KICU TV36

Job Description

JOB TITLE: LOCAL SALES MANAGER

EXEMPT: Yes                                                                        DEPARTMENT: Sales

LOCATION: KICU OAKLAND

REPORTS TO:  General Sales Manager                              POSTED:   5/1/12

SUMMARY:  Under the direction of the General Sales Manager, the Local Sales Manager co-directs the local Sales Department for KICU.  Sales Leader with proven track record of leading local account executives to exceed goals through communication and negotiation with local clients and agencies; managing inventory and pricing; providing direction, assisting with sales efforts; leadership and support to the account executives; demonstrate leadership to the department and fellow managers; all designed to achieve and exceed station goals and objectives on all media platforms; television, internet, mobile and digital channels.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. 

The position is responsible for:

1. Leadership and Coaching of sales team (Account Executives).
2. Hire, train and motivate Account Executives to achieve revenue and share goals.
3. Develop and monitor performance accountability systems.
4. Assist in accurately forecasting revenue throughout year & exceed quarterly & annual forecasts.
5. Responsible to meet revenue and share goals for Market Share, New Business, Internet, Mobile, etc.
6. Develop relationships in the market via frequent visibility, by being active in the sales process; getting out on calls; entertaining key clients.
7. Strong negotiation, problem solving, new business presentation, development and closing skills in addition to system and process orientation required. 

1. Managing, with the GSM and other sales managers, inventory and rates to maximize station revenue to achieve and exceed revenue goals.
2. Influence members of the local sales staff by winning their support; effectively understanding the motivators of each staff member; exercising effective leadership characteristics.

10.  Clearly defining account executive performance expectations, and measurement processes, to assure account executives efforts and attention will lead to achievement of those expectations.

1. With Co-LSM create and implement new business sales packages and presentations.
2. Schedule and conduct sales meetings and sales training.
3. Strong verbal/written communication skills.
4. Advise Research Director in creation of research pieces to assisting in sales efforts.
5. Communicate effectively with other Managers and Supervisors.
6. Computer proficient, with knowledge of various TV sales software systems, as well as Microsoft Word, Excel & Power Point required.
7. Periodic travel & entertainment is required.
8. Perform other duties as assigned by management.

SUPERVISORY RESPONSIBILITIES:

Carries out supervisory responsibilities in accordance with the organization's policies and procedures. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

QUALIFICATION REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. 4 Years in Sales Management or 10+ years in Media Sales and management. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE:

Bachelor's degree (B. A.) from four-year College or university; or four to five years related experience in sales representative position; or equivalent combination of education and experience.

LANGUAGE SKILLS:

Ability to read, analyze, and interpret general business periodicals, professional journals, television research. Ability to write reports, and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, and customers.

MATHEMATICAL SKILLS:

Ability to calculate figures and amounts such as budgets and projections; discounts, interest, and commissions.

REASONING ABILITY:

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

OTHER SKILLS and ABILITIES:

Must be very knowledgeable in the basic and advanced techniques of selling television and in sales negotiation.  Valid driver’s license with clean driving record required.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to walk and sit. The employee is occasionally required to stand.

Specific vision abilities required by this job include close vision.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

KICU is an equal opportunity employer.  Discrimination because of race, color, religion, national origin, age, sex, sexual orientation, or disability is prohibited.

Resumes will be accepted until March 15, 2012.  Send your resume to:  KICU, Human Resources Department, 2 Jack London Square, Oakland, CA  94607.  Resumes may also be e-mailed to Human.Resources@KICU.com.   Please indicate your referral source.  No pho