Director Of Sales

REPORTING: General Manager – Sports Radio 100.9 The Mitt

JOB SUMMARY

The Director of Sales will report to the GM 100.9 The Mitt and will work closely with all 100.9-FM and Great Lakes Loons staff. The Director of Sales will be a member of the 100.9 FM leadership team that manages all aspects of the business. In addition, the Director of Sales will be a member of the business development team selling comprehensive packages for all revenue-generating departments. Support and strengthen the brand values of fun, family entertainment, service excellence, and quality in all actions. Strive to make Dow Diamond a fun, unique work environment through teamwork and exceptional service to all co-workers.

ESSENTIAL FUNCTIONS

• Support the ticket sales efforts of the Great Lakes Loons

• Deliver exceptional service to all company partners, fans, and stakeholders as well as to all co-workers

• Be an active member of the station leadership team. This includes participating in all major business decisions and strategic planning

• Generate and manage sales of all station inventory, including commercial spots, Integreation digital marketing assets, content sponsorships, website advertising, and other promotions. Make sales calls to arrange meetings with business decision-makers. Create customized advertising plans for businesses that achieve their desired results

• Work closely with the business development team to sell comprehensive advertising packages utilizing all organizational inventory, including: Sponsorships, Season tickets, and Corporate Hospitality outings, Dow Diamond Events

• Participate in programming research and decisions. Develop a specific sales plan for all station programming

• Coordinate with other departments – production, traffic, accounting, etc. – to ensure all radio partnerships are effectively and efficiently executed. Most importantly, ensure that sales department efficiency and customer service meet or exceed company standards

• Work closely with the station programming and operations departments to ensure all advertising and sponsorship contractual obligations are being fulfilled

• Work with Program Manager to review traffic logs and avails for all properties and dayparts

• Work with accounting department to monitor and resolve payment issues

• Utilize SCORE and Radio Work Flow customer relationship management software system. CRM systems should track sales activities and generate reports to identify trends and make sales efforts more effective. Systems should also be utilized to maintain an accurate database of accounts for sales and customer service needs

• Collect and manage sales leads, and distribute to business development team as needed

• Compile a weekly sales and prospect report to be distributed internally to key stakeholders

• Work with the marketing team to produce all printed and digital material related to sales department. This includes brochures, sales proposals, etc.

• Work closely with the station leadership team to formulate policies for inventory, pricing, packaging, goals, budget and other sales matters that may arise

• Develop relationships with business and community leaders throughout the Great Lakes Bay Region. Maintain an active presence with area Chambers of Commerce, service organizations, and other business groups

• Attend and represent 100.9 FM at appropriate community events

• Represent 100.9 FM in a professional manner

• Other duties and responsibilities as determined by the Vice President and Chief Operating Officer or GM – 100.9 The Mitt

BUSINESS DEVELOPMENT & SUPPORTING FUNCTIONS:

TICKET SALES

• Sell comprehensive ticket solutions for the Great Lakes Loons and Dow Diamond to local, regional, and national businesses. This will be achieved through qualified leads, referrals and cold calls

• Work closely with Director of Ticket Sales to maximize efficiency, financial results and departmental goals

CORPORATE PARTNERSHIPS

• Work closely with Director of Corporate Partnerships and all corporate partnership sales staff to develop and actively sell comprehensive sponsorship packages to businesses throughout the region

• Work closely with Director of Corporate Partnerships to stay apprised of sponsorship inventory avails

• Review sponsorship proposals with Director of Corporate Partnerships to maximize efficiency and financial results while ensuring proposals meet organizational and departmental goals

SPECIAL EVENTS

• Work closely with GM of Events to develop and actively sell comprehensive special events packages to businesses throughout the region

• Work to promote and market Dow Diamond throughout the region as a venue for a variety of special

events including concerts, amateur baseball, meetings, parties, receptions, trade shows, etc.

• Support the execution of special events at Dow Diamond as needed

Knowledge / Skills / Job Qualifications

• Excellent verbal and written communication skills

• Ability to develop and maintain relationships with potential clients and donors

• Ability to work flexible and demanding hours, including weekends and holidays

Preferred Education and Formal Training

• Bachelor’s Degree

Preferred Experience

• A minimum of five years working in sales