Regional Vice President

  • Cox Media Group
  • Chicago, IL, USA
  • Sep 21, 2019
Full time Executive Sales Media

Job Description

The Regional Vice President oversees all sales for the CoxReps Region (1 of 9 Regional Offices) and is responsible for the following: 
 
• Forecasting, budgets, employee recruitment and retention.  
• Build strategic agency and station-side relationships.  
• Supervise the day to day sales activities of Sales Managers and Account Executives to achieve overall sales goals for the territory, including employee recruitment and retention.
• Create and maintain strategic agency and station relationships to build better business outcomes; overcoming issues, staying informed and providing guidance to both sides of these client relationships. Use and share these relationships for the overall benefit of the company. 
• Use internal and external systems to provide reporting, analysis and oversee projections for all business in the territory to GSMs, DOSs and Corporate clients.
• Build strategy for growing new business in the territory and take opportunity to test new strategies or ideas to be replicated company wide.
 
Additional Responsibilities (but not limited to)
• Set expectations for station revenue and share goals by AE/account
• Direct and monitor the performance of account executives in the achievement of revenue and share goals
• Coach account executives
• Evaluate and grade AEs on MBOs
• Focus efforts and track results in the selling of sports specials and multiplatform opportunities
Administration/Operations
• Responsible for hiring, results, performance and evaluation 
• Recruit for all levels
• Proactively solve issues both internally and externally
Station Relations
• Set and monitor team agency and station assignments based on billing, workload, abilities and relationships
• Manage and direct AEs
• Assists GSMs in station forecasting
Team Manager Responsibilities (Direct station management responsibilities)
• Update stations on all current pending and new business 
• Coach and teach AEs on specific station priorities
• Achieve established share goals
• Update AEs with all sales opportunities using Research Tools/Station Specialist duties
Agency/Advertisers Relations
• Build and maintain relationships with key contacts
• Maximize relationships – entertain and travel
• Identify and Execute strategy for Business Development in the Territory – Local to National, 
Group Sales, Unwired Opportunities 
•Manage and minimize agency discrepancies and credits

Qualifications:

• Must have a track record of building sales teams and coaching sellers to meet and exceed revenue targets, continual business development, profitable sales, relationship building and customer retention.
• Must have a track record of building sales teams and coaching sellers to meet and exceed revenue targets, continual business development, profitable sales, relationship building and customer retention.  
• Four-year college degree required. 
• At least 10 years in sales management at a major representative firm, national cable firm, or local broadcast station group.
• Must have a strong understanding of the Regional market with a verifiable network of agency and brand relationships.
• Must approach sales in a strategic/ solution sales manner with above average organizational skills
• Digital video sales experience
• Broadcast system experience (Media Line, Strata, Wide Orbit/OSI)