Director of Sales (Cox Media)

Job Description

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The Director of Sales manages the advertising sales function for Cox Media to drive revenue and increase market share. Develops and implements strategic plans to guide the sales departments to successfully attain revenue goals.

Leads, develops, and manages the local, national, and digital media sales staffs, and potentially inventory.

Responsibilities :

• Responsible for driving maximum revenue from all revenue categories including local, national, and regional, digital media, production, retail development, and promotions.
• Accountable for achieving revenue targets for the assigned market.
• Manages inventory and pricing to maximize revenue of all advertising products.
• Manages account lists and sales channels to maximize sales resources against market potential. Facilitates positive and productive relationships with other Cox Media departments.
• Accurately budgets and forecasts revenue goals by source.
• Recruits, selects, develops, and manages the performance of the sales team members.
• Coaches, develops, and motivates sales leaders to optimize revenue potential across all revenue streams and channels, manage their staff, and develop the talent on their teams.
• Responds to market changes and provides guidance and direction to ensure the sales team identifies opportunities to ensure revenue targets are achieved.
• Manages the sales team ensuring performance to budget and other performance standards including sustainability of sales methods and deliverables monthly.
• Oversees the utilization of sales resources to meet revenue goals and objectives.
• Recommends compensation for the entire sales team based on Company standards and pay for performance philosophy.
• Sets and communicates inventory, sales, and packaging strategies and direction to the sales team.
• Creates and develops new revenue streams to diversify the business.
• Develops and implements sales processes to provide for smooth and timely workflow throughout the sales department and interfaces with the fulfillment center.
• Ensures that sales tools and resources are properly aligned with client potential.
• Obtains, tracks, and reviews metrics to identify sales opportunities and create a sales strategy.
• Gathers competitive knowledge and develops ways to effectively sell against competitors.
• Maintains regular contact with key accounts and the national sales channel.

Qualifications :

• BS / BA and at least 10 years of experience in a related field (MS + 8 years, Ph.D. + 5 years or 14 years with no formal degree).
• 5 years of experience in a sales leadership role building and managing a high-performing sales team with at least 3 years in electronic media.
• B2B sales leadership experience with knowledge in both digital and linear ad sales.
• Knowledge of the local media market and local contacts.
• Knowledge and / or experience in business marketing.
• Working knowledge of Windows-based PCs, Microsoft Office.
• Excellent skills in learning continuously, building partnerships, high-impact communication, formal presentations, PC skills, written communication, devising new sales approaches and solutions, demonstrating business acumen, making sales operating decisions, motivating the sales organization, sales opportunity analysis, championing adaptability, and setting unit goals to work effectively with teams throughout the organization.

Exhibits strong partnership and collaborative skills; influencer.

Preferred Qualifications :

MBA or other advanced degree.

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