Director, APM National Sales #240-12
|Location:||Saint Paul, MN|
|Salary Range:||$70,468 to $105,702|
|Employment Type:||Full Time|
|Business Group:||American Public Media|
|Description:||American Public Media is seeking a National Sales Director to manage a staff of six experienced sellers and $14 million in revenue. This position could be yours IF:|
- Youre a skilled communicator/storyteller and collaborator
- Youve got the relevant experience in media sales and management, 8+ years preferred
- Youre a great leader; you inspire high-performing teams
- You have the contacts to succeed in our business: media, agency and direct relationships.
This is a dynamic position integral to the financial success of APM programming, specifically the Marketplace portfolio, the BBC, and A Prairie Home Companion. Knowing and loving public radio is a big plus.
The Director will manage an in-house National Sales Force, including the development and execution of sales plans and projections, departmental budgets and marketing strategies, including the creation of special events such as the Marketplace presentation in Washington, DC.
Identify, recruit, train and lead a team of experienced, successful sales professionals in the marketing of unique public radio programs and online extensions
Manage a process of prospect identification, contact initiation, customized proposal and research, sales and service of direct and agency clients
Develop and execute sales projections and plans, marketing strategies and budgets against national, local and online programs from out of state clients.
Meet and exceed national revenue goals
Work with the Research and Marketing departments to ensure that all elements are in place to position APM programs in the best light.
Assist the Development Department in grant applications and renewals by analyzing underwriting potential of individual programs
Work with the Development Department to create a fair balance of foundation recognition and visibility within APM programs that doesnt negatively impact underwriting revenue potential
Interact closely with program producers to find ways to enhance underwriting revenue potential
Prepare department budgets and expenses in Cognos
Manage sales departments compensation packages
Manage program inventory, pricing, systems, money and collections
Motivate, train, and encourage national sales team and regional account executives to achieve goals in all online and new media sales
Initiate contact and negotiate sales with both direct and agency clients.
Work closely with Research Department to apply audience data including qualitative and quantitative research, and custom research projects.
Prospect and territory management
Develop ongoing product packaging process for existing programs as well as new acquisitions.
Maintain and train superior contact management skills and follow up via sales force automation.
Back-up VP, Underwriting Sales while on business travel and vacations.
Identify, hire, supervise, train and manage direct staff through coaching, mentorship, performance meetings and on-going feedback. Involve HR on performance issues as needed.
Foster a creative and productive work environment. Create development opportunities and individualized development plans for staff and training to enhance skills and foster growth.
Other duties as assigned
Required Education and Experience:
Bachelors degree required
Minimum of 6-8 years experience in media sales and management including digital media
Supervisory/management experience is required.
Supervisory/Management experience must demonstrate an ability to foster high standards and an ability to coach, inspire and lead.
Required Skills, Knowledge and Abilities:
A familiarity with and specific interest in public radio, its programs and audiences.
Proven track record of successfully meeting income targets through both prospecting and client upgrades.
Leadership qualities of presence, confidence, judgment, and integrity are required to command respect and response of colleagues, and senior executive personnel.
 Ability to produce high quality sales presentations
Understanding of broadcast inventory management.
Demonstrated time management skills.
Excellent organizational, communication and presentation skills
Knowledge of broadcasting industry research, both quantitative, and qualitative.
Working knowledge of Windows-based software and office equipment
Leadership and personnel skills and ability to develop high performing teams.
Ability to motivate, train and grow employees.
Ability to consistently work well with others and to inspire and lead the staff.
Knowledge of local/regional/national advertisers
Strong coordination and planning skills
Ability to bridge departments to create buy-in and to accomplish tasks
Strong collaborative management skills
Demonstrated high degree of professional initiative and accountability
Ability to work collaboratively with a wide-variety of internal clients and staff, and a high degree of initiative and attention to detail.
Ability to thrive in the fast-paced, ever-changing and at times, stressful, environment.
Ability to be persistent, persuasive and problem-solve
Budget creation, management experience and strong financial management skills
Required to be detail-oriented and accurate
Ability to think strategically and sell ideas
Preferred Skills and Experience:
Thorough knowledge of Tapscan 3rd party processor, Arbitron, Media Audit, and Scarborough.
Understand marketing principles and how radio, web, and outbound e-mails fit into client marketing needs.
Reporting To This Position:
Senior National Account Executives
National Account Executives
National Sales Coordinator
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