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Multimedia Sales Manager

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Sales
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Local Edge Division
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1802106 Requisition #
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JOB SUMMARY:

This position is accountable for the execution of the Digital and Print sales plan in their geographic area of responsibility. Directs a team of digitally savvy Digital Media Professionals (DMPs) ensuring that revenue retention, new business development and new product launch goals are achieved.  Possesses the highest product and value proposition knowledge to develop their teams to high performance. Rides extensively with team to assess market conditions and recommend actions to campaign plans. Conducts periodic reviews to ensure individual and campaign pacing and forecasting.

ESSENTIAL FUNCTIONS:

  • Reporting to the Division Manager or RVP, manages sales performance for the office team of DMPs. The DSM provides input to the Division Mgr or RVP regarding market conditions, competition, effectiveness of customer incentives and may recommend actions to gain market share.
  • Accountable for the full scope of management of sales people including establishing and measuring sales goals, providing performance feedback & coaching and issuing disciplinary actions.
  • Hires and develops a team of Digital Media Professionals (DME/DMA/DMC). Works with the Multi-Media Training Manager to ensure that each DMP is knowledgeable and able to sell the full array of products.
  • Works/rides with each DMP to ensure product knowledge, value proposition, market incentives to effectively propose solutions. Builds effective development plans for the success of each DMP on their team.
  • Certifies all members of their team in product knowledge and value proposition.
  • Establishes and monitors key pacing metrics and conducts periodic pipeline review to effectively forecast results.
  • Coaches, develops and monitors behavior and results to determine development needs.  Takes appropriate disciplinary action when needed.
  • Each Digital Sales Manager must be able to train their team and personally lead customers through conversations of:
  • May work with the Division Manager or RVP to establish market and sales goals for the canvasses.
  • May be assigned as “Canvass Leader” by the Division Manager for selected campaigns.
  • Conducts aspects of Pre-Canvass, Workforce, Kickoff and Campaign planning as assigned.
  • Directly accountable that each campaign is properly executed to achieve goals per standards.
  • Completes periodic performance reviews and implements Digital Media Professionals development initiatives to meet the talent requirements of the team. Conducts the new hire selection process to replace talent as needed, consistent with company hiring requirements.
  • Reviews and recommends Special Situations to the Division Manager/RVP within guidelines.
  • Effectively executes local plan resources (e.g. RCFs, incentives) within plan requirements.
  • Properly manages contest resources to drive sales outcome and DMP behavior.
  • Travels to designated offices as required.
  • Performs other related duties as assigned.

EDUCATION/EXPERIENCE:

A four year business degree preferred. A minimum of two to five years of sales management experience is required, preferably in an internet/digital environment. Possess proven track record of managing a team of Digital Media Professionals (sales representatives) across potentially concurrent canvasses and multiple markets.

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17+

Thousand Clients

700+

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25+

Products

17+

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Hearst is one of the nation's largest diversified media, information and services companies. Over the last 20 years, Hearst has launched several successful new magazines, invested in incredible businesses and, in recent years, dramatically increased profits in its Newspaper division by delivering world-class news content and diversifying into innovative digital advertising products, and offering local businesses an unparalleled opportunity to grow successfully online. DMS has been the team behind this expansion - creating, managing and selling these digital products across the Hearst Newspaper Division.

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DMS (Digital Marketing Services) is a 700-person team focused on expanding Hearst Newspapers' digital advertising operation into the local business community. We are sales people, marketers, artists, optimizers, technologists, product managers, and more, who share a common ambition - to better local businesses and ourselves through hard work and passion for the products we deliver as a team.

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