DIRECTOR OF SALES
The Blade, a division of Block Communications Inc., has been serving news to northwest Ohio and southeastern Michigan since 1835 and is the most trusted local news source. The Blade continues to evolve and deliver credible, informative, and daily content both in print and digital formats.
The Blade is looking for a Director of Sales that can formulate, plan, and oversee sales plans and strategies to generate advertising sales revenue and achieve EBITDA goals for The Blade and all of its related platforms. This includes leading the sales team with a full portfolio of digital, social, e-commerce and print advertising products. This position also sets a tone for client service and ensures delivery of the best possible sales operations processes, technology and systems in order to keep The Blade at pace with emerging industry trends.
Position responsibilities include:
· Ensure a robust portfolio of digital advertising product offerings that align with market trends and customer needs. Support the on-going development of staff in current and emerging digital products and technology;
· Manage, develop and retain an energetic and enthusiastic sales team, supporting diversity in hiring, promotion and training. Communicate expectations and drive performance across the team. Work collaboratively with a unionized workforce;
· Develop and cultivate productive relationships with major accounts, business partners, and external community leaders. Participates in sales calls and presentation with management and staff as appropriate;
· Collaborate with Blade leaders to develop short and long term goals to ensure the company’s success. This includes revenue, audience growth targets and EBITDA as well as revenue for digital, social media and print platforms;
· Manage and participate in the development and implementation of goals, objectives, policies, and priorities of all sales programs and activities;
· Develop and achieve sales objectives through setting quotas, sales pitch approval, and product presentations by sales staff;
· In conjunction with Finance, develop financial targets, advertising rate structures, and sales incentive plans;
· Analyze operations to evaluate performance of the company and its staff in meeting objectives, and to determine areas of potential cost reduction, program/process improvement, or policy change;
· Monitor industry trends and competitor activities to develop appropriate responses to ensure The Blade’s competitive position;
· Prepare and present reports concerning activities, expenses, budgets, government statutes and rulings, and other items affecting businesses or program services;
· Negotiate or approve contracts and agreements with suppliers, distributors, federal and state agencies, and other organizational entities;
· Prepare budgets for approval, including those for funding and implementation of programs by directing the development and implementation of budgetary control systems, record-keeping systems, and other administrative control processes;
· Follow and enforce all company policies and procedures, including the EEO and safety guidelines at all times, and implement corrective action plans to solve organizational or department problems.
Job requirements:
· Bachelor’s Degree in Sales, Marketing, Business or related field – required.
· Minimum seven years’ experience in sales, including at least some digital advertising experience, is required.
· Minimum five years’ experience in managing employees - required.
· Experience analyzing market opportunity and developing and delivering a strategic plan.
· Proven success in meeting or exceeding revenue targets.
· Strong track record of building relationships and generating sales.
· Experience in attracting, retaining and coaching people. Integrity in leading self and others.
· Strategic thinking, and analytical mindset
· Strong PC and data processing skills; Strong proficiency in Microsoft Office Suite and internet based applications and communication tools.
· Excellent communication skills, both written and verbal.
· Ability to inspire a high performing team to reach a goal and/or perform to the best of their ability, including guiding teams through changes in management initiatives.
· Valid driver’s license and driving record that meets company standards at all times. Reliable transportation at all times.
· Ability to maintain confidentiality of sensitive information.
· Background record that meets company standards.
Apply online at www.toledoblade.com/careers