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Local Sales Manager

logo Location:  Charlotte NC
Control #:  110139T

WSOC-TV, the Cox-owned ABC affiliate in Charlotte, NC, is looking for a dynamic Local Sales Manager to co-lead its winning sales team. Must possess an entrepreneurial mindset, competitive spirit, and passion for marketing sales, both broadcast and digital. The ideal candidate will have a proven history of growing revenue for both television and digital.

KEY OBJECTIVES: WSOC-TV’s ideal hire will have a proven history of growing revenue for both television and digital, developing a strong customer-centric sales culture and illustrating goal achievement as a professional value. This position is responsible for executing a sales strategy that delivers customer solutions through an integrated suite of media platforms – television, digital, mobile and social. Ability to strategize and work collaboratively with AE’s and the CMG Charlotte Sales management team. The qualities that will distinguish candidates are: Coaching management style, creative selling ideas, transactional negotiation expertise, development of new business, strong digital knowledge, motivational leadership qualities, a positive mindset and a professional persona.

SUMMARY: Under the direction of the Director of Sales, the LSM co-directs the Local – WSOC-TV sales team. The LSM must be organized, goal oriented and structured. This person must possess an entrepreneurial mindset, competitive spirit and exhibit passion for marketing sales, both broadcast and digital. Strong communication and negotiation tactics with local clients and agencies Effective inventory management and pricing strategies Solid Role Model leadership of the Local sales team Collaboration with sales leadership team, AE’s, other station departments and customers


  • Leadership and performance management coaching of sales team – AE’s and support staff
  • Recruit hire and train AE’s to achieve revenue and share goals
  • Recruit hire and train support staff to aid the Local sales team
  • Set monthly, quarterly and annual goals for the team and individual AE’s. Track performance and determines accountability measures.
  • Develop and monitor performance accountability systems
  • Assist in accurately forecasting revenue – weekly, monthly and annually
  • Meet and exceed revenue budgets and share goals including total station, new business, digital and station initiatives
  • Develop strong client relationships through in-person meetings, sales presentations and client entertainment both in the market as well as periodic travel
  • Schedule and conduct weekly sales meetings, one-on-one AE meetings, in-field sales call and additional training opportunities
  • Maintain exceptional knowledge of the Charlotte market to identify key strategies, emerging categories and new client prospects to increase overall station revenue
  • Analyze market trends and competitive initiatives.
  • Work in partnership with WSOC-TV Director of Sales & AE’s, WAXN Sales Management and AE’s, Research, News, Creative Services on ways to continually increase revenue and market share.
  • Knowledge of Excel & Power Point
  • Perform other duties as assigned by management

    SUPERVISORY RESPONSIBILITIES: LSM position carries out supervisory responsibilities in accordance with the organization's policies and procedures. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.



  • 3+ years of sales management experience or 5+ years established television sales experience
  • Proven track record of building, developing and training strong sales teams
  • Strong problem solving and communication skills
  • Bachelor’s degree (B.A.) from four-year college or university

    To apply go to

    About Cox Media Group;Cox Media Group is an integrated broadcasting, publishing and digital media company. The company’s operations currently include broadcast television stations, radio stations, daily newspapers, and digital sites. Additionally, CMG operates the National Advertising Platform businesses of CoxReps - the country’s biggest television rep firm - Gamut, and Videa. The company also offers a full suite of local and regional advertising services through its Local Solutions and Ideabar businesses. CMG currently operates in more than 20 media markets and reaches approximately 52 million Americans weekly across all platforms. For more information about Cox Media Group, please check us out online at

    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. Posted 5/9/19

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