Local Sales Manager

About TEGNA

TEGNA Inc. helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

KING 5

Media, the TEGNA-owned NBC affiliate in Seattle, WA, is seeking a Local Sales Manager. The Local Sales Manager

(LSM) is responsible for growing market share and creating brand new TV/Digital business opportunities. The LSM manages and develops the Account Executives and Account Managers on the sales team and develops strategies to win over clients within the market. The LSM oversees performance and holds his team accountable for the achievement of their individual goals to achieve the collective objectives for both television and digital.  This position reports to the Director of Sales.

Responsibilities:

• Recruit, retain, and effectively train ‘A’ sales and support talent for your team on how to sell TV and TEGNA’s large portfolio of digital products.
• Lead and develop a team of direct reports consisting of Account Executives, Account Managers and manage a handful of dotted-line reports.
• Supports sales staff with ride-along coaching, participating in client meetings, developing proposals, and other aspects of the full sales process.
• Identify market potential through lead generation and qualification.
• Develop a sales strategy for your team and everyone on the team to reach or exceed revenue goals for the station.
• Analyze each account to create and maximize ideal marketing executions for clients, and complete appropriate business activity reports and forecasts as required.
• Develop strong relationships with local clients, manage key local accounts with your team, and ensure top-shelf service is provided to all accounts.
• Review and adjust metrics to monitor sales/market share changes.
• Collaborate with national sports sales organizations, including Playfly Sports, to coordinate national opportunities while balancing local seller priorities, inventory, and revenue goals.
• Demonstrate a strong understanding of large-scale sports sponsorships, including building budgets, developing go-to-market strategies, and balancing team and rights-holder relationships to maximize revenue opportunities.

Requirements:

• Minimum of 5 years of sales management experience.
• Track record of successfully achieving or exceeding sales goals in the broadcast TV industry within fast-changing, dynamic environments, spanning all the facets of marketing solutions from linear TV to digital, including OTT.
• Established leadership skills and demonstrated ability to develop teams with elite sales and customer service skills.
• Strategic thinker and disciplined executor comfortable developing and making recommendations to senior management, inclusive of sports sales strategies.
• Possess the ability to build inclusive and positive work culture to foster success for the sales team.
• Proficiency with Excel, Word, Powerpoint, Wide Orbit Sales, Salesforce, Wide Orbit Traffic & Wide Orbit Analytics, Comscore, Matrix, Media Monitors, and qualitative data.
• Ability to handle multiple tasks and projects effectively under deadline pressure.
• Attention to detail and accuracy.
• Ability to effectively solve problems.
• Strong presenter and communicator with internal and external customers and partners.

Pay Range

$200,000 — $245,000 USD