The E.W. Scripps Company is a leading media organization based in Cincinnati, Ohio, with a dedicated political office in Washington, DC. We are currently offering an exciting opportunity for a National Sales Account Manager. In this role, you will manage Scripps growing pay-for-performance business accounts by operating under new business rules which allow expedited negotiation, streamlined processes for both the sellers and buyers so both parties can efficiently deliver on a mutual goal.
The National Sales Account Manager will sell Local and Network commercial airtime and digital space to direct accounts and advertising agencies specializing in but not limited to political and advocacy advertising.
WHAT YOU’LL DO:
- Manage pay-for-performance buys under new business rules agreed upon with partner agencies.
- Optimize pay-for-performance buys in real-time to ensure all campaigns meet cost-per-rating point and cost-per-thousand impressions (CPP/CPM) goals.
- Manage the automatic makegood process within client guidelines.
- Submit weekly performance reports to buyers in order to manage client expectations throughout the campaign.
- Execute FCC rules and regulations surrounding political broadcast advertising.
- Work with buyers to grow share for the station as preferred partners.
- Submit all avail requests through ViewerPredict, Scripps proprietary platform that uses machine learning to predict ratings and impressions.
- Identify, develop and grow national broadcast revenue through developing relationships with national/political agencies and advertisers through sales-side programmatic platforms integrated with agency demand-side platforms.
- Work with national/political agencies and advertisers to respond to their availability and rate requests, keep them informed of Scripps offerings and market trends.
- Develop strong and mutually valuable relationships with key national/political agencies and advertisers.
- Track sales activity Key Performance Indicators (KPI’s) to exceed ad sales revenue and profit goals.
- Work alongside sales product leadership to roll out revenue-generating products, data and services through sales channels to achieve sales goals and objectives.
- Collaborate with programmatic partners’ product and strategy teams to ensure client satisfaction, identify opportunities, and provide platform feedback valuable to industry growth.
- Negotiate advertising rates and program ratings with new and existing accounts to maximize share of revenue.
- Prepare and present marketing proposals utilizing qualitative and quantitative research.
- Perform client services, including but not limited to avail presentations, account management reconciliation, credit and collections, package preparations.
- Perform other duties as needed.
WHAT YOU’LL NEED:
- BS/BA in related discipline preferred or equivalent years of experience
- Generally 3+ years of experience in related field preferred
WHAT YOU’LL BRING:
- Established relationships with national advertisers and their agencies
- A strong understanding of television and national advertising trends is desired
- Expert knowledge of all facets of television sales and marketing
- Able to effectively manage all aspects of sales pipeline including face-to-face sales, calling on national accounts and agencies and promoting/selling concepts to agencies and customers
- Strong negotiation skills
- Excellent leadership skills
- Strong interpersonal communication skills
- Strong Presentation skills
- Highly organized
- Excellent analytical skills
- Proficient in Microsoft Office applications
- Political sales expertise desired
- Valid driver's license, good driving record, and ability to provide proof of insurance with the company required insurance limits.
SCRIPPS' COMMITMENT TO EQUITY, DIVERSITY AND INCLUSION:
At Scripps, we are committed to a diverse and inclusive culture that reflects the communities we serve. We are intentional about creating an environment where employees, our audiences and other stakeholders feel valued and inspired to reach their full potential and make authentic connections. We foster a workplace culture that embraces each person’s diversity, including the extent to which they are similar or different. Scripps leaders believe that an equitable and inclusive culture is not only the right thing to do, it is a business imperative. Read more about our commitment to equity, diversity and inclusion at scripps.com.
ABOUT SCRIPPS:
The E.W. Scripps Company (NASDAQ: SSP) is a diversified media company focused on creating a better-informed world. As one of the nation’s largest local TV broadcasters, Scripps serves communities with quality, objective local journalism and operates a portfolio of more than 60 stations in 40+ markets. Scripps reaches households across the U.S. with national news outlets Scripps News and Court TV and popular entertainment brands ION, Bounce, Defy TV, Grit, ION Mystery and Laff. Scripps is the nation’s largest holder of broadcast spectrum. Scripps is the longtime steward of the Scripps National Spelling Bee. Founded in 1878, Scripps’ long-time motto is: “Give light and the people will find their own way.”
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