Job Position:        Director of Sales
Department:        Sales
Reports to:          Vice President/General Manager, Head of Spanish Broadcast Operations    
FLSA:                   Exempt (OSS)
Status:                 Full-Time                                          
Work Location:    Cleveland, OH

OVERVIEW:

The Radio One story began simply with a dream and one radio station. Forty years, 13 markets, and 70+ stations later, we are an urban media empire, spanning multiple media platforms. We are in your ears with Reach Media/Radio One, on your televisions with TV One, and may even be the name behind your favorite website, with our digital platform Interactive One. Information is power, and our mission here at Radio One, Inc. is simple – to be the most trusted media source in the African American community. At Radio One, we pride ourselves on hiring people who are dedicated and continue to challenge the norm, while embracing a corporate culture built on creativity and passion. We are our employees’ biggest fans, and it is our daily mission to attract, develop, and retain the brightest stars in the business.

ESSENTIAL RESPONSIBILITIES:

• Lead sales forecasting and goal-setting, ensuring performance targets align with corporate objectives and market potential.
• Develop and execute strategic sales plans that drive revenue growth and align with company-wide business goals.
• Conduct in-depth market analysis to assess customer needs, pricing strategies, and competitive positioning.
• Optimize account assignments by regularly reviewing and allocating sales accounts to maximize team effectiveness.
• Design and implement a commission structure that motivates sales performance while aligning with company revenue objectives.
• Manage and control divisional expenditures, ensuring adherence to budgetary guidelines and financial efficiency.
• Continuously monitor competitive trends, staying informed about market dynamics, pricing shifts, and industry best practices.
• Evaluate and forecast revenue potential for the Cleveland market, leveraging data-driven insights to drive strategic decisions.
• Optimize team structure and compensation strategies to ensure alignment with business objectives, revenue targets, and talent development goals.
• Lead month-end performance forecasting, proactively identifying gaps between projections and goals, and implement data-driven strategies to close performance gaps and maximize revenue.
• Develop revenue-generating strategies integrated with NTR events, including creating compelling sales packages, tracking revenue performance, and ensuring seamless event execution aligned with sponsor requirements.
• Support the sales team in nurturing client relationships, negotiating contracts, and successfully closing deals.
• Serve as a company representative at key industry and community events, actively engaging and building relationships on an ongoing basis.
• Lead sales presentations for key clients in collaboration with sales team, effectively communicating value propositions and driving business opportunities.
• Maintain thorough documentation of all relevant sales process details to ensure transparency, accuracy, and continuity.
• Develop, implement, and continuously monitor department policies and procedures to optimize sales operations and efficiency.
• Participate in management, promotional, and other key meetings to align sales initiatives with company objectives.
• Identify and resolve operational challenges as they arise, ensuring smooth business functions.
• Foster effective interdepartmental communication to enhance collaboration and drive business success.
• Plan and lead regularly scheduled sales meetings, as well as other sales-related discussions, to align team goals and strategies.
• Oversee and support full-time direct reports in conducting performance appraisals every six months and ensure part-time direct reports receive timely evaluations.
• Recruit, develop, and train team members and staff continuously, responsible for new promotion team employee training.

KNOWLEDGE/SKILLS/ABILITIES:

• Ability to read, analyze, and interpret general business periodicals, professional journals, or governmental regulations
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages.
• High-level written and verbal communication skills, and in particular the ability to communicate around multiple creative projects in a time-sensitive manner
• Ability to forecast and budget for revenue
• Demonstrate strong management skills in overseeing teams, operations, and projects effectively
• Ability to ensure compliance with political advertising and block programming
• Maintain full compliance with FCC guidelines
• Able to demonstrate big-picture thinking
• Remain current on laws & regulations.
• Excellent planning, organizational, and analytical skills with attention to detail and accuracy.
• Ability to work independently as well as collaboratively within a team environment.
• Complies with Market and Urban One’s mandatory training and adheres to related course deadlines.
• Ability to adapt/respond quickly to change/new information.
• Ability to plan strategically and act tactically.
• Familiar with MS Office Suite, Wide Orbit, Share Builders, Rate Optics, and Canva software.
• Demonstrated ability to lead, motivate and direct a team to include but not limited to:
• Provide regular constructive feedback
• Resolve issues/conflicts with diplomacy in a timely manner
• Provide ongoing guidance and support for growth and development
• Deploy effective coaching skills
• Practical understanding of anti-harassment and discrimination laws
• Ability to effectively administer performance reviews, and corrective action plans as appropriate.
• Ensure team (s) attend mandatory department and/or mandatory company training (s) as required.
• Submit to a criminal background check
• Legally authorized to work in the United States

Education and/or Experience

Bachelor's degree (B. A.) from a four-year college or university; three to five years related experience and/or training; or equivalent combination of education and experience. Must have a previous and/or recent track record of success as a Sales Manager in Radio Broadcast Advertising Sales.

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position.  Employee will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. The company reserves to modify duties and this job description without advance notice.  This position is at-will unless otherwise issued a fully executed agreement. We are Equal Opportunity Employer, are committed to creating a diverse and inclusive company culture, and that your team does not discriminate against candidates and employees because of their disability, sex, race, gender identity, sexual orientation, religion, national origin, age, veteran status, or any other protected status under the law. 2025