Local Sales Manager, KNXV

KNXV, The E.W. Scripps ABC affiliate in Phoenix, Arizona, is seeking a Local Sales Manager to lead a dynamic sales team. This role focuses on driving revenue growth by helping local businesses reach customers through innovative multi-platform advertising solutions, including broadcast television and cutting-edge digital platforms. The manager will be responsible for organizing, directing, and managing the performance of Account Executives, negotiating rates, developing new business, and fostering team development to achieve revenue goals.

Must Have

• Lead and manage a local sales Account Executive team.
• Drive revenue growth through multi-platform advertising solutions.
• Negotiate ratings, rates, and budgets.
• Develop new business across broadcast, digital, and mobile.
• Coach Account Executives on Scripps Sales Process (SSP).
• Train and develop the sales team to meet revenue goals.
• Manage airtime inventory and oversee accounts receivable.
• Forecast sales revenue and manage department expenses.
• Bachelor's degree in business or related field or equivalent experience.
• 7+ years proven success in media sales.
• Experience in agency and direct strategic account management.
• Proficiency in broadcast inventory and digital/video capabilities.
• Valid driver's license, good driving record, and proof of insurance.

Good to Have

• Aptitude for informal leadership and mentoring.
• Strong coaching and feedback skills.
• Ability to motivate teams towards goals.
• Foster creative and innovative thinking.
• Strong influencing, selling, and upselling skills.
• Effective teamwork and collaboration.
• Strong analysis and data interpretation.
• Exceptional verbal and written communication.
• Outstanding presentation abilities.
• Strong time management and organization.
• Proficient with Microsoft Office (Word, Excel, PowerPoint).
• Working knowledge of Google Office (Sheets, Docs, Slides) and virtual conferencing platforms.
• Ability to manage multiple tasks in a fast-paced environment.

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:

Phoenix is a vibrant metropolis that perfectly balances urban sophistication with stunning natural beauty. As the fifth-largest city in the United States, Phoenix offers endless opportunities for both professional growth and personal adventure. The city boasts a thriving business community, world-class dining scene, and year-round sunshine that makes outdoor activities a way of life.

The Valley of the Sun is home to major league sports teams including the Phoenix Suns, Arizona Diamondbacks, and Arizona Cardinals, plus spring training for multiple MLB teams. Outdoor enthusiasts can explore iconic destinations like Camelback Mountain, South Mountain Park, and the Desert Botanical Garden, all within minutes of downtown. The nearby Sonoran Desert provides hiking, rock climbing, and breathtaking desert landscapes.

Phoenix's rapidly growing economy attracts businesses and professionals from across the country, creating a dynamic environment for media sales professionals. With no shortage of cultural attractions, from the Musical Instrument Museum to First Fridays art walks, plus easy access to Sedona, Flagstaff, and the Grand Canyon, Phoenix offers an exceptional quality of life in America's desert oasis.