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Director of Sales

Job ID 183531 Date posted 02/21/2018 Location Pittsburgh, Pennsylvania Apply


Overall responsibility for the revenue of local, national, new business and digital for CMG Pittsburgh.  Planning and execution of the platform’s sales plans while reinforcing a positive work environment. The DOS will report directly to the General Manager.


•       Participate in the annual budgeting process and be financially responsible for sales operating budget.
•        Create and oversee sales plan for local, national and digital revenue to grow market share and maximize revenue for WPXI & PCNC.
•        Augment revenue and minimize expenses through continued process optimization.
•        Represent through leadership for Sales both internally and externally.
•        Monitor daily sales activity and forecast future revenue while keeping a pulse on the advertising market and making adjustments to the plan as needed. 
•        Train and develop staff using the partnership with CMG while providing a high-energy and positive work environment.
•        Partner with other platform leaders to drive multi-platform selling.
•        Make sales calls with sales staff and provide feedback as a tool of training and development.
•        Drive new business development on all platforms, including over the air, digital, mobile and unique sponsorships.
•        Partner with content to develop local saleable products and services.
•        Oversee and support national sales with CoxReps and CMG.  Provide key selling tools to drive national sales results.
•        Assess account executives by monitoring sales techniques and results.  Communicate clear expectations and hold accountable.
•        Mentor, train and grow sales managers.  Create a leadership program for each sales manager by using the techniques of Talent Focused Management and CMG training resources.
•        Oversee the day to day systems and procedures within the sales department.  This includes monitoring sales activity reports, monitoring focused sales events/initiatives, leading sales meetings, sales department workflow and support; utilize sales industry tools and action plans by area and personnel.
•        Maintain strong relationship with internal partners/departments to keep sales support moving in a positive direction while increasing productivity.
•        Identify and evaluate vendors to provide the best suite of products.
•        Conduct weekly sales meetings as a forum to share information, motivate and train staff, and provide teambuilding opportunities.
•        Set clear goals by sales person and communicate goals effectively.
•        Track sales progress and change accordingly as needed.
•        Oversee presentations to make sure they achieve the goal of the client and platform.
•        Lead by example—be a positive and professional role model with a sense of urgency.
•        Responsible for inventory management and yield management pricing.
•        Work closely with research to provide marketing tools to drive sales results.


Bachelor’s degree strongly preferred.  3-5 years of Local and National Sales Manager experience needed with multi-media sales experience and a proven track record of success. 
Preference for candidates who are currently in a General Sales Manager or Director of Sales role in a mid- to large market.

Other Skills and Abilities: 
·        Must have strong verbal, writing, mathematical, and analytical skills.
·        Knowledge of Excel, Windows, PowerPoint and media software such as One Domain, Kantar, Wide Orbit and Nielsen ratings
·        Must be very knowledgeable in the basic and advanced techniques of selling television and in sales negotiation. 
·        General business experience and knowledge of related advertising businesses.


Organization: Cox Media Group

Primary Location: US-PA-Pittsburgh-4145 Evergreen Rd

Employee Status: Regular

Job Level: Director/Senior Director

Shift: Day Job

Travel: Yes, 50 % of the Time

Schedule: Full-time

Unposting Date: Ongoing

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