Local Sponsorship Account Manager

About the Role

As the Local Sponsorship Account Manager, you will serve as a WGCU brand ambassador, strategically leveraging sales and marketing concepts and tools to gain corporate support and network with C-suite executives of companies of all sizes. This position focuses on direct sales and developing revenue-generating relationships with local business agencies, non-profit leaders, and other local influencers. You will assist in developing sales strategies to drive revenue for WGCU from both philanthropic corporations and clients seeking return on investment. The Local Sponsorship Manager reports to the Associate General Manager of Business Partnerships and Corporate Investments.

WGCU is Southwest Florida’s source for PBS and NPR, providing educational programming that inspires, informs, and engages the community. A member-supported service of Florida Gulf Coast University, WGCU serves all or part of 12 counties with five distinct digital TV channels, two FM radio channels, two HD radio channels, and multiple websites.

Responsibilities

• Direct sales efforts of WGCU services and promotions to local businesses and agencies.
• Develop marketing concepts in partnership with other departments to increase corporate investments and inspire membership support.
• Promote marketing and sponsorship opportunities on radio, TV, and digital channels.
• Identify and estimate the monetary value of missed sales opportunities.
• Maximize revenue potential for all spots and special programming opportunities.
• Independently create new presentations and determine audience data on WGCU program services, comparing their value against commercial media channels.
• Prepare a local revenue operating budget and perform ongoing budget analysis; provide reports to the Associate General Manager and General Manager.
• Develop strategies to enhance nontraditional revenue opportunities.
• Execute trades to alleviate station-wide expenses.
• Oversee the work efforts of third-party sales vendors.
• Accurately forecast local account lists and prospect variable revenue potential using industry-specific media software.
• Develop growth revenue by focusing on “conversion” targets from other media, including radio, print, online, and cable.
• Perform other job-related duties as assigned, including supervising or training other sales personnel.

Requirements

• Eight years of directly related full-time experience or a Bachelor’s degree from an accredited institution in an appropriate area of specialization and four years of full-time experience directly related to the job functions.
• Expertise in media sales, corporate fundraising, or event sponsorship.
• Experience in digital sales, radio, TV, or event sponsorship.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, and Outlook).

Preferred Qualifications

• Master’s Degree from an accredited institution in an appropriate area of specialization.
• Two years of professional full-time experience in corporate fundraising and event sponsorship.
• Public media experience.

Skills & Abilities

• Proven ability to think strategically and approach challenges with creativity.
• Demonstrated track record of reliability, meeting goals, and holding oneself accountable.
• Strong interpersonal skills and experience working effectively across teams.
• Knowledge of accounting, budgeting, finance, and management principles, practices, and procedures.
• Extensive knowledge of marketing and advertising tools, including traditional and new media.
• Expert knowledge of Nielsen, Google Analytics, Media Audit, Scarborough, Media Monitors, BIA, traffic software for radio, TV, and digital, Word, Excel, and PowerPoint.
• Excellent interpersonal, verbal, and written communication skills.
• Strong organizational skills and the ability to prioritize and complete simultaneous projects.
• Ability to influence at senior levels of an organization and work across functions, levels, and departments toward shared objectives.
• Ability to collaborate and develop strategic relations with staff, faculty, students, and business partners.
• Ability to take initiative in planning, organizing, coordinating, and performing work in various situations with numerous and competing demands.
• Ability to value WGCU’s public service and audience at approximately 3x the commodities advertising market.
• Ability to use effective decision-making and problem-solving techniques.
• High standard of integrity, critical and creative thinking, and motivation to incorporate best practices into the organizational structure.
• Ability to maintain confidentiality and discretion at all times.
• Ability to exercise independent judgment in establishing, interpreting, applying, and enforcing rules, regulations, and policies.
• Ability to effectively manage the work of others by providing information, guidance, and motivation.

Institutional Values & Behavioral Expectations

• Seek out new approaches to improve outcomes; remain open to feedback and new ideas.
• Lead with integrity; consistently produce high-quality work; persevere to overcome obstacles to meet deadlines and achieve deliverables.
• Share information and insights thoughtfully; build partnerships across departments; communicate respectfully; support colleagues to achieve common goals.