To guide Hutton Broadcasting’s sales and marketing efforts so they will achieve and/or exceed established sales objectives. The Director of Sales is a leadership and sales role responsible for managing all aspects of the company’s sales and marketing efforts including radio stations, websites, Tractionworks, HDD, SFTV and all future assets associated with the New Mexico operation and an extended team of Account Executives. Primary responsibilities include generating station/internet sales revenue and achieving sales goals; identifying, developing, growing and deepening customer relationships that translate into sales; and, general management activities that support sales (eg, reporting, incentive plan creation, performance management, etc.), and achieving sales & revenue targets with ever more sophisticated clients in a dynamic & highly competitive marketplace. The Director of Sales and Marketing will create revenue by having a deep understanding of their clients’ needs and the local marketplace, and through coaching & guiding their team of Account Executives. The Director of Sales and Marketing position reports to the General Manager.
Essential Duties and Responsibilities
Ability to develop and implement a sales plan that will meet company’s revenue goals including new business, local direct, local agency and national across our platforms.
Possess high energy level and assertive attitude toward sales.
Ability to demonstrate and provide great people management and motivational skills.
Help develop and implement sales promotional campaigns and be accountable for all sales objectives associated with those campaigns.
Ability to develop and maintain effective communication with all co-workers and others interfaced with during the performance of assigned duties.
Keep General Manager informed at all times of local & national sales activity and competitive market changes as they arise.
Establish short- and long-term sales objectives, strategy and plans, and implement action plans for meeting company’s sales goals.
Manage the sales department in harmony with company policy and procedures and applicable state and federal law.
Monitor and manage the national, regional, and local sales in conjunction with and at the direction of the General Manager.
Prepare annual sales department budget; operate within approved budget.
Determine sales organization structure and staffing needs, assign accounts, develop sales standards and procedures to facilitate obtaining sales revenue goals, and direct sales staff toward profitable areas for prospecting.
Develop and implement an on-going sales training and coaching program for sales staff that will assure excellence and growth of sales capabilities.
Design creative sales marketing concepts and special packages for use by Account Executives to facilitate sales.
Conduct effective weekly sales meetings and individual one on one’s.
Assure all company procedures are adhered to by Account Executives and that sales order and reports are submitted on time and according to established procedures.
Ensure individual needs are being met, goals are established, and adequate coaching and direction is given in the development of business.
Develop and maintain effective working relationship and lines of communication between the sales department and other departments including Programming, Promotions, Video, Digital and Business.
Conduct weekly meetings with General Manager to review sales strategies and devise ways of improving overall sales efforts.
Design methodology to maximize use of station’s inventory at the highest possible rates, including non-demand areas.
Approve all sales contracts.
Assure sales staff is provided a meaningful interpretation of rating and market trends.
Participate in community activities to increase market knowledge ability, develop business contacts, obtain visibility for stations and contribute to community well-being.
Work in conjunction with the Business Manager to enforce collection policies and procedures.
Conduct with the Business Manager regular individual collection meetings with each account executive.
Qualifications and Skills
Four Year College degree.
Two years related experience and/or training, or equivalent combination of education and experience.
Understanding of broadcasting and digital, pricing inventory, ratings, marketing, promotion and collection standard.
Extensive knowledge of sales principles and practices, and an ability to coach others on them.
Understanding of local markets, customers, and competitors in order to target needs and drive sales.
Ability to grow the business and find new revenue opportunities over time, as well as create productive, long-term customer relationships.
Entrepreneurial self-starter with an ability to organize, prioritize, and multitask.
Ability to identify talented salespeople, grow and develop a team over time.
Exceptional people management and team performance experience.
Ability to push self & others to excel and execute in a multi-task, fast-paced dynamic environment.
Ability to make business and people decisions, while creating positive energy in the face of challenges.
Ability to balance data analytics, problem solving, and moving with speed to achieve maximum results.
Flexible and creative, with an ability to handle stress, deadlines, and financial pressures.
Excellent communication, negotiation, and influencing skills across multiple groups.
Ability to work independently or collaboratively in a team setting.
Ability to travel. Valid driver’s license and state mandated automobile insurance.
Hutton Broadcasting is an equal opportunity employer and will not tolerate discrimination in employment on the basis of race, color, age, sex, sexual orientation, gender identity or expression, religion, disability, ethnicity, national origin, marital status, protected veteran status, genetic information, or any other legally protected classification or status.