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Director of Sales

Job Type: Director of Sales
Location: Detroit, MI
Contact Email:
Job Details:
Director of Sales
The Director of Sales plans, organizes, and implements sales programs for entire cluster. They develop and execute sales objectives and strategies, maintain budgets, forecasts and reports on local pricing trends. The Director of Sales oversees the development of programs and opportunities to maximize revenues, supervises sales managers (NSM, Local, General and Interactive Sales) and works closely with them to develop sales strategies for local and national clients. They also recruit, train and supervise account executives and works with them to set sales goals, develop client relationships and complete sales.

Duties and Responsibilities:
• Develop and execute the strategic plan for the cluster's local and national sales programs.
• Review revenue forecasting with Market Manager and Controller on a weekly basis.
• Create inventory pacing and yield management systems to achieve maximum revenue and coordinate with Traffic Manager regarding commercial placement.
• Develop rate policy and review at regular intervals in response to market trends.
• Develop yearly budget and regularly meet with Controller to review and update.
• Hire, train and coach Account Executives to provide financial results for the stations and their clients.
• Manage account lists, including working with the Controller and Finance Department on collections.
• Client support and development as needed and requested by the Account Executives.
• Negotiate client broadcast rates, commercial schedules and unit pricing.
• Actively involved in local business and community organizations to create community goodwill.
• Travel locally to meet with clients on regular basis; and occasional travel out of state to meet with Corporate staff and national reps.
• Supervises sales managers, traffic, sales assistant s, and the NTR and digital departments.

Minimum Applicant Qualifications Required:
• Strong Management Skills: Ability to leverage employees' strengths, and manage a variety of personalities and interpersonal conflicts.
• Experience and success in Radio Sales: Five to eight years’ experience in radio sales.
• Strategic Thinker and Planner: Ability to research, plan, prepare and execute the sales objectives.
• Computer and spreadsheet proficient
• Ability to create, maintain and improve client relationships.
• Advanced communications and presentation skills.
• Four year college degree preferred

Success Factors:
• Change Leadership: Actively intervenes to create and energize positive change. Leads by example.
• Excellent communication skills: Easily articulate vision through well-organized correspondence and proposals.
• Integrity: Remains consistent in terms of what one says and does, and in terms of behavior toward others.
• Judgment/Decision Making: Demonstrates logic, rationality, and objectivity in decision-making.
• Negotiation Skills: Achieves favorable outcomes in win/win negotiations.
• Persuasive: Ability to sell a "vision" and maintain credibility.
• Strategic Thinker: Anticipates what needs to be done and finds a way to get it done.
• Creative: Generates new approaches to problems and innovations to established procedures, operating within established guidelines and policies.
• Organization/Planning Skills: Ability to prioritize and work many projects at one time.
• Analysis Skills: Identifies significant problems and opportunities. Analyzes problems in depth.
• Customer Focus: Meet customer needs in ways that provide satisfaction and excellent results

No phone calls.
Submit rιsumιs to
Greater Media is an Equal Opportunity Employer
(Posted 7/15/2014)
Apply Online