General Sales Manager
KSWB Fox 5
San Diego, CAThis was removed by the employer on 5/13/2014 9:40:00 AM PST
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Full Time Job
NATURE AND SCOPE
Responsible for insuring that local and national sales efforts including the digital channels, web, mobile, events and NTR sales efforts result in achieving revenue plan for the year, fostering a positive, aggressive image of the station in the market, increasing revenue share each year and building and maintaining a winning sales department.
DUTIES AND RESPONSIBILITIES
1. Prepares annual sales revenue budget for the President/General Manager and VP/Station Manager, both for local and national sales.
2. Monitors daily, weekly and monthly sales performance for the station as well as the station's overall performance against the market.
3. Analyzes monthly performance data based on the Miller Kaplan report for both the station and the market. Identifies sales strengths and strategies for the station and its competitors.
4. Prepares a monthly sales report for the President/General Manager and VP/Station Manager.
5. Evaluates two local and one national sales manager's performance along with all AE's, web content manager, research director and support staff.
6. Monitors and controls sales inventory for the station as well as prepares a quarterly rate card for sales.
7. Responsible for motivating and successfully leading three sales managers, nine account executives, research director and the support staff to function as a winning team.
8. Oversees the performance of the national sale representatives, Telerep, and its interaction with the station's national accounts.
REQUIREMENTS
Ten to twelve years of rep or station sales experience combined with five years prior sales management experience. Requires an undergraduate degree in business, marketing, liberal arts or equivalent related experience. Excellent communication skills, both written and oral, are required. Strong managerial and supervisory skills are necessary. The incumbent must be analytical, creative, a good listener, aggressive, a skilled negotiator and possess excellent presentation skills to succeed in this position. Regular travel to Telerep offices required each quarter.
General Sales Manager
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COMPLEXITY
Careful judgement needed for hiring sales managers to lead sales efforts. Solid listening skills, excellent organizational ability, attention to detail in preparing revenue forecasts, analyses, etc. are all mandatory. Bottom line decision making required to achieve both operating and revenue goals.
IMPACT OF DECISIONS
Decisions made by the GSM directly impact the revenue success of the station as well as its external image to the advertising community.
WORK RELATIONSHIPS
GSM comes in contact with the VP/Station Manager on a daily basis to report and review sales performance each week. Also works with the Traffic Operations Manager and Program Director on a daily basis to insure inventory control and program sale availabilities and rating and estimates are line with revenue goals. Works closely with three sales managers and research director in directing sales effort for the station; daily contact with account executives as well. Contact with other departments at the station which provide staff support to the sales department. Outside contact with high level agency directors and buyers; syndicators also contacted on a regular basis. Direct contact with the local area business/retail leaders and owners.
SUPERVISORY RESPONSIBILITIES
Directly supervises two local sales managers, one national sales manager, research director and support staff.