Reagan Outdoor Advertising is a leading out-of-home company based in Salt Lake City, Utah, providing an advertising medium that includes traditional billboards and digital advertising across multiple markets in the United States. In business for over 50 years, Reagan Outdoor is a large privately-held company with a small family business feel. Reagan Outdoor is currently looking for a General Sales Manager for our Indianapolis office to support our General Manager and sales team. This position will report directly to the General Manager for our Indianapolis market. This position will also have direct contact with C-suite executives of the company.
BASIC FUNCTION AND OBJECTIVE
The primary responsibility of the General Sales Manager (GSM) is to implement and accomplish the sales plan established by the company, most importantly to hit the annual sales quota.
The GSM is to maximize both sales revenue attainment and sales revenue growth through personal sales, hiring, training, managing personal sales, hiring and training Local Sales Manager (LSM) and Account Executives (AE), and balancing rate card attainment with high inventory occupancy, managing marketing materials, sales contests, rate card production, and traffic count/impressions.
The GSM will need to implement the aspects of the Company directed sales goals.
The GSM is responsible for helping both LSM and AEs optimize current accounts, agencies, and new business sales revenues through:
1. Managing LSM
2. Managing AEs
3. Sales coaching
4. Education manager/employee interaction.
5. Assisting in presentations
6. Negotiations
7. Account maintenance
8. Pricing
9. Hiring
10. Balancing both rate attainment and occupancy with the goal of keeping occupancy as high as possible without compromising rates
11. Selling and assisting Local Sales Manager and AEs in selling long-term bulletin contracts
12. Selling and assisting Local Sales Manager and AEs in selling significant poster showings
13. Requiring posting fees
14. Assisting in maintaining well-trained AEs and LSM
15. Manage account assignments
16. Market Intelligence
17. Managing and maintaining traffic counts and Geopath impressions
18. Authoring annual rate card
19. Authoring Select inventory rates with the specific approval of the General Manager (GM)
20. Authoring Sales contest with specific approval of GM
21. Monthly written LSM and AE reviews to be submitted to GM
Attend business calls with LSM and AEs to help aid in soliciting sales of advertising space on 8-sheet posters, 30-sheet posters, Bulletin and Digital signs located in both Indianapolis and the Indiana market. Give both LSM and AEs call feedback, help with marketing information, and call presentations and negotiations education.
Assist LSM and AEs in their effort to increase annual revenue from direct and assigned institutional accounts/agencies.
Obtain annual increases in both rate and dollar volume over previous year in direct and assigned agencies/accounts billing.
Assist both LSM and AE in prospecting for new business.
Recruit, interview, and select sales personnel following company employment interviewing and screening procedures.
Observed problems include lack of illumination, poster flagging, loose panel, loose moldings, molding repaints and tree obstructions.
GSM must monitor LSM and AEs’ collections accounts when due, coordinating efforts closely with the GSM, the GM, and the Accounting Department to minimize late payments and account write-offs.
Affiliate with local chambers of commerce, and other appropriate organizations to maintain visible presence of the outdoor industry.
Conduct sales meetings, other mandatory events and sales training sessions as scheduled and requested by the GM.
Perform other duties and functions as requested by the GM.
In addition, the GSM must monitor the LSM’s individual sales behaviors and sales goal attainment as well as monitor the LSM management of AEs.
RESPONSIBILITIES
TO ACCOMPLISH THE SALES PLAN AS ESTABLISHED BY MANAGEMENT.
Weekly:
Set staff performance standards.
Manage, train, and oversee sales personnel.
Conduct sales meetings 1-on-1 with AEs.
Conduct art, marketing and AE prospect meetings.
Submit to GM on Fridays, weekly executive summary of sales progress.
Review collections.
Verify contracts adhere to management policy, rate standards.
General sales personnel assistance, such as attending sales calls with members of the sales staff.
Monthly:
Conduct both scheduled and unscheduled AE appointments with each salesperson.
Verify commissions.
Oversee collections.
Implement and manage sales seminars.
Implement and manage sales contests.
Review, update Daily Effective Circulation, Geopath impressions.
Yearly:
Develop/ provide GM yearly sales schedule/ plan.
Include in sales schedule/plan: contests, training, and AE individual sales goal.
Get approval of schedule/plan from GM.
Create outdoor presentation, marketing material, sales aids.
Set AE yearly quotas to be approved by GM.
Update rate card.
Select client Christmas gifts, get final budget, and gift approval.
Hiring:
Recruit, interview, and select sales personnel following company employment interviewing and screening procedures.
Training:
Guide and monitor new sales personnel throughout their introduction into the company.
Continuing the training process with sales seminars, daily interaction, and AE sales call attendance
Sales Assistance:
Assist new and established AEs with sales calls, goal setting, sales skills, new business development, client relations, collections, and account management.
Sales Calls:
You are required to set up and maintain both regularly scheduled and surprise day rides with sales personnel.
Your role is to observe and give feedback to the account executive about sale skill, areas that need improvement, and to rate discussions.
A monthly executive summary of your observations, as well as the progress of each salesperson, will be submitted to the GM.
You must, at a minimum, attend one appointment with each AE monthly.
Additional time spent would be at your discretion.
Weekly, Quarterly, and Yearly Review of Sales Personnel:
Weekly, quarterly, and yearly you will meet with each member of the sales staff and conduct progress reviews. The review will be used to identify unsuccessful sales personnel early, and develop action plans specific to each salesperson’s strengths and weaknesses.
The GM will be given an executive summary each Friday.
The executive summary will relay the progress of the sales personnel, the art department, the marketing department, and the yearly sales goal.
Consultation with Sales Personnel:
Be available to offer your knowledge and experience in problem solving and general account management.
Sales Call Ins:
Monitor and provide directions regarding all sales inquiries.
Maintain records of call ins and results achieved collectively and individually by sales personnel.
Staff Supervision/Vacation:
You should review, as immediate supervisor, the vacation request, illness absences, and submit requests with your comments to the GM for approval.
The GM will determine compensation and approval.
Weekly Reports:
Oversee the preparation and accuracy of all weekly reports.
These are to include weekly sales reports, proration’s, sales personnel prospect sheets, rotary completion lists, posting completion lists, and account aging.
Rates, Promotions, and Incentives:
Prepare the annual rate card to be submitted to and approved by the GM.
Implement management-approved incentives and sales promotions.
Sales Plan:
The GSM will develop a quarterly plan that accomplishes both the quarterly and yearly sales goal.
The quarterly plans will be submitted to and approved by GM.
The GM will take your information into consideration when completing the annual AE quotas.
Your responsibility is to achieve the sales quota while adhering to company sales and rate policies.
The annual sales plan will be divided into quotas assigned to the sales staff.
The sales manager shall develop a quarterly plan that accomplishes both the quarterly and yearly sales goal. The quarterly plans will be submitted to and approved by GM.
Creative/Marketing:
Manage, oversee, hire art department and marketing personnel.
Work with the art department and marketing to create marketing and sales aids.
Use the art department to create sales presentations, sales contest promotional material.
Contract Approval:
You shall review all contracts:
Check for rates standards.
Check for adherence to location, rotation, and all sales policy standards.
Recommend approval and send it to the GM for final approval.
Deny the contract and immediately inform salesperson of needed correction.
JOB REQUIREMENTS
Bachelor’s degree in accounting or business, required; MBA, preferred
Excellent oral and written communication skills
Must understand and be able to calculate moderately complex mathematical processes and have a deep understanding of data relevant to media advertising companies
Must be proficient in Excel
Must have a valid driver’s license and a clean driving record.
Verifiable previous professional sales management performance.
COMPENSATION
Total Pay includes:
• Generous base pay guarantee
• Commissions and bonuses based upon overall market revenue performance, including a progressive revenue performance structure, which includes, local sales, national sales and programmatic sales
• Bonuses for overall team performance and meeting hiring and retention benchmarks
Health, Life and Dental Insurance, 401K
Car, Cell Allowance
Apply at: https://www.linkedin.com/jobs/view/4193222925
