Job Position: Regional Director of National Sales
Department: Sales
Reports to: Vice President, National Sales
FLSA: Exempt (EXEC)
Status: Full Time
Work Location: Silver Spring, MD
OVERVIEW:
The Radio One story began simply with a dream and one radio station. Forty years, 13 markets, and 70+
stations later, we are an urban media empire, spanning multiple media platforms. We are in your ears with Reach Media/Radio One, on your televisions with TV One, and may even be the name behind your favorite website, with our digital platform Interactive One. Information is power, and our mission here at Radio One, Inc. is simple – to be the most trusted media source in the African American community. At Radio One, we pride ourselves on hiring people who are dedicated and continue to challenge the norm, while embracing a corporate culture built on creativity and passion. We are our employees’ biggest fans, and it is our daily mission to attract, develop, and retain the brightest stars in the business.
The Regional Director of National Sales will be an expert seller who can competently and professionally develop, solicit, negotiate, and successfully secure business for the company and exceed revenue goals by proactively meeting all the expressed needs of existing and potential clients from a traditional national sales perspective for assigned Radio One market clusters. This will be done while staying within the defined needs of the targeted audience and negotiated job responsibilities, and appropriately representing the company's strategic direction and outcomes.
ESSENTIAL RESPONSIBILITIES:
- To develop new business through effective prospecting while also creating new marketing opportunities for existing national accounts to drive revenue.
- To establish a budget and identify a revenue plan for attaining sales goals.
- To successfully negotiate, secure, and manage traditional national sales avails and business for assigned Radio One station clusters.
- To manage all aspects of the sales cycle from initial client contact to campaign implementation.
- To formulate selling objectives, complete with defined research and promotional strategy for each key account.
- To manage a client/agency list including to develop, maintain, and improve relationships with both key agency buyers and clients.
- To identify both returning and non-returning key accounts and formulate a plan of action at least 90 days prior to account campaign start dates to help drive revenue.
- Establish a pipeline of business, while maintaining an accurate sales forecast.
- Create information pieces to educate national reps and advertisers.
- Perform quarterly reviews with national representatives and develop an action plan
- To attend and contribute to sales and promotion meetings.
- To lead the internal sales process and ensure that effective interdepartmental sales activity communication occurs on an ongoing basis.
- To appropriately represent the company when attending relevant trade shows and community related events on an ongoing basis.
- Create an information flow for orders, updates, changes, inventory advice, station data and market data.
- Coordinate the collections for all national activity.
- To investigate and participate in relevant skill building workshops as it applies to the ongoing development of the function.
- To stay current with all relevant industry information as it applies to the overall job responsibility.
- To drive your own Performance Appraisal every thirty days.
- Recruit, develop, and train team members and staff continuously, responsible for new
employee training.
KNOWLEDGE/SKILLS/ABILITIES:
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages.
- Ability to read, analyze, and interpret general business periodicals, professional journals, or governmental regulations.
- Ability to write reports and business correspondence.
- Ability to effectively and persuasively present information and respond to questions from groups of managers, clients, customers, and the general public
- Demonstrate management skills in overseeing teams, operations, and projects effectively
- Remain current on laws & regulations
- Complies with Network and Urban One’s mandatory training and adheres to related course deadlines
- Demonstrated ability to lead, motivate and direct a team to include but not limited to:
- Provide regular constructive feedback
- Resolve issues/conflicts with diplomacy in a timely manner
- Provide ongoing guidance and support for growth and development
- Deploy effective coaching skills
- Practical understanding of anti-harassment and discrimination laws
- Ability to effectively administer performance reviews, and corrective action plans as appropriate.
- Ensure team (s) attend mandatory department and/or mandatory company training (s) as required.
- Submit to a criminal background check
- Legal right to work in the United States
Education and Experience
Bachelor’s Degree or Equivalent. 5-7 years of experience in national radio sales including but not limited to marketing and sales techniques, media sales, event sales, and digital sales.
Benefits Package: Comprehensive benefits offerings include, Major Medical, Dental, Vision, FSA, HSA, 401K, PTO, and elective supplemental options.
