Station Manager
Primary Goals
- Co-create and execute the station Operating Plan with the GM - lead forecasting, P&L management, budget accountability, and tactical execution to hit quarterly/annual targets.
- Own the station's digital revenue strategy - grow streaming/OTT, programmatic, social, display, mobile, email, and lead-gen income; build integrated digital products for local advertisers.
- Turn strategy into results - design go-to-market plans for linear + digital-first programs, measure performance, and iterate quickly to scale what works.
- Develop and scale digital product offerings (OTT/CTV, programmatic, social, email, local search, lead-gen) and integrate them with traditional TV packages.
- Partner daily with the GM to set the Operating Plan: budgets, revenue targets, staffing plans, promotions calendar (gantt chart), and contingency plans for breaking events.
- Lead sales strategy and execution - train and coach the sales team to sell integrated, data-driven campaigns and demonstrate value with metrics.
- Own sales forecasting, pipeline health, and KPI reporting; use analytics to drive pricing.
- Drive new business development with aggressive, targeted outreach and modern prospecting techniques (CRM, lead gen software, AI tools).
- Manage employee relations and station relations in absence of the GM - ensure on-air/digital continuity and execution during breaking news or weather events.
- Hire, mentor, and hold staff accountable; foster a collaborative culture that balances creativity with performance.
- Build and maintain strong local client relationships; identify and convert non-traditional revenue opportunities (events, sponsorships, branded content).
- Ensure cross-department alignment (news, promotions, engineering, finance).
- Digital revenue growth (OTT/CTV, programmatic, social, email, digital sponsorships) - quarter-over-quarter and year-over-year.
- Integrated campaign penetration - percent of total revenue from campaigns that include digital + linear components.
- Operating Plan performance - revenue vs. budget, margin, and forecast accuracy.
- Sales team performance - budget attainment, pipeline conversion rate, average deal size.
- 5+ years in senior management at a TV station or media company with a hands-on background in TV advertising sales and operations.
- Proven track record growing digital revenue - direct experience with OTT/CTV, programmatic, social, email, and digital sponsorship products.
- Strong capability in data, analytics, and attribution - able to translate metrics into pricing, packages, and sales programs.
- Experience co-creating operating plans / P&L management with station leadership; strong budgeting and forecasting skills.
- Demonstrated leadership: hiring, coaching, motivating, and holding sales and operations teams accountable.
- Strong negotiation and closing skills; highly focused on new business development using modern prospecting tools (CRM, AI).
- Excellent written and oral communication skills; comfortable presenting results and strategy to senior leadership.
- Technical & tools: Excel, PowerPoint, CRM systems, programmatic/SSP/DSP familiarity preferred; OSI or similar traffic/billing experience a plus.
- Experience building pricing, packaging for new linear + digital products, and working with third-party vendors.
- Demonstrated use of AI or automation in sales operations.
- Background in community engagement that drives audience growth and advertiser affinity.
- Leadership role with measurable strategic impact across two markets.
- Opportunity to define and scale a modern, digital-first revenue engine while preserving linear strengths.
- Competitive compensation, benefits, and the ability to rapidly move ideas to market.
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