in exceeding revenue targets in Digital, Local, National, and New Local Direct revenue
• Drives new business development in Digital and in Linear
• Creates unique and customized media plans for high profile buyers leveraging Nexstar Digital’s full suite of products that can include but are not limited to: OTT, video, social, data, addressable
• Works directly with Digital Team to drive growth in Digital Advertising
• Manages inventory and revenue forecasting
• Builds and maintains business relationships in the community, is visible in the community
• Manages recruitment and development of talented sales professionals
• Prepares budgets and approves budget expenditures
• Resolves customer complaints regarding sales and service
• Plans and directs staffing, training, and performance evaluations to develop and control sales and service programs
• Determines inventory, pricing and drives demand and rates
• Creates and reviews operational records and reports to project sales and determine profitability
• Directs the Accounts Receivable efforts of the Sales Department
• Create value and position pieces based on ratings/CPM growth and trends
• Travel, entertain and train Digital, Local and National teams
• Performs other duties as assigned
  
  

Requirements & Skills:

• Bachelor’s degree in Marketing, Advertising or Mass Communications, or a related field, or an equivalent combination of education and work-related experience
• Excellent communication skills, both oral and written and must be a team player
• The desire to listen and learn from the team while also directing them
• Minimum 3 years’ experience managing and five years’ experience in media sales
• Experience guiding, directing and motivating subordinates, including setting performance standards and monitoring performance
• Experience establishing long-range objectives and specifying the strategies and actions to achieve them
• Ability to identify the developmental needs of others and to coach, mentor or otherwise help others to improve their knowledge or skills
• Strong Digital acumen and willingness to push this side of the business for growth
• Strong understanding of Media Math, Positioning of Market Share, RTG’s/CPMs, and building creative packages to overachieve revenue goals.
• Valid driver’s license with an acceptable driving record
• Proficiency with Microsoft Office suite, WideOrbit, ComScore, Matrix, or similar CRM as well as business and broadcast software programs.