General Sales Manager

About the role

The General Sales Manager will lead, coach, and motivate a team of Account Executives, partner closely with market leadership and fellow sales managers, and drive both new business development and existing account growth.

Responsibilities

• Work as a collaborative partner with fellow sales managers to create and maintain a "One Team" culture across the organization.
• Lead, empower, and motivate a team of local sellers to maximize revenue from broadcast, digital, event, and integrated marketing solutions.
• Drive opportunities that generate both new business and incremental revenue growth from existing clients.
• Hold the sales team accountable for leveraging the company's superior media assets to achieve monthly, quarterly, and annual revenue goals.
• Maintain visibility in the marketplace and build strong client relationships that positively impact revenue growth and client retention.
• Stay informed on market conditions, competitive activity, and all returning and non-returning business.
• Conduct weekly one-on-one meetings with direct reports and enforce the consistent use of ShareBuilders and other sales performance tools.
• Accompany Account Executives on sales calls to provide coaching, training, and professional development.
• Coach Account Executives on Strategic Account Management planning, focusing on revenue growth, account prioritization, and annual budget implementation.
• Foster a culture of continuous learning, accountability, and sales excellence.
• Co-build a strong talent bench by recruiting, hiring, and developing top sales talent in the market.
• Provide accurate revenue forecasting and pipeline management for direct reports.
• Approve sales orders and ensure compliance with company policies and procedures.
• Monitor sales activity and performance metrics to identify opportunities for improvement and growth.
• Create, update, and maintain sales presentations, marketing materials, and sales collateral.
• Prepare for and co-lead weekly sales meetings.
• Source and approve leads across the San Francisco, San Jose, and Far East Bay sales teams.
• Work with the team to ensure effective utilization of all sales tools and resources, including ZoomInfo, Futuri, AdMall, Waymark Video, Marketron, Tapscan, Miller Kaplan, Media Monitors, and other company-approved platforms.
• Communicate market intelligence, sales strategies, best practices, and performance expectations to the team.
• Attend and actively participate in weekly Promotions Meetings.
• Manage and oversee annual on-air and on-site station events, ensuring successful execution and revenue opportunities.
• Collaborate with programming, promotions, digital, and market leadership teams to maximize integrated sales opportunities and client success.

Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• Minimum of 5 years of media sales leadership experience, preferably in radio, digital media, or integrated marketing solutions.
• Proven track record of leading successful sales teams and consistently achieving revenue goals.
• Strong understanding of digital marketing solutions, including streaming audio, OTT/CTV, display advertising, social media, SEM, and targeted digital products.
• Exceptional coaching, leadership, and team-building skills.
• Strong communication, presentation, and negotiation abilities.
• Experience with CRM systems, forecasting tools, and sales performance platforms.
• Ability to manage multiple priorities in a fast-paced environment while maintaining a strategic focus.

Pay

$175,000 + Bonus potential

Schedule

Not specified

Benefits

Comprehensive Benefits Package: Medical, Dental, and Vision. Supplement Life Insurance, AD&D Coverage, STD, and LTD coverage. Paid Time Off: 17 PTO days and 10 company holidays. 401(k) Retirement Plan: Employer matching to support your future financial goals. Employee Assistance Program: Free support services for you and your household.