Director of Sales

Profile

: Capitol Broadcasting Company
is seeking a dynamic leader to be our next Director of Sales at WRAL and WRAZ. This is a unique opportunity to represent the only NBC and Fox duopoly in a top 25 market; the #1 news station and a portfolio of cutting-edge digital products. The Director of Sales role requires someone who will envision how the company’s robust offerings can support clients in growing their businesses. We want someone who is a product expert and understands our customers’ needs and how our product helps them achieve their goals. This person must be a strategic thinker with the drive to win in the media sales business today as well as three to five years from now. There needs to be a proven ability to grow revenue and create new customer solutions despite the traditional way of doing business changing drastically in recent years. An ideal candidate will focus on obtaining data to help maximize the performance and motivate our team of professionals dedicated to being the best in the market and achieving their goals. The DOS will establish accurate budgets, forecasts, and tactical plans to offer the best media packages to the market to exceed revenue goals across multiple platforms. The DOS will be responsible for growing revenue around new products like WRAL News which is linear and streaming 24/7 news.
RESPONSIBILITIES
Optimize and capture revenue and market share for the duopoly of WRAL and WRAZ and the portfolio of multiplatform products. Demonstrate what it takes to be the market leader – maintain and grow WRAL’s #1 leadership position, capitalize on WRAZ’s significant ratings, maximize our sub-channels and strengthen the sales of digital offerings. Establish longer-range plans and have ability to get hands on to prepare detailed annual plans and budgets to achieve company goals. Present plans, budgets and updates to corporate senior leadership. Use data to maximize the performance of sales team members. Partner with sales ops/analytics to generate superior data-driven outcomes. Synthesize data from a variety of sources to inform the preparation of accurate budgets and forecasts. Be responsible for weekly, monthly, quarterly and annual sales and operating budget reports. Develop the sales strategies that result in exceeding targets for local, national, digital and new creative sales opportunities. Build product packages that advance the company’s position in the market and offer multiplatform, customized solutions. Utilize all available data and insights to forecast the market, price and manage inventory to achieve revenue and expense targets. Use tools like ShareBuilders to build the rate card and maximize AUR/market share. Deliver on the operating budget. Lead the evolution of the “sales force of the future” to grow revenue and be a trusted business consultant sought after by clients to grow their business. Hire, retain, develop and mentor a sales organization to fulfill their role in selling TV and the full portfolio. Develop compensation plans to motivate and reward performance in alignment with company goals. Make decisions regarding hiring promotions and terminations, as needed. Develop client relations and identify new business opportunities. Ensure the sales processes moves smoothly through the workflow including traffic, production, promotions, accounting and programming. Ensure all FCC requirements for political advertising are met.
REQUIREMENTS
A broadcasting sales leader with at least 5 years in management. (Ideally as DOS or potentially a combination of DOS, with previous responsibilities as a LSM, DSM or NSM). A demonstrated use of data to maximize sales team performance. Record of accomplishment of success in capturing market share, revenue and diversifying the revenue stream. Experience in using AUR strategies and rate card development to maximize revenue. Combination of strategic big picture thinking and granular analysis of data to tell the narrative in a compelling way. Experience and success leading a team selling multiplatform solutions including digital, OTT, and sponsorships. Strong project management and organizational skills. Must be detail-oriented and adept in using supporting software such as Wide Orbit and Excel. Experience building budgets and managing political are a must. Excellent interpersonal and outstanding communication skills in all forms (particularly listening). Comfortable speaking to all types of audiences; tailors their communication style to suit the group and situation. Enjoys building relationships with clients including investing in social time outside of the workday/week. Bachelor’s degree required. A valid driver’s license with clean driving record is required.
WRAL is a legacy station, on the cutting edge of television’s future. WRAL was the first in the nation to broadcast television news in High Definition. WRAL is always working to provide next level news coverage, including using our Virtual/Augmented Reality studio to bring energy to our showcasing of stories, and a fleet of resources to cover breaking news. WRAL has the largest team of meteorologists in North Carolina; and a team of In-Depth Specialists to help you bring depth and perspective to tell the important stories involving politics, education, climate change and more. Raleigh, Durham, and Chapel Hill offer lots of entertainment. Enjoy eating out at a number of world-renowned restaurants, live outdoor concerts, museums, and lots of parks and hiking trails. It’s also a great place for sports lovers with everything from hockey to soccer, to basketball and baseball. WRAL is also the official partner of the Carolina Panthers.
To apply go to ****A pre-employment drug screening is required.  EOE, M/F. All Capitol Broadcasting Company properties are tobacco free. Capitol Broadcasting Company participates in E-Verify.
Capitol Broadcasting Company, Inc. is a diversified communications company which owns and/or operates WRAL-TV, WRAZ-TV, WRAL-FM, WRAL-HD2, WNGT-CD, WCMC-FM, WCMC-HD1, WDNC-AM, WCMC-HD2, WCMC-HD3, WCLY-AM, WCMC-HD4, Microspace, and WRAL Digital in Raleigh, NC; WILM-TV, WILT-LD and Sunrise Broadcasting in Wilmington, NC; The Durham Bulls Baseball Club, Bull City Hospitality, and Coastal Plain League in Durham, NC; The Holly Springs Salamanders in Holly Springs, NC; The Greenville Yard Gnomes in Greenville, NC; the American Underground startup hub in Durham, NC; and real estate interests including the American Tobacco Historic District in Durham, NC; Rocky Mount Mills in Rocky Mount, NC; MoJud Lofts in Greensboro, NC; and The Thread in Rock Hill, SC. Posted 2/26/24.

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