Local Sales Manager at Cumulus Media Inc.

Job Description

Local Sales Manager at Cumulus Media Inc. 

CUMULUS MEDIA | Buffalo, NY is looking for a dynamic, self-motivated Local Sales Manager to drive revenue in our market. The Sales Manager provides leadership to station’s local sales efforts by giving direction, training and feedback to sales team. Assist account executives in prospecting, developing and maintaining direct and new business, as well as local agency business, to assure established sales goals are met.

We are looking for someone who lives by our FORCE Cumulus values; WE are Focused, Responsible, Collaborative and Empowered! If you are looking for a great culture and professional environment, then Cumulus could be the home for you.

Who We Are:

CCUMULUS | Buffalo, NY/Erie, PA currently features stations in the Buffalo/Niagara Falls and Erie, PA area. Our stations include: 97Rock WGRF-FM Classic Rock, 103.3 The Edge WEDG-FM, Classic Hits 104.1 WHTT, 1270 The Fan WHLD-AM, & 98.9 The Vibe WBBF-AM, 99.9 Classy 100, Nash FM 97.9, Z102.3, CBS Sports Radio 963 and 1260, and 104.3. The cluster of stations reaches over 400,000 listeners on a weekly basis.

Key Responsibilities:

• Develop and implement a sales plan that will meet station’s revenue goals with emphasis on customer-focused selling to direct, new direct, vertical categories, digital, NTR, station features and major account sales

• Identify, recruit, train, coach, manage and develop high-performance Sales talent and build a successful team to ensure continued top-line growth

• Maintain an ongoing recruitment effort to ensure top quality team, always having a bench of 3 or more candidates

• Attend high profile account presentations; provide coaching and leadership to sales team

• Conduct regular one-on-one meetings with Sales Team members to evaluate pending business for conversion and note in CRM accordingly

• Participate and lead Sales staff meetings and training sessions

• Manage inventory and reporting in Stratus/Wide Orbit

• Manage administrative functions connected with forecasting revenue, rate, pricing and order approvals

• Actively participate in business & community associations with the intention of developing extensive relationships with local influencers and decision makers

• Develop and build relationships with clients by providing quality customer service

• Lead communication with other departments to assure quality service when placing orders and arranging promotions

• Oversee special event sales

• Provide managerial assistance in local and national rate negotiations, sales plans and budgeting

• Develop creative, solution oriented, customer-focused revenue programs and ancillary sales projects

• Oversee and manage expenses of the Sales organization

• Generate revenue from personal account list

Job Requirements:

Qualifications:

• 5 years of experience in broadcast sales, sales management and mentoring experience preferred with a proven track record of success in the radio industry

• Proficient in all aspects of radio and digital sales, including use of quantitative/qualitative research, event development, and multiple-platform/integrated sales expertise

• Familiar with the management of CRM systems, budget procedures, daily sales accountability and recognition programs, inventory management and collections procedures

• Bachelor’s Degree in Business, Communications, Marketing or related field is preferred

• Proficient in Microsoft Office suite, social networking platforms

• Highly developed training and coaching skills including; skills in organization, delegating, interviewing and motivating sales people

• Demonstrate high energy level and achievement-oriented attitude toward sales, sales training and education, and client relations

• Excellent presentation skills

• Flexible and creative

• Digitally savvy

What we offer:

• An expected salary in the range of $72,000.00 to $90,000.00

• Professional growth and career path

• Focused, responsible and collaborative work environment with the ability, to ask “what if” and try innovative solutions

• Medical, Dental & Vision Insurance coverage

• 401K with company match

• Paid Vacation, Sick & Holiday time off

• Parental leave time off benefits, life insurance, disability insurance, wellness, and an employee referral bonus program

CUMULUS MEDIA is proud to be an Equal Opportunity Employer (EOE).