Director of Sales

Nexstar Inc., America’s largest local broadcasting company, is seeking an experienced, hardworking, and aggressive leader to serve as Director of Sales for the Grand Rapids-Kalamazoo-Battle Creek (DMA #43) market leading station group WOOD-TV (NBC), WOTV (ABC), WXSP-TV (MyNet), and The CW West Michigan (41.

2), as well as all digital, mobile, and social assets associated with woodtv.com and Nexstar Digital Media. The Director of Sales oversees all aspects of Local, National, Political, Digital video advertising sales and associated services, including staff management, inventory control, revenue goal setting, budgeting, and execution of strategic plans.

Working closely with the market VP / GM, the Director of Sales will be responsible and accountable for the achievement of all sales-related activities and goals.

The information below covers the role requirements, expected candidate experience, and accompanying qualifications.

Essential Duties & Responsibilities :

• Provide strong, positive leadership for the sales team and sales managers with a clear understanding of all audience platforms within our portfolio.
• Develop and execute sales strategies which result in exceeding revenue targets for Local, National, Digital and non-traditional products.
• Drive efforts of the sales team on new business development.
• Manage inventory, pricing, and sales department revenue and expense budgeting, competently utilizing forecasting tools and CRM software that provide clear forecasting reports updated weekly.
• Initiate smart, long-term decisions regarding hiring, evaluation, promotion, and retention of sales team professionals.
• Work closely with Sales Managers and VP / GM to develop creative, productive incentives for increasing sales performance.
• Plan and direct staffing, training, and performance evaluations to develop and perfect sales team operation.
• Develop strong business relationships with local companies and organizations through regular meetings and community involvement.
• Resolve customer concerns regarding sales and service in a professional manner.
• Direct the Accounts Receivable efforts of the Sales Department.
• Effectively collaborate with VP / GM, fellow department heads, sales department team members, and all company / station divisions.
• Perform 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.
• Minimum 5 years of experience in media sales management, with demonstrated success in leading a large team of sales professionals preferred.
• Valid driver’s license with an acceptable driving record.
• Full knowledge and understanding of FCC rules and regulations pertaining to sales procedures including political advertising requirements.
• Ability to work under strict deadlines with impeccable attention to detail.
• 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.
• Proficiency with WideOrbit, ComScore, Matrix, or similar CRM as well as Excel, Word and other various business and broadcast software programs.

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