Director of Sales

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Atlanta is a leading live, work, and play market – boasting a diverse, affluent, and young population that takes advantage of its top business environment, technology and higher education rankings, and status as an entertainment hub.

CMG currently operates in more than 30 media markets and reaches approximately 52 million Americans weekly, including more than 32 million TV viewers, more than 4 million print and online newspaper readers, and 18 million radio listeners.

Overall responsibility for the revenue of local, national, new business and digital for CMG Atlanta Radio. Strategic planning and tactical execution of the platform’s sales plans while reinforcing a positive work environment.

The DOS will report directly to the General Manager.

Primary Functions and Responsibilities
Participate in the annual budgeting process and be financially responsible for sales operating budget
Create and oversee sales plan for local, national and digital revenue to grow market share and maximize revenue for CMG’s Atlanta radio cluster
Augment revenue and minimize expenses through continued process optimization
Demonstrate thought leadership internally and externally
Monitor daily sales activity and forecast future revenue while keeping a pulse on the advertising market and making adjustments to the plan as needed
Recruit, train and develop staff using the partnership with CMG while providing a high-energy and positive work environment
Partner with other platform leaders to drive multi-platform selling
Make sales calls with sales staff and provide feedback as a tool of training and development
Drive new business, target and key account development on all platforms, including core, digital, mobile and unique sponsorships
Partner with programming and marketing to develop local saleable products and services
Oversee and support national sales with Katz Radio Group and CMG. Provide key selling tools to drive national sales revenue and share
Communicate clear expectations and hold account executives and sales leadership accountable
Mentor, train and grow sales managers. Create a leadership program for each sales manager by using the techniques of Talent Focused Management and CMG training resources
Oversee the day-to-day systems and procedures within the sales department. This includes monitoring sales activity reports, monitoring focused sales events/initiatives, leading sales meetings, sales department workflow and support; utilize sales industry tools and action plans by area and personnel
Maintain strong relationship with internal partners/departments to keep sales support moving in a positive direction while increasing productivity
Conduct weekly sales meetings as a forum to share information, motivate and train staff, and provide teambuilding opportunities
Set clear goals by sales person and communicate goals effectively
Track sales progress and change accordingly as needed
Lead by example—be a positive and professional role model with a sense of urgency
Responsible for inventory management and yield management pricing
Grow CMG ATL’s percentage of direct revenue to lessen dependence on ratings and agency/transactional business

Requirements:
Bachelor’s degree strongly preferred.
3-5 years General Sales Manager with multi-media sales experience and a proven track record of success.
Must be a strong strategic thinker with the ability to communicate that strategy to the team and lead the execution of the strategy
Must have strong verbal, writing, mathematical, and analytical skills.
Knowledge of Excel, Windows, PowerPoint and media software such as Wide Orbit and Nielsen ratings
General business experience and knowledge of related businesses.
Name: Caroline Bethune
Company:: Cox Media Group
Email: [email protected]
Office Phone:: (678) 782-1544
Title:: Recruiter
Address: 7000 Central Parkway #1300 Atlanta, GA 30328 United States

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