Local Sales Manager - Major Accounts

About TEGNA

TEGNA Inc. (NYSE: TGNA) serves local communities across the U.S. through trustworthy journalism, engaging content, and tools that help people navigate their daily lives. Through customized marketing solutions, we help businesses grow and thrive. With 64 television stations in 51 U.S. markets, TEGNA reaches approximately 100 million people every month across the web, mobile apps, streaming, and linear television. For more information, visit TEGNA.com.

 

 

 

As a powerhouse in media innovation, TEGNA Florida operates NBC affiliate WTLV and ABC affiliate WJXX in Jacksonville, alongside CBS affiliate WTSP in Tampa. We’re not just a media company—we’re a catalyst for transformative storytelling and cutting-edge advertising solutions. Join us to lead the charge in redefining how brands connect with audiences in the digital age.

SHAPE THE FUTURE OF MEDIA SALES

We are seeking a highly skilled Local Sales Manager to lead our transformative sales efforts with a Total TV approach. This role is critical in driving our sales strategy, focusing on developing and executing client sponsorship opportunities across major accounts in both Jacksonville and Tampa. As a key leader within our organization, you will play an instrumental role in overseeing the national sales efforts in Jacksonville, working closely with the TEGNA Sales team to ensure alignment with our broader corporate objectives. Additionally, you will be responsible for managing and guiding local Account Executives who handle key statewide accounts, ensuring they meet their sales targets and deliver exceptional service to our clients.This position reports to the Director of Sales.

Responsibilities:
• Cultivate a high-performance culture by setting clear, quantifiable goals for Account Executives (locally at the station and across the TENGA Sales team) and providing constructive feedback to enhance their performance.
• Partner with Account Executives to drive linear and digital revenue and linear share growth with accounts managed by TEGNA Sales Account Executives and local Account Executives.
• Lead the development and execution of sponsorship sales and tracking in Tampa and Jacksonville.
• Identify and target accounts for selling existing or customized sponsorship opportunities across TEGNA's portfolio, working closely with the TEGNA Sales team and local teams.
• Work with TEGNA Sales GSM to strategize on key account growth plans for Jacksonville determining ways to leverage share growth and digital revenue.
• Develop systems for effective communication regarding sponsorship opportunities between local sales teams and TEGNA Sales.
• Collaborate with DOS and other sales managers to maintain elite linear inventory management processes adhering to rate and proper coding compliance.
• Oversee political campaigns in Jacksonville, ensuring compliance with all relevant political advertising rules and regulations.
• Strategize and implement cross-platform sales strategies that blend digital media, streaming services, and traditional television advertising.
• Identify and pursue on new revenue opportunities through strategic partnerships and lead generation.
• Mentor and coach Account Executives, participate in client meetings to secure new business and enhance existing relationships, focusing on accountability and performance.
• Maintain a customer-centric approach to ensure high client satisfaction and strong account retention, addressing client schedules and issues promptly and effectively.
• Monitor business performance metrics, providing timely reports and forecasts to ensure continuous revenue growth and accurate projections.
• Lead the team with a clear vision aligned with company goals, guiding the team through changes and fostering innovation.
• Foster a culture of innovation and adaptability, leveraging change as a catalyst for growth and success.

Requirements:
• Minimum of five (5) years in sales leadership within digital media, streaming, and broadcast television.
• Proven track record of driving linear share and developing cross-platform, Total TV sales strategies.
• Extensive knowledge of digital advertising, including programmatic buying, OTT/CTV, social media, audience targeting, and attribution models.
• Ability and willingness to travel at least 30% of the time (approximately 14 weeks a year) between key national account locations, Jacksonville, and Tampa, including overnight stays as necessary.
• Strong collaborative skills to foster teamwork and partnerships across Florida stations and TEGNA Sales.
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