National/Regional Sales Manager

job posting:

WGN is seeking someone to act as Manager of National/Regional Sales for WGN TV working in conjunction with national representative offices with the responsibility to maximize all national or regional sales revenue ensuring all financial goals are being met while developing and maintaining relationships with clients. This person would work in conjunction with the other National/Regional Sales Manager and report directly to the Director of Sales. Participates in the development of a planning process that produces acceptable operating plans and budgets for the Department for submission to the Director of Sales. To provide an environment that supports the management philosophy of the organization and that provides leadership to employees in contributing to the success of the organization. Assures the periodic comparison of performance/results against established standards/objectives so that corrective actions are taken to ensure that total results are in line with total objectives. Assists the various national representative (rep) firms through on-going evaluation of various areas including revenue growth, share increases, success at selling specials, pre-and-post-sell efforts, and attention to buyers’ and Stations’ needs. Develops sales goals and strategies to effectively meet those goals. Assists rep firms in preparing sales presentations of major events and specials by gathering data from various station sources and overseeing preparation and presentation. Packages available airtime, decides rates to be charged using Station’s commercial rate card as a guide and sell to national buyers. Develops and maintains direct relationship with agencies and clients to promote the Station. Supervises national sales assistant and assists in the training and developing of Station and rep firm sales personnel. Decisions directly affect the station’s ability to meet the station’s revenue and market share goals and impact the station’s image in the advertising community. Works on a day to day basis with station sales staff as well as national representative sales staff and management; has frequent telephone contact with sales reps, agencies and clients; and visits rep firm offices on a regular basis. Wide Orbit knowledge a plus. Requires bachelor’s degree in advertising or marketing or equivalent related experience. Requires analytical and technical skills to analyze the markets, package, price, and sell available airtime. Must demonstrate knowledge of sales, research and agency operations to train, motivate, direct and evaluate the performance of staff and rep firm. Requires a thorough knowledge of the ratings strategies of each station and competing rep firms in the national market. Must demonstrate effective negotiation, oral and written communication skills to communicate with and influence internal and external contacts. Requires the ability to analyze the market, set rates and direct national sales activity to meet established financial goals and market share. Requires ability to effectively direct and influence national sales activity to get the best performance for the station. Typically requires three to five years’ experience in television sales with three or more years in a major market. Must be able to travel extensively to visit clients. Equal Opportunity Employer

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