Multimedia Sales Manager

Atlanta, Georgia
May 28, 2019
Account Management
Metro Area
Full Time
The primary responsibilities of the Multimedia Sales Manager will be to lead a team of sales professionals (in a local territory and/or local vertical) to exceed departmental revenue goals. The Multimedia Sales Manager will need to work collaboratively with the entire sales organization; as well as with other departments such as Audience and Marketing. The Manager will lead the team to sell all online and print advertising products in support of the strategic vision and goals of the department, while managing and growing current book of revenue. The role is also tasked with making sure all account executives reporting to them sell strategic and integrated advertising and marketing plans that return the best ROI to the client- including traditional and digital advertising campaigns. The manager will maintain and enhance existing accounts and seek new ones by bringing to the local market creative business-development advertising solutions across all channels. This position is also responsible for creating sales programs and championing them across the sales teams. JOB DUTIES Supervise/Coach/Mentor Multimedia Sales Teams in a Local Territory or Local Vertical
  • Manage a team of multimedia account executives (in a local territory and/or local vertical), in specific competency & product areas (print, content/native, SEM & social media, premium inventory/sponsorships, and/or reach extension & programmatic) and account managers so that each desk achieves maximum revenue and YOY growth.
  • Manage account executives to specific and measureable key performance indicators (KPIs) to generate maximum performance and drive new business.
  • Manage account executives to conduct annual account book presentations on strategies for revenue growth
  • Manage account executives to conduct annual strategy planning for all key accounts
  • Maintain key relationships at local accounts and agencies as well as national accounts and agencies.
  • Spend a minimum of 25% of time in field on client sales appointments
  • Coach, train, motivate and develop sales staff on growing revenue streams and introducing new products. Coach team to audience based/client based integrated sales and marketing plans.
  • Champion the “CSS” approach to the sales process – holding account executives accountable to creating and working target account lists based on ideal customer profile, creating and working strategic and key account lists, conducting client needs analysis to generate no-surprise proposals, and executing campaigns to retain and renew
  • Conduct one-on-one performance meetings with each account executive
  • Conduct individual coaching sessions and perform mid-year and annual reviews for account executives
  • Ensure adequate coverage of sales team (in a local territory and/or local vertical), particularly during holidays, and approve PTO requests as necessary
  •  Overall Department Strategy & Revenue Driver/ Innovation
  • Ensure growth in key department performance areas – Print, SEM/Social Media, Premium Inventory & Sponsorships, Content & Native, Data & Programmatic
  • Work collaboratively with advertising management & other multimedia sales managers to drive & grow new revenue
  • Work collaboratively across departments (news, audience, marketing, etc)
  • Work with marketing to create sales collateral to be distributed amongst the sales teams.
  • Ensure successful sales adoption and execution of unique programs & initiatives
  • Grow revenue from existing accounts by incorporating new sites, products, programs, or platforms
  • Develop relationships with other sales managers from around the country to stay abreast of emerging digital and print trends and bring new ideas to Atlanta to grow revenue.
  • Develop new sales opportunities & partnerships for implementation in a local territory and/or local vertical.
  •   Reporting/Metrics/Forecasting
  • Generate accurate weekly department revenue forecast by analyzing performance of account executives and key trends by business segment
  • Weekly & monthly sales reporting as needed.
  • Setting monthly total & digital goals by account executive, ensuring year over year growth
  •  RecruitingMaintain a pipeline of new sales professionals from Atlanta by networking in media-centric associationsQualifications:Education: Bachelor degree from a four-year college or university with preference for degree/major in business, advertising, or marketing.

      Experience:  Five (5) years’ experience in media advertising sales management preferred

    Minimum of 2 years working a diverse portfolio of media with an average of 50% in digital revenue

      Additional Requirements:

    Understanding of programmatic ad buying/selling process OR experience managing a large portfolio of reach extension advertising products (beyond owned & operated) AND high media IQ through diverse media background

      Experienced with a PC or Mac with well-developed word processing, PowerPoint, Excel and spreadsheet skills.

      Well-developed oral and written communication skills.

      Knowledge of basic principles of entrepreneurship, economics and current market trends.

      Strong negotiation skills.

      Must have valid Georgia driver license and automobile insurance.

      Interface Requirements: Internal: Advertising/Sales Directors – Peer Managers, Marketing Managers, Account Executives, Production & Editorial Peers

    External: Advertisers, Ad Agencies, 3rd Party Negotiators



    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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