General Sales Manager

The General Sales Manager is responsible for maintaining and servicing an individual book of business and receives commission on managed accounts. They will be an AZPM brand ambassador in the corporate community and networks with corporate executives of companies of all sizes to invest in AZPM. They will also participate in annual budget preparation, monitor expenses, and comply with AZPM reporting requirements.

The ideal candidate will lead and inspire the sales team toward achieving revenue targets. They will be detail-oriented and organized. They will uphold the highest standards of integrity and professionalism in all dealings with clients, team members, and stakeholders. The GSM will work under the direction and supervision of AZPM's Chief Development Officer and will work closely with the Chief Executive Officer.

Outstanding UA benefits include health, dental, and vision insurance plans; life insurance and disability programs; paid vacation, sick leave, and holidays; UA/ASU/NAU tuition reduction for the employee and qualified family members; retirement plans; access to UA recreation and cultural activities; and more!

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Duties and Responsibilities:

• Manages one administrative support person and a small team of professionals responsible for securing investments from direct local businesses, ad agencies, non-profits, and arts and culture partners.
• Sets performance standards and accountability and measures performance.
• Develops a business-focused mindset among team members and supports new challenges and responsibilities while boosting team engagement.
• Coaches and encourages staff to develop accounts, systems, procedures, and training ideas.
• Lead recruitment and development of staff.
• Develop strategies to enhance revenue opportunities and assist the sales team in the field.
• Collaborates with other AZPM leaders to develop and implement concepts to increase corporate investments.
• Plans and implements special projects as assigned.
• Builds and manages a portfolio of clients for underwriting and other business and corporate partnership opportunities.
• Promotes marketing and sponsorship opportunities on radio, TV, and digital channels.
• Converts targets from other media, including radio, print, online, and cable, to increase revenue growth.
• Works closely and collaboratively with television and radio traffic personnel and the ProTrack traffic software system.
• Executes trade deals to alleviate station expenses.
• Provides oversight and direction on the operations and administrative direction of the department.
• Develops and implements operational policies and guidelines for the department.
• Ensures all administrative operations and activities comply with AZPM and university policies and guidelines.
• Ensures all staff consistently follow AZPM guidelines regarding copy approval, copy and traffic deadlines, and accounts receivable and collections procedures.
• Participates in the development and implementation of the organizational strategic plan.
• Develops goals and outcomes that align with the strategic plan.
• Compiles pricing, sales planning, inventory management, market growth, and revenue forecasting functions to maximize revenue on all platforms and special programming opportunities.
• Conducts research and prepares analyses, reports, and presentations.
• Analyzes and articulates local ratings, impressions, and demographics.
• Forecasts market variables and revenue potential using industry-specific media software.
• Creates and develops new special revenue opportunities based on relevant radio, television, and digital programming.
• Manages department budget.
• Other duties as assigned.

Knowledge, Skills and Abilities:

• Extensive knowledge of marketing and advertising tools.
• Knowledge of sales, marketing, traditional, and new media.
• Understanding of television and radio programming, production, delivery, and research such as Nielsen and Google Analytics.
• Ability to influence at the most senior levels of an organization and work across functions, levels, and departments toward shared objectives.
• Ability to persuasively communicate with and diplomatically respond to current and prospective underwriting clients, staff, community contacts, and others with the goal of securing funding.
• Excellent organizational skills and the ability to prioritize and complete simultaneous projects.
• Ability to collaborate and develop strategic relations with a diverse group of staff and business prospects and partners.
• Ability to thrive in an organization that values the diversity of its workforce and actively promotes equity and inclusion.
• Ability to use effective decision making and problem-solving techniques.
• Ability to think critically and creatively, have a high standard of integrity, and be motivated to incorporate best practices into the organizational structure.
• Ability to always maintain confidentiality and discretion.
• Ability to exercise a high degree of independent judgment in the establishment, interpretation, application, and enforcement of all rules, regulations, and policies.
• Ability to effectively manage the work of others by providing information, guidance, and motivation.

• Bachelor's degree or equivalent advanced learning attained through professional level experience required.
• Minimum of 7 years of related work experience, including 3 years of managerial experience, or equivalent combination of education and work experience.

• Demonstrated experience in digital sales, radio, TV, and event sponsorship.
• Three years of professional full-time experience in media and marketing sales management or any appropriate combination of relevant education, experience, and/or certifications may be considered.