Vice President of Sales

About the role

iHeartMedia is the number one audio company in America, reaching 90% of Americans every month. We are the largest podcast publisher, with more monthly downloads than the second- and third-largest podcast publishers combined. We also host many of the country's most popular and trusted on-air personalities and podcast influencers, and we create and produce some of the most popular and well-known branded live music events.

Responsibilities

• Manage local Account Executives with goal of meeting/exceeding station revenue
• Prospecting and new business targets
• Oversee advertising sales activities in assigned market; is accountable for achieving/ exceeding targeted advertising sales revenues for the market and for controlling sales expenses
• Drive results through others, manage team performance and hold team accountable against business metrics
• Translate market and station business strategies into specific actions to generate sales and revenue
• Direct sales activities and processes that generate new business and deepen existing relationships
• Set sales goals and guide subsequent goal-setting processes
• Prepare budgets and revenue forecasts
• Obtain, allocate and adjust operations resources to achieve sales and service goals
• Oversee management of available advertising inventory to drive most profitable sales
• Meet with key accounts
• Recruit, hire and ensure ongoing training and development of Account Executives
• Go on sales calls and conduct in-field coaching to develop Account Executives
• Review and adjust sales territories, product mix targets and assigned call lists
• Direct other functions such as marketing, advertising, production, traffic and sales operations

Requirements

• Strong understanding of broadcasting, marketing, promotion, and collection standards
• Proven ability to grow new business and find new revenue opportunities
• Excellent leadership and coaching ability; can successfully coach others in sales practices
• Deep understanding of local markets, customers, and competitors in order to target needs and drive sales
• Ability to create full-funnel marketing plans and strategies
• Ability to create productive, long-term customer relationships
• Scrappiness to be an entrepreneurial self-starter
• Excellent business and people decision-making skills
• Model positive energy and handle stress in the face of challenges, deadlines and financial pressures
• Flexibility and creativity
• Excellent communication and influencing skills across multiple groups
• Excellent interpersonal skills and collaboration with others

Qualifications

• 3+ years’ experience as an Account Executive or Sales Manager in media industry with proven track record of success
• College degree preferred, but not required

Skills

• Strong understanding of broadcast, marketing, promotion and collection standards
• Judgement to resolve customer and employee operational problems; critical thinking skills to understand the broader impact across the organization
• Leadership skills to increase performance of the sales organization
• Communication skills to succinctly convey information, set performance expectations and handle sensitive issues
• Active listening skills with the ability to guide and influence others to adopt a broader point of view
• Positive energy and the ability to manage stress and serve as a model for others in the sales practice
• Comfort interacting with individuals of all levels

Benefits

• Employer sponsored medical, dental and vision with a variety of coverage options
• Company provided and supplemental life insurance
• Paid vacation and sick time
• Paid company holidays
• Spirit day to encourage and allow our employees to more easily volunteer in their community
• A 401K plan
• Employee Assistance Program (EAP) at no cost – services include telephonic counseling sessions, consultation on legal and financial matters, emotional well-being, family and caregiving
• A range of additional voluntary programs, such as spending accounts, student loan refinancing, accident insurance and more!