Local Sales Manager

Job Description

Local Sales Manager

Are you ready to lead a dynamic sales team and help local businesses thrive in the vibrant Hampton Roads market? WTKR, Norfolk's trusted CBS affiliate, is seeking an experienced Local Sales Manager who will drive revenue growth through innovative multi-platform advertising solutions. This leadership role is essential to our station's success, combining strategic vision with hands-on team development to maximize opportunities across broadcast television, OTT video, digital platforms, and beyond.
WHAT YOU'LL DO:
• Collaborate with DOS and other sales managers and departments to accomplish the objectives of the station
• Organize, direct and manage the execution and performance of a team of local sales Account Executives
• Negotiate ratings, rates and budgets
• Develop new business for station utilizing and maximizing all station platforms including but not limited to broadcast, digital and mobile
• Develop working knowledge of Scripps Sales Process (SSP) and coach Account Executives regarding SSP in the field
• Utilize SSP, resources and tools provided to build effective sales strategies
• Collaborate with the Director of Sales and Sales Managers to train, develop and motivate the local sales team so that revenue goals are achieved
• Collaborate with the Director of Sales and Sales Managers to foster career growth and development of the local sales team so that a pipeline of talent for future Scripps sales management openings is ready
• Maintain positive working relationships with outside vendors • Interface with traffic systems and personnel to ensure efficient management of airtime inventory
• Oversee accounts receivable and credit policies
• Develop and implement pricing and packaging to fill needs of both client and station
• Know the strengths and weaknesses of the competing stations, other advertising mediums and position the station accordingly
• Effectively forecast sales revenue and manage department expenses so that financial goals are achieved
• Other duties as assigned
WHAT YOU'LL NEED:
• Bachelor's degree in business or related field or equivalent experience preferred
• Generally, 7+ years proven success in media sales
• Experience in agency and direct strategic account management, broadcast inventory and digital/video capabilities required
• Valid driver's license, good driving record, and ability to provide proof of insurance with the company required insurance limits.
WHAT YOU'LL BRING:
• Demonstrated aptitude for informal leadership and mentoring; fosters open dialogue, empowers others, addresses conflict quickly and directly
• Strong coaching and feedback skills
• Strong ability to motivate others toward team goals
• Able to foster an environment that enables creative and innovative thinking
• Strong influencing, selling and upselling skills
• Effective teamwork and collaboration skills
• Very strong analysis and data interpretation - able to help others translate needs and research data into sound marketing proposals
• Exceptional verbal and written communication skills
• Outstanding presentation abilities (in person/virtual, small/large groups, all levels)
• Strong time management and organization skills
• Proficient with Microsoft Office (Word, Excel and PowerPoint)
• Working knowledge of Google Office (Sheets, Docs, Slides) and virtual conferencing platforms (E.g. Skype, WebEx, Zoom or MS Teams etc.)
• Proven ability to manage multiple tasks in a fast-paced environment
WHERE YOU'LL LIVE, WORK AND PLAY:
Norfolk, Virginia, is the heart of the vibrant Hampton Roads region, offering an unbeatable combination of coastal living, rich history, and modern amenities. As home to the world's largest naval base, Norfolk pulses with energy and diversity while maintaining its charming Southern hospitality.
The city boasts beautiful waterfront districts, world-class museums like the Chrysler Museum of Art, and the stunning Norfolk Botanical Garden. From the bustling Ghent neighborhood with its eclectic dining and shopping scene to the historic Freemason District, there's always something to explore.
Living in Norfolk means you're minutes from Virginia Beach's pristine shores, the Great Dismal Swamp's natural beauty, and Colonial Williamsburg's living history. The region's thriving arts scene, professional sports teams, and year-round festivals create endless opportunities for entertainment and community engagement.
If you are a current Scripps employee, please do not apply on this site. Please access our internal career site at Worklife > My Info > View Open Positions at Scripps.
SCRIPPS' COMMITMENT TO A CULTURE THAT CREATES CONNECTION:
At Scripps, we are committed to a culture that reflects the audiences and communities we serve. We are intentional about creating an environment where employees, our audiences and other stakeholders feel valued and inspired to reach their full potential and create connections. To successfully deliver on this commitment, we must understand and reflect the values and perspectives those around us embody. That process begins by looking inward to build and celebrate a respectful workplace where everyone feels a sense of belonging and connection. By continuing to cultivate an environment where all employees have a fair chance to s/ucceed, are included, valued, and seen, we will strengthen the connections that drive positive business impact and align with our core purpose.

Jobcode: Reference SBJ-5b9xm1-216-73-216-111-42 in your application.