Local Sales Manager - Major Accounts
About TEGNA
TEGNA Inc. (NYSE: TGNA) helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.
As a powerhouse in media innovation, TEGNA Florida operates NBC affiliate WTLV and ABC affiliate WJXX in Jacksonville, alongside CBS affiliate WTSP in Tampa. We’re not just a media company—we’re a catalyst for transformative storytelling and cutting-edge advertising solutions. Join us to lead the charge in redefining how brands connect with audiences in the digital age.
SHAPE THE FUTURE OF MEDIA SALES
We are seeking a highly skilled Local Sales Manager to lead our transformative sales efforts with a Total TV approach. This role is critical in driving our sales strategy, focusing on developing and executing client sponsorship opportunities across major accounts in both Jacksonville and Tampa. As a key leader within our organization, you will play an instrumental role in overseeing the national sales efforts in Jacksonville, working closely with the TEGNA Sales team to ensure alignment with our broader corporate objectives. Additionally, you will be responsible for managing and guiding local Account Executives who handle key statewide accounts, ensuring they meet their sales targets and deliver exceptional service to our clients.This position reports to the Director of Sales.
Responsibilities:
• Cultivate a high-performance culture by setting clear, quantifiable goals for Account Executives (locally at the station and across the TENGA Sales team) and providing constructive feedback to enhance their performance.
• Partner with Account Executives to drive linear and digital revenue and linear share growth with accounts managed by TEGNA Sales Account Executives and local Account Executives.
• Lead the development and execution of sponsorship sales and tracking in Tampa and Jacksonville.
• Identify and target accounts for selling existing or customized sponsorship opportunities across TEGNA's portfolio, working closely with the TEGNA Sales team and local teams.
• Work with TEGNA Sales GSM to strategize on key account growth plans for Jacksonville determining ways to leverage share growth and digital revenue.
• Develop systems for effective communication regarding sponsorship opportunities between local sales teams and TEGNA Sales.
• Collaborate with DOS and other sales managers to maintain elite linear inventory management processes adhering to rate and proper coding compliance.
• Oversee political campaigns in Jacksonville, ensuring compliance with all relevant political advertising rules and regulations.
• Strategize and implement cross-platform sales strategies that blend digital media, streaming services, and traditional television advertising.
• Identify and pursue on new revenue opportunities through strategic partnerships and lead generation.
• Mentor and coach Account Executives, participate in client meetings to secure new business and enhance existing relationships, focusing on accountability and performance.
• Maintain a customer-centric approach to ensure high client satisfaction and strong account retention, addressing client schedules and issues promptly and effectively.
• Monitor business performance metrics, providing timely reports and forecasts to ensure continuous revenue growth and accurate projections.
• Lead the team with a clear vision aligned with company goals, guiding the team through changes and fostering innovation.
• Foster a culture of innovation and adaptability, leveraging change as a catalyst for growth and success.
Requirements:
• Minimum of five (5) years in sales leadership within digital media, streaming, and broadcast television.
• Proven track record of driving linear share and developing cross-platform, Total TV sales strategies.
• Extensive knowledge of digital advertising, including programmatic buying, OTT/CTV, social media, audience targeting, and attribution models.
• Ability and willingness to travel at least 30% of the time (approximately 14 weeks a year) between key national account locations, Jacksonville, and Tampa, including overnight stays as necessary.
• Strong collaborative skills to foster teamwork and partnerships across Florida stations and TEGNA Sales.
• Demonstrated expertise in building and leading high-performance sales teams in a dynamic media environment.
• Strong analytical skills to interpret sales data, identify trends, and make data-driven decisions to enhance revenue growth.
• Excellent interpersonal and leadership skills to motivate teams and drive revenue performance.
• Proficiency in sales and traffic management platforms such as Wide Orbit Media Sales, Wide Orbit Traffic, Matrix Monarch/Salesforce CRM, and understanding of a demand side platform.
• Excellent time management and organizational skills, thriving in a fast-paced, results-driven setting.
Benefits:
TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance.
Our 401(k) program offers full, part-time and temporary employees the opportunity to contribute 1% - 80% of their pay on a pre-tax basis to TEGNA’s 401(k). Contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one.
Regardless of participation in TEGNA medical plans, ALL employees and their eligible family members receive nine free virtual doctor’s appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health.
TEGNA offers a generous Paid Time Off (PTO) benefit as well as nine paid holidays per year.
* Some jobs are covered by a collective bargaining agreement and thus some or all of the benefits described herein may not apply. For example, some newsroom bargaining unit employees receive health and retirement benefits under plans administered by the union.
EEO statement:
TEGNA Inc. is a proud equal opportunity employer. We are proud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. We value and consider applications from all qualified candidates without regard to actual or perceived race, color, religion, national origin, sex, gender, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, disability, medical condition, enrollment in college or vocational school, political affiliation, military or veteran status, citizenship status, genetic information, or any other basis protected by federal, state or local law. TEGNA will reasonably accommodate qualified individuals with disabilities in accordance with applicable law. If you are in need of an accommodation in order to submit your application, please email askhr@tegna.com
Recruiting Fraud Alert:
To all candidates: your personal information and online safety are important to us. Only TEGNA Recruiters or Hiring Managers will reach out to you regarding consideration of your application or background. Communications with TEGNA employees will either come from a TEGNA email address with a domain of tegna.com or one of our affiliate station domains.
Recruiters or Hiring Managers will never request payments, ask for financial account information or sensitive information such as social security numbers.
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