Director of Sales (Cox Media)

$112,500 - $168,700/Yr

Cox Enterprises, LLC - Pensacola, FL

Full-time - Director

Pensacola, FL

Personal and Laundry Services

About the position

The Director of Sales at Cox Media is a pivotal role responsible for managing the advertising sales function to drive revenue and enhance market presence. This position involves developing and implementing strategic plans that guide the sales departments in successfully achieving revenue goals. The Director will lead, develop, and manage local, national, and digital media sales teams, ensuring that all sales efforts are aligned with the company's objectives and market potential. In this role, the Director of Sales will be accountable for maximizing revenue across various categories, including local, national, and regional digital media, production, retail development, and promotions. The position requires a strong focus on achieving revenue targets for the assigned market, managing inventory and pricing strategies to optimize revenue from all advertising products. The Director will also oversee account lists and sales channels, fostering positive relationships with other departments within Cox Media to enhance collaboration and efficiency. The Director will be responsible for budgeting and forecasting revenue goals accurately, recruiting and developing a high-performing sales team, and coaching sales leaders to maximize revenue potential. This includes responding to market changes, guiding the sales team in identifying opportunities, and ensuring performance standards are met. The role also involves creating new revenue streams, implementing effective sales processes, and ensuring that sales tools are aligned with client potential. Regular contact with key accounts and national sales channels is essential to maintain strong relationships and drive sales success.

Responsibilities

• Drive maximum revenue from all revenue categories including local, national, and regional, digital media, production, retail development and promotions.
• Achieve revenue targets for assigned market.
• Manage inventory and pricing to maximize revenue of all advertising products.
• Manage account lists and sales channels to maximize sales resources against market potential.
• Facilitate positive and productive relationships with other Cox Media departments.
• Accurately budget and forecast revenue goals by source.
• Recruit, select, develop, and manage performance of the sales team members.
• Coach, develop, and motivate sales leaders to optimize revenue potential across all revenue streams and channels.
• Respond to market changes and provide guidance and direction to ensure the sales team identifies opportunities to achieve revenue targets.
• Manage sales team ensuring performance to budget and other performance standards.
• Oversee the utilization of sales resources to meet revenue goals and objectives.
• Recommend compensation for the entire sales team based on Company standards and pay for performance philosophy.
• Set and communicate inventory, sales and packaging strategies and direction to sales team.
• Create and develop new revenue streams to diversify the business.
• Develop and implement sales processes for smooth and timely workflow throughout the sales department.
• Ensure that sales tools and resources are properly aligned with client potential.
• Obtain, track, and review metrics to identify sales opportunities and create sales strategy.
• Gather competitive knowledge and develop ways to effectively sell against competitors.
• Maintain regular contact with key accounts and national sales channel.

Requirements

• BS/BA and at least 10 years experience in related field (MS + 8 years, Ph.D. + 5 years or 14 years with no formal degree).
• 5 years experience in a sales leadership role building and managing a high performing sales team with at least 3 years in electronic media.
• B2B sales leadership experience with knowledge in both digital and linear ad sales.
• Knowledge of local media market and local contacts.
• Knowledge and/or experience in business marketing.
• Working knowledge of Windows-based PCs and Microsoft Office.
• Excellent skills in learning continuously, building partnerships, high impact communication, formal presentations, PC skills, written communication, devising new sales approaches and solutions, demonstrating business acumen, making sales operating decisions, motivating the sales organization, sales opportunity analysis, championing adaptability, and setting unit goals.

Nice-to-haves

• MBA or other advanced degree.

Benefits

• Flexible vacation policy allowing employees to take as much vacation with pay as they deem consistent with their duties and the company's needs.
• Seven paid holidays throughout the calendar year.
• Up to 160 hours of paid wellness annually for personal or family wellness.
• Additional paid time off for bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.