The AJC's mission is to be the most essential and engaging source of news and information for the people of Atlanta, of Georgia and the South. To achieve that mission, we will transform ourselves from a storied daily newspaper into a modern media company. Where reporters, product ninjas, video/audio masters, digital gurus, strategic sellers and more who deliver excellent work across diverse creative platforms, industries and borders to inform and enlighten.
The AJC is seeking a Sports Multimedia Sales Manager with an entrepreneurial mindset to help strategically expand digital, events, and not yet envisioned opportunities that have ROI for clients and revenue growth for the AJC's Sports Products.
POSITION SUMMARY: The primary responsibilities of the Multimedia Sales Manager will be to lead a team of sales professionals to exceed departmental revenue goals. The Multimedia Sales Manager will work collaboratively with the entire sales organization; as well as with other departments such as product, programming and marketing. The Manager will lead the team to sell the AJC's digital offerings, events and programming that support the strategic vision and goals of the organization. In addition, 3rd party digital offerings from the AJCs agency, CoxNext. The role is tasked with making sure all sales executives reporting to them sell strategic and integrated advertising and marketing plans that return the best ROI for the customer. This leader will be accountable for its team to grow the existing business portfolio and create new business revenue. This position is responsible for providing sales programming, infield training, expertise in product and audience positioning and creating a best-in-class culture.
JOB DUTIES
Supervise/Coach/Mentor Multimedia Sales Teams

• Analyzes or drives analysis of business opportunities, assessing potential markets and developing project direction for new Advertising Sales initiatives.
  • Conducts market opportunity analyses to identify short-, mid and long-term opportunities.
  • Crafts sales strategy and oversees execution of strategy.
  • Develops pitches and closing sales leads for team to use.
• Manages a team of multimedia account executives in specific competency & product areas (digital premiums, native, newsletters, podcasts, events, content partnerships, SEM & social media, and reach extension) to maximum revenue and YOY growth.
• Manage account executives to specific and measurable key performance indicators (KPIs) to generate maximum performance and drive new business to the AJC's Sports Products.
• Spend a minimum of 40% of time in field on client sales appointments.
• Coach, train, motivate and develop sales staff on growing revenue streams and introducing new products. Coach team to audience based/client based integrated sales and marketing plans.
• Champion the "CSS" approach to the sales process - holding account executives accountable to creating and working target account lists based on ideal customer profile, creating and working strategic and key account lists, conducting client needs analysis to generate no-surprise proposals, and executing campaigns to retain and renew.
• Maintain key relationships with our direct and agency customers as well as any regional or national clients.
• Conduct weekly 1:1s to discuss pending, roadblocks, brainstorming, strategy execution, prioritization, etc.
• Manage account executives to conduct annual account book presentations on strategies for revenue growth and key clients.
• Conduct quarterly and annual performance meetings based on the specific and measurable KPIs chosen to generate maximum revenue and growth.
• Establish cadence of reporting, sales huddles, initiative rollouts, etc in collaboration with the sales management team.

Overall Department Strategy & Revenue Driver/ Innovation

• Oversees the full range of Advertising Sales activities.
• Ensure growth in key department performance areas - DawgNation, Sports, Events, and 3rd party agency initiatives.
• Work collaboratively with advertising management & other multimedia sales managers to drive & grow new revenue.
• Work collaboratively across departments (programming, product, marketing) to maximize revenue opportunities and create new opportunities.
• Work with B2B marketing to create sales collateral to be distributed amongst the sales teams.
• Ensure successful sales adoption and execution of unique programs & initiatives.
• Grow revenue from existing accounts by incorporating new sites, products, programs, or platforms.
• Develop relationships with other sales managers from around the country to stay abreast of emerging digital and print trends and bring new ideas to Atlanta to grow revenue.

Reporting/Metrics/Forecasting

• Ensures effective forecasting of monthly and other periodic productivity targets.
• Generate accurate weekly department revenue forecast by analyzing performance of account executives and key trends by business segment
• Weekly & monthly sales reporting as needed.
• Setting monthly total & digital goals by account executive, ensuring year over year growth

Recruiting

• Maintain a pipeline of new sales professionals from Atlanta by networking in media-centric associations

Education and Experience

• Bachelor's degree, preferably in advertising/sale or marketing
• At least 8 years of experience with at least 3 years of experience in a management or lead role
• May have a Master's degree with 6+ years of experience or a Ph.D. with 3+ year experience. May have 10 years of relevant experience in lieu of any degree.
• Proven experience managing people and developing teams
• Experience with client facing account management
• Strong problem-solving skills as well as a solutions-oriented mindset to identify issues and solve them within a finite period of time, often under constraints of strict deadlines
• Ability to multitask and prioritize people, projects and processes
• Clear communication skills with direct reports as well as internal and external stakeholders
• Ability to coach/train team to solve problems, organize priorities and communicate clearly
• Proven experience in making decisions under pressure and/or at deadline
• Proven experience in hiring and developing talent
• Experience with cross-departmental leadership and collaboration; commitment to developing solutions aligned with company goals and initiatives a must.
• Experience with advanced digital platforms is preferred.
• Understanding of sales and marketing platforms, systems and enablement tools, including CRM, reporting dashboards
• ROI-driven, digital-centric capabilities with the ability to anticipate media consumption trends and emerging opportunities.
• Knowledge and understanding of building digital marketing strategies.
• Ability to handle projects independently, supervise them to be completed and able to prioritize tasks appropriately.
• Demonstrate innovative thinking and new ideas.

USD 123,800.00 - 185,600.00 per year
Compensation:
Compensation includes a base salary of $123,800.00 - $185,600.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $0.01.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.
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