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Senior Vice President of Sales
iHeartMedia
Jacksonville, FL, United States
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Job Summary:
Oversees advertising sales activities in assigned market. Accountable for achieving and exceeding targeted advertising sales revenues for the market and for controlling sales expenses. May direct other functions such as marketing, advertising, production, traffic and sales operations. Directs sales processes to generate revenues. Sets sales goals for direct reports and guides their subsequent goal setting processes. Prepares budgets and revenue forecasts. May review and adjust sales territories, product mix targets and assigned call lists. Obtains, allocates and adjusts operations resources to achieve sales and service goals. Go on sales calls and meet with key accounts. Oversees the management of available advertising inventory to drive most profitable sales. Recruits, ensures ongoing organization development and training and development of direct reports.
Required Skills:
• Develop and manage key relationships with decision markers at current and potential clients to grow revenue across iHeartMedia platforms (e.g., Broadcast radio, iHeartRadio, Digital, Events, Total Traffic & Weather network, etc.).
• Actively participate in business & community associations with the intention of developing extensive relationships with local influencers and decision makers.
• Attend high profile account presentations; provide coaching and leadership to sales managers.
• Develop and maintain the overall revenue growth plan for the market and requisite reporting.
• Implement regional and national revenue generating strategic initiatives.
• Leverage appropriate internal resources to deliver value to customers.
• Proactively identify, develop, coach, and manage Sales Manager direct reports (and sales force via the SMs) and support their selling activity. the SMs) and support their selling activity.
• Drive results through SM team and hold them accountable to expectations.
• Act as a primary ‘go-to’ for all sales related issues that cannot be resolved at the sales management level.
• Provide regular updates to Market President, VP Finance, and EVPOs where appropriate.
• Providing visible leadership and communications to the market.
Required Experience:
• 10+ years’ experience, with a minimum of 5 years’ sales management experience.
• A proven track record of sales success working directly with top level corporate decision makers.
• A proven track record of running a successful sales organization while demonstrating exceptional leadership skills and holding employees accountable against business and sales metrics.
• Ability to train and coach sales managers to maximize revenue through effective inventory management and ‘lead from the front’ management techniques.
• Extensive knowledge of sales principles and practices, and an ability to coach others on them.
• Ability to make tough business & people decisions, while creating positive energy in the face of challenges.
• Ability to multi-task and balance multiple priorities.
• Dynamic presence, stellar written and presentation skills, computer and internet driven skills and excellent communication and influencing abilities across multiple levels.
• Ability to grow the business and find new revenue opportunities over time, as well as create productive, long-term customer relationships.
• Deep and broad business acumen with strong analytical, decision making, and problem solving skills.
• Ability to communicate in a way that focuses, inspires, and engages employees to deliver results.
Education:
• Undergraduate degree or appropriate combination of education & experience is required.