Local Sales Manager

About TEGNA

TEGNA Inc. (NYSE: TGNA) helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

 

WKYC Studios, the TEGNA-owned NBC affiliate in Cleveland, is seeking a Local Sales Manager (LSM) to lead, develop, and grow our local sales organization across linear television, CTV/OTT, and integrated sponsorship solutions.

The Local Sales Manager is responsible for driving market share growth, elevating sales execution, and building a high-performance culture. This role directly manages and coaches Account Executives and Account Managers, while helping transform the sales organization to meet the evolving needs of advertisers in a multi-platform marketplace.

This role is hands-on, strategic, and people-centric, balancing daily execution, coaching, accountability, and long-term revenue growth. The LSM reports directly to the Director of Sales and works closely with station leadership, marketing, digital, and content teams.

Responsibilities:

Sales Leadership & Revenue Growth

• Lead the execution of WKYC’s local revenue strategy across linear TV, CTV/OTT, digital, sponsorships, and integrated marketing solutions.
• Drive new business development, category growth, and share gains through disciplined prospecting and account expansion.
• Analyze pacing, performance, and market trends to proactively adjust strategy and ensure revenue goals are met or exceeded.
• Champion the selling of full-funnel solutions, including Premion, local CTV, sponsorships, and custom opportunities.

Team Development & Coaching

• Recruit, retain, and develop top-tier sales talent, with a strong focus on coaching, accountability, and professional growth.
• Provide consistent, field-based coaching through ride-alongs, client meetings, proposal development, and deal strategy sessions.
• Set clear expectations, performance standards, and individual goals aligned with station objectives.
• Build a culture of ownership, collaboration, and continuous improvement.

Client & Market Leadership

• Develop and maintain strong relationships with key local advertisers, agencies, and community partners.
• Ensure WKYC delivers best-in-class service, marketing insights, and results for clients.
• Partner with sales marketing, research, and digital teams to create impactful, data-driven proposals.
• Serve as a visible market leader representing WKYC in the Cleveland business community.

Operational Excellence & Accountability

• Monitor and manage key performance metrics including pacing, market share, new business activity, digital penetration, and execution quality.
• Maintain accurate forecasting, pipeline management, and CRM discipline.
• Leverage data, insights, and analytics to guide decision-making and performance reviews.
• Ensure alignment with TEGNA processes, tools, and compliance standards.

 

Requirements:

• 5–7 years of successful broadcast media sales experience, including at least 2 years of sales leadership or team management.
• Proven track record of meeting or exceeding revenue goals in a fast-changing, competitive environment.
• Strong understanding of linear TV, digital, OTT/CTV, sponsorships, and integrated marketing solutions.
• Demonstrated ability to coach, develop, and motivate sales teams to high performance.
• Strategic thinker with the ability to execute tactically and influence senior leadership.
• Commitment to building an inclusive, positive, and accountable team culture.
• Strong communication, presentation, and relationship-building skills.
• Highly organized with the ability to manage multiple priorities under deadline pressure.
• Proficiency in:
• WideOrbit Sales & Traffic
• Salesforce
• WideOrbit Analytics
• Excel, PowerPoint, Word
• Comscore, Matrix, Media Monitors, and qualitative research tools

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Benefits: 

TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life i