#627 Regional Account Executive
Position: Regional Account Executive
Department: Sales
Reports to: WWAY General Sales Manager
Job Posting
WWAY-TV, a subsidiary of Morris Network, is seeking a highly motivated and results-driven Regional Account Executive to take our regional sales business to the next level. This individual will be responsible for negotiating, developing, and growing agency business across WWAY, DWAY, and EWAY.
The Regional Account Executive will take ownership of the stations' Regional revenue budgets, building strong relationships with advertising agencies, maximizing revenue opportunities, and securing a strong share of agency buys. This position requires an experienced negotiator who understands the television marketplace, agency buying practices, ratings, audience delivery, and the competitive landscape.
The ideal candidate will be a strategic thinker who can identify revenue opportunities, develop effective sales strategies, and maximize the value of our television inventory while maintaining strong agency relationships.
Key Responsibilities Budget Ownership: Take full ownership and accountability for achieving Regional revenue budgets across WWAY, DWAY, and EWAY.
Agency Negotiations: Negotiate regional agency business, including annual agreements, quarterly buys, and individual client schedules.
Revenue Growth: Develop strategies to grow existing agency business while identifying and pursuing new revenue opportunities.
Share of Buy: Maximize the stations' share of agency budgets by aggressively pursuing available dollars and positioning our stations competitively in the marketplace.
Ratings & Research: Utilize Comscore ratings, audience research, market data, and station performance metrics to effectively negotiate rates and demonstrate the value of our audience.
Inventory Management: Monitor inventory availability, pricing, demand, and sellout levels to maximize revenue opportunities across all three stations.
Pre-Emption Management: Proactively monitor pre-emptions and ensure all makegoods are negotiated, communicated, and fulfilled appropriately.
Yield Management: Protect station rates, minimize unnecessary discounting, and maximize revenue per spot while balancing inventory and demand.
Account Development: Build and maintain strong relationships with agency buyers, planners, and decision-makers to increase station visibility and secure repeat business.
Sales Strategy: Develop and execute strategic plans to increase regional revenue, grow market share, and capitalize on seasonal and event-driven opportunities.
Proposal Development: Prepare compelling sales presentations, competitive proposals, and customized packages that demonstrate the value of WWAY, DWAY, and EWAY.
Order Management: Ensure agency orders, revisions, cancellations, and added-value commitments are accurately negotiated, documented, and communicated to the appropriate departments.
Internal Collaboration: Work closely with the General Sales Manager, Traffic, and other station departments to ensure inventory is strategically managed and agency expectations are met.
Revenue Forecasting: Maintain accurate revenue projections and regular updates on regional business opportunities and potential shortfalls.
Competitive Analysis: Monitor competitor rates, programming, ratings, and market activity to identify opportunities and strengthen the stations' negotiating position.
Digital Opportunities: Identify opportunities to incorporate digital products and integrated marketing solutions into agency negotiations when appropriate.
Qualifications & Experience
The ideal candidate will possess: Proven success in television advertising sales and agency negotiations.
Strong understanding of regional agency buying practices.
Demonstrated ability to negotiate rates, packages, and annual agreements.
Experience working with Comscore ratings, audience research, and television ratings systems.
A strong understanding of inventory management, pre-emptions,…