Summary:
The Director of Broadcast Sales is responsible for leading all local broadcast advertising sales for Washington Nationals television programming, while overseeing critical relationships with the MLB League Office, national sales agencies, and third‑party media agencies representing brands purchasing ads around Nationals broadcasts.
This role drives revenue through the sale of all local TV inventory, manages agency relationships at both the local and national levels, and ensures alignment between the Nationals’ local initiatives and MLB’s broader media strategy. The Director collaborates closely with Corporate Partnerships to integrate broadcast elements into comprehensive sponsorship packages and maximize the value of the Nationals’ media assets.
The Nationals are a military-friendly organization actively recruiting veterans and spouses.
Essential Duties and Responsibilities:
Local Broadcast Ad Sales (Primary Focus)
- Lead sales efforts for local TV advertising inventory, managing the full sales cycle including prospecting, pitching, pricing, negotiations, and contract execution.
- Build and grow relationships with local advertisers, regional brands, and media buying agencies targeting Nationals broadcasts.
- Work directly with third‑party agencies representing brands to develop custom ad solutions, negotiate rates, and ensure seamless delivery of commercials and sponsored content.
- Own all local TV inventory management, including forecasting, yield optimization, and broadcast schedule planning.
- Partner with the Nationals' broadcast partner(s) to ensure flawless implementation of all local commercial units and in‑broadcast sponsorship elements.
MLB League Office & National Media Coordination
- Serve as the Nationals’ primary liaison to the MLB League Office on all matters involving national broadcast advertising, commercial integrations, and league‑wide media policy.
- Maintain strong working relationships with the agencies responsible for national MLB media sales, aligning on inventory usage, national sponsor obligations, and category implications.
- Monitor national ad sales pacing and communicate its impact on Nationals broadcast windows, available spots, and revenue opportunities.
- Advocate for the Nationals’ interests within MLB’s national media framework to ensure optimal club representation and commercial visibility.
Agency Relationship Management
- Develop and grow strategic relationships with local, regional, and national media agencies purchasing advertising on Nationals broadcasts.
- Provide agencies with ratings data, audience insights, and value‑driven proposals to support buying strategies.
- Represent the Nationals in agency presentations, media investment discussions, and upfront/marketplace buying cycles.
- Ensure agencies receive accurate reporting, proof of performance, and timely responses to all inquiries.
Cross-Functional Partnership Integration
- Collaborate with Corporate Partnership Sales to integrate broadcast assets into multi‑platform sponsorship solutions.
- Identify high‑potential local advertisers who may convert into larger sponsorship partners.
- Attend internal and external partner meetings to represent Nationals broadcast capabilities and provide strategic recommendations.
Broadcast Operations & Reporting
- Oversee trafficking, scheduling, creative deadlines, verification, and fulfillment of all locally sold ad units.
- Produce weekly, monthly, and annual pacing and revenue reports for leadership.
- Utilize ratings data (Nielsen and digital metrics), market trends, and competitive intelligence to drive pricing strategy and inventory planning.
- Coordinate with Marketing, Production, and Partnership Activation to ensure fulfillment of all broadcast‑related contract elements.
Strategic Growth & Industry Leadership
- Identify emerging opportunities across streaming, OTT, digital video, and connected TV platforms.
- Build a comprehensive view of the Nationals’ content ecosystem — live games, shoulder programming, features, and digital content — to drive new revenue opportunities.
- Represent the Nationals at MLB meetings, industry conferences, and agency roadshows.
Special Projects
- Support special projects involving new broadcast integrations, studio content, or brand‑partner activations within the broadcast.
- Other duties as assigned.
Requirements:
Minimum Education and Experience Requirements:
Examples:
- Minimum of a Bachelor’s degree in Marketing, Business, Communications, or related field.
- Minimum of 8 years of experience in broadcast advertising sales, preferably in sports, media, or agency environments.
Knowledge, Skills, and Abilities necessary to perform essential functions
- Proven ability to collaborate, build and grow relationships with internal and external stakeholders, and gain buy-in.
- Strong relationships with media buying agencies, investment teams, and brand marketers.
- Deep understanding of TV advertising, ratings, inventory management, and the agency buying process.
- Experience collaborating with league level media teams or national sports media partners preferred.
- Proven ability to meet or exceed revenue targets in a dynamic, competitive marketplace.
- Outstanding communication, negotiation, and presentation skills.
- Ability to work games, evenings, weekends, and holidays as required.
- Uphold Core Values: Excellence, Performance, and Accountability. These core values set the tone in everything we do, help us succeed on and off the field, make a difference in the community and provide the best guest experience in sports. It is important that the person in the position commits themselves to these core values so that we can constantly move forward in the same direction – Together.
Physical/Environmental Requirements
- Office: Working conditions are normal for an office environment. Position may require occasional weekend and/or evening work.
- Gameday: Requires presence in a dynamic, crowded outdoor sports venue; exposure to varying weather conditions.
Compensation:
The projected annual salary range for this position is $115,000-$135,000 per year. Actual pay is based on several factors, including but not limited to the applicant’s: qualifications, skills, expertise, education/training, certifications, and other organization requirements. Starting salaries for new employees are frequently not at the top of the applicable salary range.
Benefits:
The Nationals offer a competitive and comprehensive benefits package that presently includes:
- Paid vacation and sick leave, paid holidays throughout the year and a holiday break in December
- Medical, dental, vision, life and AD&D insurance
- Short- and long-term disability insurance
- Flexible spending accounts
- 401(k) and pension plan
- Access to complimentary tickets to Nationals home games
- Employee discounts
- Free onsite fitness center
Equal Opportunity Employer:
The Nationals are dedicated to offering equal employment and advancement opportunities to all individuals regardless of their race, color, religion, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, matriculation, political affiliation, genetic information, disability, or any other protected characteristic under applicable law.
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.
For further information, please review the Know Your Rights notice from the Department of Labor.
