Digital Sales Manager

Jacksonville, Florida
Feb 14, 2019
Account Management
Metro Area
Full Time

The Digital Sales Manager’s responsibility is
to identify and drive digital strategies to attain revenue goals through the development
of overall direction, product and service launches and training. The DSM
reports to the Director of Sales and will strategize and work collaboratively
with sales management, and the entire sales organization to successfully
execute the digital and business development needs of the station. The ideal
candidate will possess exceptional leadership, communication and project management
skills. The primary objective is to meet or exceed digital revenue goals
(monthly, quarterly, annually) through a team-based, consultative approach to

The DSM is accountable for the development,
focus, and momentum of digital sales efforts and revenue generation. The
position is responsible for all facets of digital product development,
deployment and sales execution of new initiatives including pricing, inventory,
ad delivery, online billing and digital metrics to measure effectiveness in conjunction
with the central CMGdigital team. The DSM works in partnership with sales to
identify clients’ digital marketing needs and to integrate them into sales
solutions. Solutions are multi-platform in nature, integrating the traditional
television platform along with non-traditional, digital assets and new media

The ideal candidate will
have proven and successful sales management experience in multimedia sales and
digital advertising. Proficiency and demonstrated expertise is required in the
following digital
advertising products; targeted display, sponsorships & premium advertising,
analytics, PPC, SEO, responsive website design, native advertising, social
media advertising, lead generation and mobile. Subject matter expertise is required in the
digital advertising ecosystem including programmatic buying, supply and demand-side
platforms, customer attribution, and in the latest industry trends.

Job Responsibilities:

  • Attain
    digital revenue goals, monthly, quarterly and annually and grow market share.
  • Be
    the internal expert and resource for all things related to digital media sales.
  • Influence,
    train and motivate the development of the sales staff on growing our digital
    revenue and business development streams. Introduce new products and integrated
    media solutions in sales meetings based on our best-in-calls solutions.
  • Conduct
    individual coaching sessions and perform mid-year and annual reviews for all
    AE’s and direct reports.
  • Accurately
    forecasts digital revenue for the station and the market to identify key
    strategies for increasing market share and product usage.
  • Conducts
    weekly, monthly and quarterly sales reporting as needed.
  • Set
    monthly, quarterly and annual goals for the team and individual AE’s with sales
    management. Track performance and determine accountability measures.
  • Responsible
    for focus and momentum of digital media strategies, product mix, sales efforts
    and revenue generation, working with sales managers, on sales calls with AE’s,
    Marketing, Research, News, Creative Services on ways to continually increase
    revenue and market share.
  • Work
    closely with other sales managers and department heads to integrate online
    sales options for our multi-platform client offerings.
  • Drives
    sales, pricing, packaging and launch of new digital products and solutions with
    a focus on key business categories.
  • Responsible
    for inventory management control.
  • Partner
    with Research and Marketing to ensure that all digital media sales information
    is current and accurate.
  • Analyze
    market trends and competitive initiatives.
  • Continually
    track digital media metrics and KPIs to ensure growth and the utilization of our
    go-to-market strategies and solution set.
  • Conduct
    continuous research on the latest industry trends, preliminary tests and
    consumer behavior analysis to develop new ideas for the market to generate
    further revenue.
  • Develop
    strong relations with internal department heads and external customers
    including key relationships at local and national agencies as well as direct
  • Develops
    digital media sales materials to market appropriate services and opportunities
    to buyers of advertising at local, regional and national accounts for both direct
    and agency businesses.


  • Ability to prioritize and work in results
    oriented, rapidly changing, dynamic and fast-paced environment that requires
    collaboration across multiple stakeholders and constituents.
  • Proven track
    record of strong management and leadership ability.
  • Proven track record of digital
    sales success in local media or digital pure-play through solution
    / portfolio offerings.
  • Extensive
    knowledge of digital sales processes, digital platforms, technical markets,
    pricing models, channels of distribution, technology trends, customer buying
    patterns and budgeting.
  • Must have
    knowledge in local media advertising, competitive strategies, product
    marketing, product management and team management.
  • Action-oriented,
    effective communicator with strong leadership and development skills.
  • Confident
    personality and strong sense of urgency.
  • Minimum of 3+ years of sales management and digital media
    sales experience.
  • Technically savvy with high understanding and use of digital
    products to drive client results.
  • Strong
    understanding of digital and social media platform ad solutions.
  • Excellent interpersonal and
    presentation skills.
  • Self-motivated with a strong work
  • Hard-working, integrity,
    relationship-builder with a winning attitude.
  • Strong problem solving and
    analytical skills.
  • Work with brand teams, ad
    operations and finance to provide client success and ROI.
  • Proficient with Microsoft
    Office and CRM tools.
  • IAB
    Digital Media Sales Certification (IAB DMSC) required.
  • Google
    AdWords Certification required.
  • Google Analytics experience a
  • Bachelor’s
    degree in business, marketing, computer sciences or related field.
  • Some travel is required.

About Cox Media Group

Cox Media Group is an integrated broadcasting, publishing and digital media company. The company’s operations currently include broadcast television stations, radio stations, daily newspapers, and digital sites.  Additionally, CMG operates the National Advertising Platform businesses of CoxReps - the country’s biggest television rep firm - Gamut, and Videa. The company also offers a full suite of local and regional advertising services through its Local Solutions and Ideabar businesses. CMG currently operates in more than 20 media markets and reaches approximately 52 million Americans weekly across all platforms.  For more information about Cox Media Group, please check us out online at

Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.

Statement to ALL Third-Party Agencies and Similar Organizations:  Cox accepts resumes only from agencies with which we formally engage their services.   Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.

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