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Director of Sales
Tribune Company
Kansas City, MO, United States
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Reporting to the Vice President and General Manager the Director of Sales is responsible for maximizing revenue for Tribune Company’s WDAF station based in, Kansas City, MO. Responsible for driving key revenue streams, analyzes all sales variables to determine optimal strategic plan to achieve the revenue goals. Effective yield management, accurate forecasting, and budget creation/management (including spot television and digital platforms). Direct reports to this position are: Local Sales Manager (Broadcast), National Sales Manager (Broadcast), Digital Sales Manager, Research Director and Traffic Manager
Responsibilities:
• Effectively lead and motivate sales department staff to achieve revenue plans. Staff includes Local/National/Digital Sales Managers, Local Account Executives, National Rep. firm, Sales Assistants, Traffic and Research Director.
• Develop annual revenue and expense plan
• Lead the sales organization in executing and maximizing the revenue plan as well as adhering to the expense plan, both locally and nationally
• Consistently and accurately forecast the broadcast/digital market and broadcast / digital revenue
• Manage inventory and set pricing and product packaging direction
• Coach and lead local sales management team and local sales account executives
• Coach and lead national sales manager, national representative management team and national account executives
• Oversee recruiting hiring and training at all levels of the department, which includes: Sales managers, account executives, sales support assistants, research director and traffic personnel
• Create and develop relationships with current and potential clients
• Work cohesively with station General Manager and department heads which include: Finance, News, Marketing, Creative Services and Engineering
Qualifications:
• Degree in business, marketing, communications or equivalent related experience preferred
• 8+ years of broadcast sales experience, which would include sales management, preferred
• Proven track record of growing revenue, growing station market share, selling cross-platform, and new business development.
• Think strategically and act tactically; take initiative and makes decisions without daily guidance.
• Proficient in inventory management, pricing, and forecasting; WO, Matrix, and Sharebuilder experience a plus or advanced knowledge of television sales software systems and processes.
• Ability to create and foster a positive working environment with the sales team and sales management staff members through a winning attitude, strong leadership and team building.
• Strong understanding of budget process and strategic planning with the ability to comprehend, analyze and present high-level business strategies to both internal and external groups.
• Analyze issues thoroughly in order to make sound business decisions and solve problems effectively.
• Develop strong working relationship with all departments within the station.
Company Info:
Tribune Media Company (NYSE: TRCO) is home to a diverse portfolio of television and digital properties driven by quality news, entertainment, and sports programming. Tribune Media is comprised of Tribune Broadcasting's 42 owned or operated local television stations reaching more than 50 million households, national entertainment network WGN America, whose reach is approaching 80 million households, Tribune Studios, and a variety of digital applications and websites commanding 60 million monthly unique visitors online. Tribune Media also includes Chicago's WGN-AM and the national multicast networks Antenna TV and THIS TV. Additionally, the Company owns and manages a significant number of real estate properties across the U.S. and holds a variety of investments, including a 31% equity interest in TV Food Network and a 32% equity interest in CareerBuilder. For more information please visit http://www.tribunemedia.com.