Director of Sales and Marketing

About the role

Family Resource Group Inc. is looking for a Director of Sales & Marketing to lead the next stage of growth across our advertising, digital, event, sponsorship, and emerging media products.

This role is about much more than managing a sales team or reviewing monthly numbers. We are looking for someone who can create momentum-someone who can build stronger sales systems, develop our people, generate new business, improve how we go to market, and help us continually find better ways to create measurable value for our advertisers.

The right person will think like a sales leader, marketer, coach, recruiter, and business operator. You should be comfortable looking at the big picture one minute and jumping into a sales pipeline, campaign strategy, proposal, recruiting conversation, or coaching session the next.

You will be joining a company with six growing markets, established brands, existing advertiser relationships, proven products, and an infrastructure designed to help our Account Executives succeed. Our AEs are not expected to manage every aspect of the client relationship alone. They are supported by a dedicated Client Success Team that helps ensure campaigns are executed successfully, along with dedicated Account Managers who work alongside our AEs and clients to help manage communication, fulfillment, and the ongoing relationship. This allows our salespeople to spend more of their time doing what they do best: building relationships, developing opportunities, and selling.

You will also be stepping into an established sales team with talented Account Executives already in place. This is not a turnaround or rebuild. We want a leader who can help an already strong team become even stronger through coaching, structure, strategy, and continued development.

As our six markets continue to grow, this Director will also have the green light to expand the sales organization. Once they understand our business, our people, and our sales process, we want them actively identifying and hiring additional Account Executives who can help us capture more opportunity in our current markets and support future growth. The goal is not to replace what we have-it is to build on it.

We are not looking for someone to simply maintain what already exists. We want someone who will challenge us to grow-expanding existing relationships, creating new revenue opportunities, improving our sales and marketing processes, and building an even more predictable and scalable revenue operation across all of our markets.

This is an opportunity to step into an established organization with a strong team and support structure already in place, then help us build the next version of our revenue engine. We want someone who sees six markets today and immediately starts thinking about how we strengthen the people, systems, processes, and strategy needed to make each one more successful-and prepare FRG for whatever market comes next.

This position reports directly to the CEO and will work closely with FRG's leadership team.

What you'll do

Lead Revenue Growth

Take ownership of the company's advertising and marketing revenue strategy across print, digital, events, sponsorships, branded content, programmatic advertising, marketing services, and new products.

Build and execute plans to grow revenue across both existing FRG markets and future opportunities.

Identify new products, packages, partnerships, and revenue streams that align with the needs of our advertisers and communities.

Develop strategies for increasing average client value, contract length, recurring revenue, renewals, and cross-platform sales.

Continually evaluate where revenue opportunities exist and turn those opportunities into actionable plans.

Build a High-Performing Sales Team

Lead, coach, develop, and hold accountable FRG's sales organization.

Establish clear goals, expectations, activity standards, and performance measurements for every salesperson.

Conduct consistent sales coaching, pipeline reviews, deal strategy sessions, and performance conversations.

Help salespeople improve prospecting, discovery, presentation, negotiation, follow-up, and closing skills.

Recruit and onboard additional sales talent as the company grows.

Build a sales culture where activity is intentional, goals are visible, follow-up is consistent, and accountability is normal.

Create a Repeatable Sales Engine

Develop a structured process for taking opportunities from prospecting through closing, renewal, and account expansion.

Establish strong CRM habits and ensure sales activity, opportunities, next steps, proposals, and forecasts are accurately tracked.

Improve pipeline visibility so leadership can clearly understand what is expected to close, when it should close, and what could prevent it from closing.

Build a consistent new-business development strategy rather than relying primarily on existing relationships or inbound opportunities.

Create systems that make successful sales behaviors repeatable across markets and team members.

Use sales data to identify problems early and continuously improve performance.

Grow and Protect Key Advertiser Relationships

Help develop strategies for FRG's largest and highest-potential advertisers.

Work with sales representatives to expand relationships into additional products, markets, campaigns, and longer-term agreements.

Participate directly in important sales opportunities and strategic client conversations when appropriate.

Ensure our sales strategy remains focused on solving advertiser problems rather than simply selling available inventory.

Help make advertiser success one of the strongest drivers of retention and long-term growth.

Own Packaging, Pricing & Go-to-Market Strategy

Evaluate how FRG products are packaged, positioned, priced, and presented to advertisers.

Develop cross-platform solutions that combine print, digital, events, sponsorships, audience products, and marketing services when appropriate.

Look for opportunities to simplify our offerings while increasing their value and effectiveness.

Work with leadership to establish pricing strategies that protect margins while remaining competitive in each market.

Help create sales tools, presentations, proposals, case studies, talking points, and other resources that make our team more effective.

Lead Marketing That Supports Revenue

Work with our internal teams to strengthen FRG's marketing to advertisers, prospects, partners, and the broader business community.

Build campaigns that generate qualified leads and create sales opportunities for the sales team.

Improve how FRG communicates its audience, reach, products, results, capabilities, and overall value proposition.

Develop strategies for promoting new products, special sections, events, sponsorship opportunities, and advertising programs.

Ensure sales and marketing operate as one coordinated growth function instead of separate activities.

Bring the Voice of the Market Into FRG

Maintain a strong understanding of what advertisers are asking for, where their marketing dollars are moving, and what challenges they are trying to solve.

Monitor competitive offerings, advertising trends, pricing, technology, and new opportunities within the markets we serve.

Share customer feedback and market intelligence with leadership and other departments.

Help FRG determine what we should build, change, improve, or stop doing based on what we are learning from customers and the marketplace.

Work Across the Organization

Partner closely with Editorial, Production, Client Success, Events, Finance, Operations, and company leadership.

Make sure what Sales promises can be successfully delivered by the rest of the organization.

Help teams solve challenges involving pricing, inventory, client expectations, fulfillment, deadlines, and campaign performance.

Participate in company planning and leadership conversations regarding growth, goals, people, products, and future markets.

Qualifications

We are looking for someone who has demonstrated that they can lead people and grow revenue, not simply someone who has held a sales management title.

The strongest candidates will have:

• Proven experience leading a sales, advertising, marketing, business development, or revenue-generating team.
• A history of achieving meaningful revenue goals and improving team performance.
• Strong experience with new-business development and building relationships with decision-makers.
• Experience growing existing accounts through renewals, upselling, cross-selling, and strategic partnerships.
• Strong understanding of pipeline management, forecasting, CRM systems, and sales metrics.
• The ability to coach salespeople and make them better-not simply tell them whether they hit their number.
• Experience developing pricing, packages, proposals, campaigns, or go-to-market strategies.
• Strong financial and business judgment with an understanding of revenue, margin, deal structure, and profitability.
• The ability to turn goals into processes and processes into consistent execution.
• Strong written, verbal, presentation, and negotiation skills.
• A willingness to personally jump into opportunities, problems, and deals when needed.

Experience in media, publishing, advertising, digital marketing, events, sponsorships, agency services, or another consultative B2B sales environment is valuable, but direct media experience is not required. We care more about whether you understand how to build teams, solve customer problems, and grow revenue.

The Kind of Person Who Will Thrive Here

You will probably be a great fit if you:

• Are energized by building and improving things.
• Prefer clear goals and measurable results.
• Believe accountability and great culture can exist together.
• Enjoy coaching people and seeing them improve.
• Are comfortable making decisions without having a perfect playbook for every situation.
• Can think strategically while still being willing to get into the details.
• Look at a problem and naturally begin thinking about the process needed to prevent it from happening again.
• Understand that the best sales organizations don't rely on heroics-they rely on disciplined execution.
• Are curious about customers and constantly looking for ways to deliver more value.
• Are excited by growth, change, new products, new markets, and ambitious goals.

What Success Looks Like

Success in this role means FRG has a sales and marketing organization that becomes increasingly predictable, accountable, scalable, and effective.

We should be able to clearly see:

• Where future revenue is coming from.
• What every salesperson is working on.
• Which opportunities are most likely to close.
• Where new business is being generated.
• Which advertisers have opportunities for additional growth.
• Why we are winning or losing business.
• Which products and packages are producing the greatest value.
• How our marketing is generating opportunities for Sales.
• How individual salespeople are developing and improving.
• What actions we need to take today to hit tomorrow's revenue goals.

Ultimately, this person's job is to help build a revenue organization capable of growing with Family Resource Group Inc.-one that develops great salespeople, creates exceptional advertiser relationships, finds new opportunities, and consistently turns those opportunities into profitable growth.