Sr. Director of Sales, WXYZ

WXYZ, the Scripps owned station in Detroit, MI, is looking for a Sr. Director of Sales. The Sr. Director of Sales leads a sales management team to help local and national businesses realize growth opportunity by reaching customers through compelling multi-platform advertising solutions.

This full array of advertising solutions may include platforms like Over The Top (OTT) video, search strategies (SEO / SEM), social media strategies, digital display, and e-mail targeting, as well as broadcast television.

As a pioneer in broadcasting with a legacy dating back to 1948, WXYZ has a rich history of delivering impactful news coverage to the Detroit community.

Please read the information in this job post thoroughly to understand exactly what is expected of potential candidates.

WHAT YOU'LL DO :

• Collaborate with the General Manager and other Scripps managers to establish and accomplish the objectives of the station.
• Create sales budgets, project / forecast weekly station revenue so that annual revenue targets are achieved.
• Manage all broadcast and digital inventory, set and adjust station rates to maximize revenue.
• Manage the sale of advertising time to clients / agencies, involving local travel and national travel.
• Meet with clients, advertisers and community organizations to maintain high visibility in the market.
• Collaborate with other sales leaders to create best practices that optimize performance of team.
• Ensure sales managers and sellers utilize Scripps Sales Process (SSP) resources and tools provided to build effective sales strategies.
• Proactively create and manage enterprise or local station initiatives and new business projects.
• Collaborate with the Sales Managers to train, develop and motivate the local sales team so that revenue goals are achieved.
• Collaborate with the Sales Managers to foster career growth and development of the local sales team so that a pipeline of talent for future Scripps sales management openings is ready.
• Provide training and developmental coaching for the sales managers to include all aspects of local, national and general sales management.
• Effectively manage all personnel issues.
• Understand and interface with traffic system and personnel to efficiently manage airtime inventory. Approve all orders.
• Interface with station's national rep firm to set goals and objectives. Hold firm accountable for the achievement of all expectations.
• Establish local market value and position of the station through knowledge of the strengths and weaknesses of the competition.
• Maintain integrity in all business dealings.
• Other duties as assigned.

WHAT YOU'LL NEED :

• Bachelor’s degree in business or related field or equivalent experience preferred
• Generally, 10+ years proven success in media sales, including at least 3 years of management responsibility
• Inventory, pricing, political advertising / guidelines experience required
• Experience in agency and direct strategic account management, broadcast inventory and digital / video capabilities required
• Valid driver's license, good driving record, and ability to provide proof of insurance with the company required insurance limits
• Ability to travel

WHAT YOU'LL BRING :

• Strong analytical abilities; foresee potential pitfalls within a strategy while remaining positive about achieving the benefits
• Facilitative problem-solving abilities
• The desire for decision-making authority and the willingness to accept decision-making responsibility
• Strong initiative to tackle new and difficult challenges
• Effective in a variety of formal presentation settings both inside and outside the organization
• Proven and effective leadership skills; fosters open dialogue, empowers others, addresses conflict quickly and directly
• Strong coaching skills; able to provide feedback and developmental coaching with empathy
• Proven ability to remain calm under pressure while managing multiple tasks in a fast-paced environment
• Advanced oral and written communication skills
• Advanced computer skills including Microsoft Office and Zoom

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