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Digital Sales Manager

Job ID 1815791 Date posted 10/10/2018 Location: Charlotte, North Carolina Apply


WSOC, a COX Media Group station in Charlotte, North Carolina is looking for a Digital Sales Manager to develop and execute a winning sales strategy that delivers customized client solutions through an integrated suite of media platforms.  People leadership and mentoring are an important part of this role and growing new business is a key measure of success.

Charlotte, North Carolina-one of the top 25 places to live in the country!

The Digital Sales Manager’s responsibility is to identify and drive digital strategies to attain revenue goals through the development of overall direction, product and service launches and training. The DSM reports to the Director of Sales and will strategize and work collaboratively with sales management, and the entire sales organization to successfully execute the digital and business development needs of the station. The ideal candidate will possess exceptional leadership, communication and project management skills. The primary objective is to meet or exceed digital revenue goals (monthly, quarterly, annually) through a team-based, consultative approach to sales.

The DSM is accountable for the development, focus, and momentum of digital sales efforts and revenue generation. The position is responsible for all facets of digital product development, deployment and sales execution of new initiatives including pricing, inventory, ad delivery, online billing and digital metrics to measure effectiveness in conjunction with the central CMGdigital team. The DSM works in partnership with sales to identify clients’ digital marketing needs and to integrate them into sales solutions. Solutions are multi-platform in nature, integrating the traditional television platform along with non-traditional, digital assets and new media platforms.

The ideal candidate will have proven and successful sales management experience in multimedia sales and digital advertising. Proficiency and demonstrated expertise is required in the following digital advertising products; targeted display, sponsorships & premium advertising, analytics, PPC, SEO, responsive website design, native advertising, social media advertising, lead generation and mobile. Subject matter expertise is required in the digital advertising ecosystem including programmatic buying, supply and demand-side platforms, customer attribution, and in the latest industry trends. Expertise in selling search and social is a must. You will have a team of digital marketing experts to support you  

Job Responsibilities:
  • Attain digital revenue goals, monthly, quarterly and annually and grow market share.
  • Be the internal expert and resource for all things related to digital media sales.
  • Influence, train and motivate the development of the sales staff on growing our digital revenue and business development streams. Introduce new products and integrated media solutions in sales meetings based on our best-in-calls solutions.
  • Conduct individual coaching sessions and perform mid-year and annual reviews for all AE’s and direct reports.
  • Accurately forecasts digital revenue for the station and the market to identify key strategies for increasing market share and product usage.
  • Conducts weekly, monthly and quarterly sales reporting as needed.
  • Set monthly, quarterly and annual goals for the team and individual AE’s with sales management. Track performance and determine accountability measures.
  • Responsible for focus and momentum of digital media strategies, product mix, sales efforts and revenue generation, working with sales managers, on sales calls with AE’s, Marketing, Research, News, Creative Services on ways to continually increase revenue and market share.
  • Work closely with other sales managers and department heads to integrate online sales options for our multi-platform client offerings.
  • Drives sales, pricing, packaging and launch of new digital products and solutions with a focus on key business categories.
  • Responsible for inventory management control.
  • Partner with Research and Marketing to ensure that all digital media sales information is current and accurate.
  • Analyze market trends and competitive initiatives.
  • Continually track digital media metrics and KPIs to ensure growth and the utilization of our go-to-market strategies and solution set.
  • Conduct continuous research on the latest industry trends, preliminary tests and consumer behavior analysis to develop new ideas for the market to generate further revenue.
  • Develop strong relations with internal department heads and external customers including key relationships at local and national agencies as well as direct clients.
  • Develops digital media sales materials to market appropriate services and opportunities to buyers of advertising at local, regional and national accounts for both direct and agency businesses.


  • Ability to prioritize and work in results oriented, rapidly changing, dynamic and fast-paced environment that requires collaboration across multiple stakeholders and constituents.
  • Proven track record of strong management and leadership ability.
  • Proven track record of digital sales success in local media or digital pure-play through solution / portfolio offerings.
  • Extensive knowledge of digital sales processes, digital platforms, technical markets, pricing models, channels of distribution, technology trends, customer buying patterns and budgeting.
  • Must have knowledge in local media advertising, competitive strategies, product marketing, product management and team management.
  • Action-oriented, effective communicator with strong leadership and development skills.
  • Confident personality and strong sense of urgency.
  • Minimum of 3+ years of sales management and digital media sales experience.
  • Technically savvy with high understanding and use of digital products to drive client results.
  • Strong understanding of digital and social media platform ad solutions.
  • Excellent interpersonal and presentation skills.
  • Self-motivated with a strong work ethic.
  • Hard-working, integrity, relationship-builder with a winning attitude.
  • Strong problem solving and analytical skills.
  • Work with brand teams, ad operations and finance to provide client success and ROI.
  • Proficient with Microsoft Office and CRM tools..
  • IAB Digital Media Sales Certification (IAB DMSC) preferred
  • Google AdWords Certification required.
  • Google Analytics experience a plus.
  • Bachelor’s degree in business, marketing, computer sciences or related field.
  • Some travel is required.

About Cox Media Group

Cox Media Group is an integrated broadcasting, publishing and digital media company. The company’s operations currently include broadcast television stations, radio stations, daily newspapers, and digital sites.  Additionally, CMG operates the National Advertising Platform businesses of CoxReps - the country’s biggest television rep firm - Gamut, and Videa. The company also offers a full suite of local and regional advertising services through its Local Solutions and Ideabar businesses. CMG currently operates in more than 20 media markets and reaches approximately 52 million Americans weekly across all platforms.  For more information about Cox Media Group, please check us out online at

Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.

Statement to ALL Third-Party Agencies and Similar Organizations:  Cox accepts resumes only from agencies with which we formally engage their services.   Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.

Organization: Cox Media Group

Primary Location: US-NC-Charlotte-1901 N Tryon St

Employee Status: Regular

Job Level: Manager/Senior Manager

Shift: Day Job

Travel: No

Schedule: Full-time

Unposting Date: Ongoing

About Sales

Our sales team is essential to our business growth. Our highly motivated team offers creative solutions to our client’s advertising needs. Within one of our sales roles, you’ll build relationships through consultative partnerships with our clients and customers to maximize the benefits of the products and services we sell to ensure our continued growth.

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Cox is an Equal Employment Opportunity employer. All qualified applicants/employees will receive consideration for employment without regard to that individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.

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