Summary:
The Digital Sales Manager will drive digital revenue through effective leadership and management of the digital and business development personnel for The San Diego Union-Tribune . This role will act as a digital champion and work closely with senior leadership and sales representatives to provide product expertise, sales packaging advice, and general sales support for all digital offerings. The DSM will also partner closely with the Senior Director of Advertising Sales to develop targeted sales strategies and solutions that drive revenue growth. Working both independently and collaboratively, the DSM ensures business objectives are met, provides issue resolution for internal and external partners, and performs all personnel management functions for department team members in accordance with company policies.
Although this is a remote position, candidates must reside within a reasonable distance of the San Diego market.
What you will do:
Drive digital advertising revenue: retain and grow existing advertiser revenue, prospect new accounts, increase sales call volume, drive RFP submissions, and ensure all proposals align with client needs
Provide leadership for local sales teams in understanding and selling the complete San Diego Union-Tribune digital product suite
Enhance the digital acumen of all sales teams through joint sales calls and detailed training on new products and packages to increase year-over-year (YoY) digital revenue
Protect and maintain current digital revenue streams with an active focus on pitching and closing new business opportunities
Develop long-term, strategic/consultative relationships in digital sales both across internal sales teams and externally with clients
Conduct sales meetings to share market research, competitive insights, strategic ideas, and industry trends
Deliver client-focused solutions by presenting strategic proposals, innovative campaign concepts, and case studies backed by effective negotiation and communication
Interface effectively with Sales, Creative, Marketing, and Ad Ops teams to communicate digital priorities and collaborate on multi-platform campaigns that achieve client objectives
Communicate the status of sales programs, performance metrics, and key milestones to the Director and internal stakeholders
Train, coach, and mentor team members, ensuring direct reports execute departmental initiatives in accordance with company policies
Maintain in-depth knowledge of digital performance metrics across the team, including: Sales pacing to goal through active pipeline management, pending and new business opportunities, sales team training needs and overall digital expertise, daily/weekly sales activities, and overall team health and campaign performance
What you will bring:
Deep understanding of advertising markets and the digital media ecosystem, with a proven track record of driving revenue through strategic/consultative relationships
Prior digital media/online advertising sales experience working with brands, agencies, direct advertisers, and affiliate partners
Bachelor’s degree with 5+ years of sales experience (or equivalent combination of education and experience) required
Experience managing a sales team preferred
Programmatic, search (SEM), and social campaign experience preferred
Proven success prospecting, pitching, and closing advertising accounts
Strong interest in and passion for the digital space, including a solid grasp of digital business models
Excellent presentation, negotiation, and communication skills, both written and verbal
Demonstrated self-direction and the ability to work both independently and collaboratively among peers
Strong organizational, time-management, and problem-solving skills with high attention to detail in a deadline-driven environment
Ability to collaborate with and influence cross-functional peers
Enthusiasm for new challenges, continuous learning, and delivering exceptional customer service
Benefits and Compensation:
The salary…