Regional Digital Sales Manager

Univision Communications   •  

Miami, FL

Industry: Media

  •  

5 - 7 years

Posted 26 days ago

JOB DESCRIPTION

The Regional Digital Sales Manager will play a key role in driving the company’s sales initiatives and revenue growth, building a multi-market, local and regional revenue stream and working closely with local market executives as well as the company’s national divisions including Network Radio, National Spot Office, Business Development and Katz Radio. This will ensure the company’s centralized resources are utilized to maximize sales opportunities.

This role requires a strategic thinker, effective collaborator and individual contributor, who has impeccable sales and management skills with a history of driving results. Executive presence, proven sales and management success in the ad industry with strong organizational navigation agility are essential requirements.

The Regional Digital Sales Manager will leverage digital sales expertise and a strong relationships with digital agencies, direct clients and regional brand planning offices to aggressively develop new business for Univision’s account executives across all digital and traditional platforms. The position is responsible for driving new accounts, executing sales strategy, plans and tactics across all teams, performance management of account executives, achieving revenue goals for specific markets and regions as well as account growth and expansion as an individual contributor.

 

KEY COMPETENCIES

  • Strong sales leadership and people management ability, with a solid understanding of sales disciplines, strategic sales, consultative selling as well as strong presentation skills.

  • Excellent collaboration skills, organizational agility and capacity to work across a complex, matrixed environment, while operating within all levels of the company including senior leadership

  • Exceptional written, verbal and presentation skills and the ability to translate ideas into clear, high-impact communications 

  • Adaptability and comfort working in a rapidly changing environment and ease serving in a player/coach role, especially in the company’s current fast-paced phase of developmen

  • Creative thinking and ability to align client needs with sophisticated digital and integrated opportunities.

  • The ability to lead and execute in a fast-paced dynamic environment.

RESPONSIBILITIES

  • Manage fiscal year account/business planning and deliver regular sales forecasts, working with local and national sales leadership to create and exceed local and regional sales goals

  • Leverage Univision’s unique digital assets and integrated platforms to create innovative local, regional and national client advertising campaigns, working across internal partner team

  • Develop and drive sales plans through National; Multi-market Regional and Local teams working in tandem with executive leadership in establishing goals, measurement and strategy.

  • Individual contribution to local and regional sales efforts, including sole-owning large-scale presentations and accounts.

  • Manage all functions of sales management including the distribution of materials, strategic account mapping, forecasting, sales campaign development and identifying opportunities to meet and exceed revenue goals.

  • Establish new accounts and oversee the management of these accounts in conjunction with account executives and executive leadership.

  • Establish and monitor key pacing metrics at both the client and account executive level, ensure all performance metrics are achieved; develop and execute performance improvement plans as needed to meet and exceed goals across all teams.

  • Align sales management efforts, including account mapping and presentations, with company-wide initiatives, annual planning, key tentpoles and areas of positive growth and strength for Univision overall.

  • Activate local markets and national teams to increase performance of all Account Executives and Sales Managers to expected market penetration levels and revenue objectives monthly, quarterly and annually

  • Lead annual and ongoing account planning and management in regional markets and national teams with the goal of maximizing all digital opportunities in the marketplace.

  • Actively participate and drive sales activity, sales calls and presentations with direct and agency clients 

 

MINIMUM QUALIFICATIONS

  •  5-10 years of media sales or account management  on the multi-market,  local and regional level, including a minimum of 2-3 years in a management capacity, with 2+ years digitalexperiencepreferred.
  • Proven history of managing a sales team in meeting and exceeding sales goals and driving YOY growth, with a demonstrated track record in closing new business
  • Success in initiating and engaging executive-level contact with Multi-market Local and Regional marketers and their ad agencies, with capacity to work across job titles, from media buyer to the C-Level
  • Passion for digital advertising and ability to work and sell in a fast-paced, changing environment where ad products are often sold as technology is emerging.
  • Market-level and regional knowledge of agencies, clients and competitive offerings.
  • Expertise in digital sales processes, digital platforms, technical markets, pricing models, measurement platforms, technology trends, customer buying patterns and budgeting across all asset and platform types, including but not limited to display, video, audio, social, branded content, email and programmatic transactions.
  • Strong written/verbal communication skills and comfort presenting in front of a client a must.
  • Ability to travel nationwide to attend client meetings, conferences, seminars and industry events.
  • Time flexibility required to interact with people in different geographical locations
  • BA/BS degree from an accredited college/university preferred.

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