Director of Underwriting Sales

This is a Full Time Job

Your Role:

The Director, Underwriting Sales manages and supports a group of Account Executives to achieve their budgets. The Director will develop and execute sales projections and plans, work with content managers and sales leaders to identify and create new underwriting opportunities for revenue growth, assist in creating marketing strategies, and develop and prepare departmental budgets. This leadership position will play a key role in our organization’s underwriting sales growth by building a culture that of consultative, solutions-based selling of partnerships that clearly demonstrate ROI to clients. The Director will champion adoption of new tools and practices (e.g. attribution, needs assessments, and strategic account planning) while building a high-performing team culture grounded in data, insights, and mission driven revenue growth. This position reports to the VP, Head of Sales & Underwriting, and will work across national and regional sales, including broadcast and digital. We're looking for a talented, proven sales leader to take on this exciting challenge.

Expected Compensation Range: $110,000 – 140,000 / annualized.  Exact rate will be determined by experience and education related to the role, organizational compensation structure, geographical location and internal equity.

Application Process: Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa currently.

Application Deadline: Open until filled.

Location: Hybrid, St. Paul, MN OR Remote U.S.A

Your Responsibilities:
• Lead team of professional Account Executives: hire, train and orient, provide on-going performance feedback and annual written reviews, ongoing coaching and support to achieve regional sales budgets, and create individualized development plans consistent with our organizational values.
• Serve as a change leader in the organization, supporting Account Executives in adopting modern tools (e.g. Magellan AI for attribution), systems (e.g. Adpoint OMS), and insight-driven sales techniques rooted in measurable business outcomes for our clients.
• Champion the use of data-informed selling practices including audience research, attribution, and consultative needs assessments to craft compelling, ROI-driven proposals that solve client’s business needs.
• Work cross-functionally with Audience Insights, Marketing, Ad Operations, and content leads to ensure go-to-market strategies are aligned with business priorities.
• Meet and exceed revenue budgets via national/news/classical/89.3 services/ outstate “Nets” stations/digital/events.
• Collaborate cross-functionally with marketing, product, and digital strategy teams to develop innovative, scalable multi-channel sponsorship opportunities across broadcast, digital, live events, and social media platforms.
• Guide Account Executives in developing and maintaining strategic account lists focused on long-term value, client retention, and new business development.
• Sell and service a book of business.
• Lead high-level agency and client strategy, cultivating senior relationships and aligning our solutions with client marketing objectives and demonstrating public media’s unique audience value.
• Apply audience data including qualitative and quantitative research.
• Collaborate with product, marketing, and content teams to co-develop scalable multi-channel sponsorship packages and branded content opportunities tailored to client goals.
• Develop a strategy for inventory management that capitalizes on avails and pricing for revenue growth.
• Foster a growth-oriented sales culture and build sales team capabilities to drive digital revenue growth, sustain broadcast revenue, align with core/prospect audiences, and adapt to evolving media opportunities.
• Be a strong ambassador for the mission and values of Minnesota Public Radio.

Required Education and Experience
• Bachelor’s degree or equivalent experience required.
• Minimum of 6 years’ experience in media sales including digital media.
• Minimum of 4 years’ experience in sales leadership, including staff management.
• Must demonstrate the experience and ability to inspire, develop, and lead a high performing team of sales professionals.
• Direct experience with a variety of sales technology and tools (e.g., Salesforce, Tapscan, Neilson, Profile and others as applicable), presentation technology, and MS Office.

Required Skills
, Knowledge and Abilities:
• Proven ability to lead teams through sales transformation initiatives-introducing new tools, workflows, and mindsets that elevate performance and deepen client impact.
• Strong understanding of data-informed media sales, including attribution, campaign optimization, and multi-platform content solutions.
• Proven track record of successful growth in media sales, packaging, and sales management; strong knowledge of local/regional/national advertisers.
• Demonstrated ability in successfully meeting/exceeding sales budgets.
• Experience in leveraging systems, data, tools, and technology to increase effectiveness and efficiency.
• Budget creation, management experience, and strong financial management skills.
• Strong strategic leadership and influencing capabilities; demonstrated high degree of professional initiative and accountability.
• Excellent interpersonal, organizational, communication and presentation skills; strong coordination and planning skills.
• Ability to work collaboratively with a wide variety of internal clients and staff, and a high degree of initiative and attention to detail.
• A familiarity with and specific interest in public media broadcasting, its programs, and audiences.
• Understanding of latest digital advertising trends, and solutions.

Reporting to This Position:
• 7 to 8 Regional Account Executives and 4 to 5 outstate “Nets” Accounts Executives
• Underwriting Sales Project Coordinator

Physical Demands and Working Conditions:
• Must be able to perform the essential duties of the position with or without reasonable accommodation.
• Physical Demands:
• Required to move about in an office environment and sit for extended periods of time.
• Required to move about in the community.
• Frequent use of hands for data entry/keystrokes and simple grasping.
• Working Conditions:
• Moderate noise level.
• Occasional exposure to prevalent weather conditions.

APMG offers a comprehensive benefits package including Medical plans with HSA and FSA options, Dental, Vision, Life and AD&D, Short-Term and Long-Term Disability, Paid Parental Leave and Paid Caregiver Leave after 1 year, Vacation (3 wks/per year, pro-rated, based on hours worked), Sick time (12 days, pro-rated, based on hours worked), Holiday Pay (10 holidays 2 floating holidays each year), Volunteer Time (8 hours per year), Long-Term Care and Critical Illness insurance options, Employee Assistance Program, 403(b) Retirement Plan, and more.

Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

We are committed to hiring a breadth of diverse professionals and encourage members of diverse groups to apply.