Digital First Media

  • Sales Manager

    Job Locations US-MN-Saint Paul
    Posted Date 2 weeks ago(7/6/2018 9:36 AM)
    Requisition ID
    2018-1402
    Time Type
    Full-Time
    Employment Type
    Regular
  •  

    Job_Logo_Pioneer Press

    Overview

    TwinCities.com/Pioneer Press is a time-honored hometown institution firmly centered in the Twin Cities community while sitting on the cutting edge of multi-media technology.

    Drawing upon a 165-year heritage of excellence that includes three Pulitzer prizes, we are an exciting, thriving, and ever-changing organization that has evolved to connect communities with compelling content delivered at the speed of life.

     

     

    Year after year, we continue to be the East Metro’s media leader, serving a local audience of 3.6 million (monthly) with customized content for tablets and desktops, daily blogs and social media, and print issues including newspaper and magazine publications.

     

    TwinCities.com is a part of the Digital First Media group that serves an audience of over 40 million readers monthly, holds the title of the second largest newspaper company in the U.S. (circulation), and is a leader in providing digital solutions including a national/international digital buying network. #StPaulPioneerPress

    Responsibilities

    Position is responsible for the effective management, leadership and revenue growth of Pioneer Press Print, Digital & National Products. Individual is responsible for growing profitable revenue and increasing market share to meet current needs. Leadership will include directing and inspecting Multi Media Major and Key Account category sales performance, coordinating distribution strategies with appropriate ad, circulation & finance management and support staff as well as, financial forecasting and reporting on Multi Media Major and Key Account Teams revenue results. M/K Sales Manager will work with Major and Key Account Reps to execute future opportunities and report to Pioneer Press MM Sales Director.

     

    Major Functions:

    • M/K Sales Manager is responsible for Major/National and Key account categories, major and sales support team performance.
    • Executes performance management best practices for the team including on-time performance reviews, development plans for improvement or promotion.
    • Embraces and effectively manages changing needs of customers and the marketplace. Holds self-accountable and the team for results.
    • Analyzes financial data to make win/win decisions balancing needs of customer with company objectives.
    • Is open to, sets, coaches to and gives feedback on sales behaviors and models the way around a customer-focused selling approach.
    • Is an active learning participant and shares skills to develop all members of the team.
    • Works with all Ad Department Sales Managers, Twincities.com GM and MM Sales Director to package opportunities tied to Major and Key Account client needs.
    • Develop strong external network of contacts within and outside of Media News Group/Digital First Media.
    • Leverage best practices communicated by MNG/DFM.
    • Works closely with ad production and vendors to successfully implement any new product launches.
    • Works with Training and Development Director regarding new hire on-boarding and Marketing V.P. to coordinate marketing resources.
    • Occasional time spent in the field with Major and Key Acct Sales Reps to secure new business.
    • Executes the MM department’s strategic plan to meet revenue initiatives while building effective customer relations.
    • Collaborates cross organizational boundaries, and actively contribute to MM department decisions to achieve results.
    • Seeks out, adopt and models use of (new) technology to support initiatives and grow business.

    Qualifications

    Education:

    College degree required or equivalent experience.

    Position utilizes and integrates broad business knowledge and advanced communication; descriptive writing skills, financial skills including team revenue weekly reporting, forecasting as well as, budget planning and management to meet P/L objectives.

     

    Experience:

    • 7 - 10 year minimum, successful experience in direct, face-to-face sales.
    • 5 - 7 year minimum sales management and performance experience, media environment a plus.
    • Proven track record of leadership and sales management.

    Skills:

    • Computer skills include proficiency in Microsoft Office suite: Word, Excel and PowerPoint software.
    • Paid digital media sales a strong plus.

     

    Decision Making:

    • Excellent decision-making and judgment skills are mandatory and should include a track record of proficiency in the following areas: recruiting sales talent, revenue forecasting, expense budgeting and control, effective 1:1 coaching, customer relations, negotiation, business ethics, developing business plans, marketing strategy and selling with a documented sales process.
    • Develop and manage compensation plans. Knowledge of operational issues, including distribution, ad production and product environment.
    • Decisions affect other departments including digital, pre-press, production, market development, advertising and circulation.

     

    Contacts:

    • Advertising management responsible for leadership and management of Major and Key Acct Team. Company associated contacts include the following: Advertising sales and support staff, Training and Development Director, Marketing V.P., Finance Director, DFM HR Director and Media News Group/Digital First Media corporate.
    • External associated contacts include principles of business with assigned classification and account list, advertising agencies and possible vendors.

    Management Planning:

    • Contributes to annual budget for MM print, distribution and digital products, including Major and Key Acct sales plans to support revenue and expense projections.
    • Create and implement new sales programs to support digital and print products.
    • Modify plan as business opportunity and need warrants.

    Affirmative Action, Equal Opportunity Employer

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