LOCAL SALES MANAGER

Local Sales Manager – Radio & Digital

Stephens Media Group | Watertown, New York

Full-Time | On-Site

Sell. Recruit. Lead.

Stephens Media Group is seeking an accomplished radio and digital advertising salesperson to serve as Local Sales Manager for our Watertown cluster.

Our portfolio includes:

• Froggy 97.5 - WFRY
• Z93 .3 - WCIZ
• Talk 790 - WTNY
• 1410 Fox Sports - WNER
• SMG Digital

This is an opportunity to represent established Watertown radio brands and a broad portfolio of digital marketing solutions while helping local businesses attract customers and grow.

Personally carrying, developing, and growing an account list is a central responsibility of this position. You will prospect, secure appointments, uncover business needs, present solutions, close sales, and build lasting client relationships. You will also recruit, hire, and develop salespeople who can do the same.

We are looking for someone who enjoys selling, knows how to earn the trust of local business owners, and can lead a team through personal example. Success will be measured by your own sales production, growth in local direct radio and digital revenue, and your ability to hire and develop productive sellers.

What You Will Do

Carry a List and Grow Local Direct Business

• Personally manage and grow an account list, with individual revenue goals for radio, digital advertising, and digital services.
• Consistently develop new local direct business through prospecting, cold calling, referrals, networking, and meetings with business owners and decision-makers.
• Conduct thorough needs assessments to understand each prospect’s customers, competitive challenges, marketing priorities, and growth opportunities.
• Build and present advertising recommendations that connect the client’s business objectives with the right combination of radio and digital solutions.
• Take ownership of the entire sales process, from the first contact through proposals, negotiations, closing, campaign reviews, and renewals.
• Retain and expand existing accounts through responsive service, useful recommendations, and regular conversations about performance.
• Maintain a strong pipeline and meet established expectations for sales activity, new accounts, and revenue.

Sell Digital Advertising and Digital Services

• Actively sell digital solutions, including search, social media, programmatic display, streaming audio, OTT/CTV, websites, SEO, AEO, online reputation, lead generation, and customer-conversion services.
• Identify opportunities for both combined radio-and-digital campaigns and digital services sold independently.
• Explain digital recommendations in clear business terms, helping clients understand how each service supports visibility, website traffic, leads, or customer acquisition.
• Work with digital specialists to develop appropriate recommendations, set realistic expectations, and review campaign performance with clients.
• Grow recurring digital revenue by building relationships that continue beyond a single campaign.

Recruit, Hire, and Develop Salespeople

• Actively recruit, interview, and hire salespeople with the drive and ability to develop local direct business.
• Maintain a pipeline of potential sales candidates and take an ongoing role in strengthening the team.
• Train and coach sellers in prospecting, appointment setting, needs assessment, presentations, closing, account development, and digital sales.
• Join sellers on client calls, demonstrate effective selling, and help move opportunities toward a decision.
• Establish clear expectations and hold sellers accountable for activity, follow-through, new business, and revenue.
• Build a team culture grounded in preparation, initiative, integrity, and consistent execution.

Keep Sales Execution Organized

• Maintain accurate CRM records, account plans, proposals, and revenue forecasts.
• Review individual and team pipelines regularly to identify opportunities, obstacles, and next steps.
• Use audience research and campaign reporting to support persuasive recommendations and appropriate advertising schedules.
• Follow pricing and inventory guidelines while protecting the value of our products and services.
• Coordinate with programming, promotions, creative, digital, traffic, and the business office to ensure campaigns are delivered accurately and clients receive dependable service.

Required Experience

• A minimum of three years of experience selling radio and digital advertising is required.
• A demonstrated record of personally developing new local direct business and achieving sales goals.
• Experience carrying an account list, retaining clients, and growing account revenue.
• Strong working knowledge of digital advertising and digital marketing services, with the ability to explain and sell their business value.
• Confidence meeting with local business owners, identifying needs, presenting recommendations, and asking for the sale.
• Strong prospecting habits, persistence, organization, and follow-through.
• The ability to coach others, set clear expectations, and address performance constructively.
• Proficiency with CRM systems, proposals, pipeline management, and basic revenue forecasting.
• Excellent communication and relationship-building skills, sound judgment, and high personal integrity.

Prior sales management, recruiting, hiring, or training experience is preferred. Successful radio and digital sellers who have demonstrated leadership and are ready for greater responsibility are encouraged to apply.

Why This Opportunity Stands Out

You will have established radio brands, distinct audiences, and a broad range of digital solutions to bring to local businesses. You will also have the opportunity to shape the sales team while continuing to build your own client relationships and earn commissions through personal production.

This position offers meaningful responsibility for someone who wants to sell, help businesses grow, and develop other successful salespeople.

Compensation and Benefits

Annual base salary of $40,000 plus commission.

Stephens Media Group offers paid time off, medical, dental and vision insurance options, and a 401(k) plan.

To Apply

Submit your resume through LinkedIn along with a brief narrative describing:

• Your experience personally selling radio and digital advertising and developing new local direct accounts.
• Your record of growing an account list and achieving sales goals.
• Your experience recruiting, hiring, training, or helping other salespeople succeed.

About the Company

Stephens Media Group is a privately owned company that uses the power of radio and digital advertising to help local businesses grow. We connect businesses with the right audiences and provide marketing solutions that help attract, engage, and convert new customers.

Stephens Media Group is an Equal Opportunity Employer.

Pay: $40,000.00 - $100,000.00 per year

Work Location: In person