Director, Corporate Sales & Partnerships

Location: GA – Atlanta

Description

Job Description

 

 

POSITION:                Director, Corporate Sales & Partnerships

 

MANDATE:               To be an expert seller that can competently* and professionally* develop, solicit, and successfully secure business for the company and exceed revenue goals by proactively meeting all the expressed needs of existing and potential clients from a national corporate sales perspective for the entire Radio One portfolio of stations as well as the entire Reach Media portfolio of nationally syndicated properties.  This includes the digital and social platforms of all Radio One and Reach Media properties.  This will be done while staying within the defined needs of the targeted audience and negotiated job responsibilities and appropriately representing the company's strategic direction and outcomes.  The ideal candidate will know how to identify new opportunities through effective prospecting and can manage all aspects of the sales cycle.  The ideal candidate will also have strong relationships and contacts at both client and agency levels.  Also, must possess a proven track record of closing large, custom, multi-platform deals.

 

 

MAIN RESPONSIBILITIES:

 

  • Sales
  • Interdepartmental Liaison
  • Administration
  • Self-Management
  • Professional Development

 

 

OBJECTIVES (by Responsibility):

 

Sales

 

  1. To develop new business through effective prospecting while also creating new “big idea” marketing opportunities for existing national accounts to drive revenue.
  2. To establish a budget and identify a revenue plan for attaining sales goals.
  3. To manage all aspects of the sales cycle from initial client contact to campaign implementation.
  4. To formulate selling objectives; complete with defined research and promotional strategy for each key account.
  5. To manage a client/agency list including to develop, maintain, and improve relationships with both key agency buyers and clients.
  6. To identify both returning and non-returning key accounts and formulate a plan of action at least 90 days prior to account campaign start dates to help drive revenue.
  7. Establish a pipeline of business, while maintaining an accurate sales forecast.
  8. Create information pieces to educate agencies and advertisers.

 

Interdepartmental Liaison

 

  1. To attend and contribute to sales and promotion meetings.
  2. To lead the internal sales process and ensure that effective interdepartmental sales activity communication occurs on an ongoing basis.
  3. To appropriately represent the company when attending relevant trade shows and community-related events on an ongoing basis.

 

 

Administration

 

  1. Create an information flow for orders, updates, changes, inventory advice, station data and market data.
  2. Coordinate the collections for all national activity.       

 

Self-Management           

 

  1. To ensure that appropriate Self-Management is exercised at all times, as it applies to   the overall function and specifically as it relates to:

 

 

  • Overall Professionalism
  • Judgement
  • Propriety
  • Dress code (should be consistent with your job function, including appropriate grooming)
  • Confidentiality (at all times)
  • Managing Emotions ( Emotional Maturity and control in all situations)
  • Taking Initiative (may include taking risks)
  • Being self-directed
  • Accepting responsibility
  • Being accountable
  • Self-critiquing
  • Accepting and growing with others Critique

 

  • Being objective (issue relevant)
  • Building and maintaining workable relationships
  • Suspending judgment (when relevant)
  • Not discriminating
  • Being accepting rather than judgmental (when appropriate)
  • Allowing others their feelings
  • Extending common courtesies
  • Behaving out of a sense of urgency (when appropriate)
  • Striving for Balance
  • Appropriately delegating
  • Evolving self-awareness
  • Problem Solving and Decision Making (within scope of the function)

Professional Development

 

  1. To investigate and participate in relevant skill-building workshops as it applies to the ongoing development of the function.
  2. To stay current with all relevant industry information as it applies to the overall job responsibility.
  3. To drive your own Performance Appraisal every thirty days.

 

 

Education and Experience

Bachelor’s Degree or Equivalent. 7-8 years of experience in national radio sales including but not limited to marketing and sales techniques, media sales, event sales, and digital sales.

 

Language Skills

Ability to read, analyze, and interpret general business periodicals, professional journals, or governmental regulations. Ability to write reports and business correspondence. Ability to effectively and persuasively present information and respond to questions from groups of managers, clients, customers, and the general public

 

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages.

 

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

 

 

 

* Professionalism is described as being consistently appropriate in all situations and at all times

*Competence is defined as using “effectiveness and efficiency” in equal measure at all times

 

We are an Equal Opportunity Employer





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