Regional Sales Manager-Advertising

JOB PURPOSE:

Manage and implement the vision and strategy for the Advertising Sales Team. This role is responsible for driving significant growth in the market for both existing and new clients, achieving or exceeding individual and team goals. Develop and lead successful customer acquisition and retention strategies focused on local territory customers while providing optimal customer satisfaction.

KEY FUNCTIONS: 

• Achieve defined goals and accelerate revenue growth through individual and team efforts by translating defined strategies into working action plans and procedures.
• Design, implement, and manage overall territory and team structure. Be able to identify growth opportunities through client base expansion with an emphasis on the local advertising landscape.
• Effectively lead, develop, and directly supervise the Advertising Account Executives. Coach team members on best practices to promote customer satisfaction.
• Coach, develop, appraise, and motivate Advertising Account Executives to achieve and exceed assigned objectives.
• Ensure full staffing and readiness of sales professionals through optimum selection, training, and professional development.
• Support an inclusive team environment.
• Set goals and monitor team member performance on a monthly, quarterly, annual basis by providing counsel and advisement to ensure maximum effectiveness and continued growth on a constant basis.
• Monitor quality of performance, determine, and apply appropriate and effective benchmarks and other methods of measurement to ensure exceptional sales achievement in support of Company goals.
• Address personnel issues / performance issues in accordance with Company policy.
• Currant pipeline management daily towards company growth and success.
• Meet KPIs on a consistent basis, striving for metric overachievements.
• Prepare, analyze, and communicate individual and group sales and performance results relative to business goals and objectives. Accurately forecast book of business.
• Build and maintain strong relationships based on trust and mutual respect with potential and existing customers within Midco and the community.
• Think an act in ways that put Midco customers first giving them seamless media mix options and make them promoters of Midco products and services.
• Foster outreach within communities to position Advertising Account Executives for optimum success and represent Midco in a leadership stature.
• Plan and coordinate sales promotions and incentives to meet business goals and objectives with the support of senior leadership.
• Develop and deliver professional, effective sales presentations to promote the sale of all advertising products to businesses within the Midco footprint.
• Assist sales teams in preparing accurate, comprehensive estimates and contracts for customers.
• Drive ongoing process improvement and efficiencies by engagement in CRM and other internal systems.
• Adhere to Midco Communications privacy guidelines to ensure each customer’s privacy.
• Maintain regular attendance to be available to provide direction and communication to team members.

ADDITIONAL FUNCTIONS AND RESPONSIBILITIES:

• Effectively communicate with other departments to handle escalating issues in a timely manner.
• Support the mission, vision and values of Midco.
• Collaborate effectively with internal and external customers to ensure exceptional service.
• Demonstrate courage by tackling tough issues while acknowledging own limitations without compromising integrity.
• Remove obstacles for team members. Encourage creative solutions.
• Apply personal ethics, honesty, initiative, flexibility, responsibility and confidentiality in all areas of responsibility.
• Communicate clear expectations that set a high bar while holding team members accountable to reach these goals.
• Demonstrate business acumen by using data to drive decisions and actions.
• Model flexibility, resiliency and change management skills by staying self-aware, constantly learning, and
• finding ways to cut through ambiguous problems.  
• Identify root causes of problems and implement solutions while keeping a holistic and long-term perspective in mind.
• Actively follow Midco policies and procedures.
• Perform other duties as assigned.

EXPERIENCE AND EDUCATION:

• High School Diploma/GED required. Bachelor’s degree preferred.
• Five to eight years of previous sales experience required
• Five or more years of experience managing a sales team preferred.
• Possess strong analytic