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Director of Sales

2 months ago

Florence, United States The Post and Courier Full time

Director of Sales / Publisher

The Post and Courier Pee Dee Expansion

Florence, South Carolina


This position is hybrid and requires on-site work in The Post and Courier's downtown Florence, SC office.


The Director of Sales / Publisher will serve as the lead executive and revenue driver for The Post and Courier’s expansion into Pee Dee region of South Carolina. The Director of Sales will oversee the Florence-based staff, including an advertising account executive, marketing/events staff, editorial staff and interns. This position will be a key part of our organization’s growth into Florence and the surrounding counties of the Pee Dee region by generating client revenue from advertising, events and agency services. The Director of Sales will continually take the initiative to prospect, build a pipeline, develop client proposals and close business to grow a healthy list of partners in the Pee Dee region. The Director of Sales will prioritize community visibility and involvement and will represent The Post and Courier externally within these expansion markets.


Involvement in community festivals, chamber events and other networking opportunities are a must. An entrepreneurial mindset and strong leadership skills are critical. This position should demonstrate sales success at all levels including building relationships and working collaboratively with internal and external customers.


The candidate’s areas of expertise should include: directing advertising sales across media platforms; event sponsorship sales experience, forecasting, tracking and budgeting; staff development; pricing and profitability modeling and execution; maintaining and growing relationships with strategic accounts, and developing partnerships with the local business community.


Reporting to Evening Post Publishing’s Chief Revenue Officer, the Publisher/Director of Sales for the Pee Dee will be expected to maintain strong relationships with publishers and sales directors of the company’s other markets/newspapers to assess and quickly seize joint revenue opportunities. 


Responsibilities will include, but not be limited to:

  • Achievement of monthly and annual departmental revenue goals. Growing total revenue as creatively and rapidly as possible, including advertising, events, audience and philanthropic revenue streams.
  • Management of Pee Dee region sales team.
  • Emphasis on new business development in the Pee Dee region, including consistent cold calling, cold emails, client needs assessments and long-term partnership presentations
  • Planning and executing creative ideas and sales strategies for events, promotions, and digital advertising campaigns.
  • Maintaining a thorough understanding of competitive media, market research and market share growth opportunities.
  • Manage monthly Pee Dee print publication, driving print advertising revenue and overseeing distribution efforts.
  • Continual learning of digital advertising capabilities and the digital landscape.
  • Partner with in-house marketing agency King & Columbus to secure agency clients and digital marketing partnerships.
  • Be visible in the local community, attending relevant community and business meetings and events to meet and engage with key stakeholders and decision makers.
  • Building strong relationships and executing presentations with accounts.
  • Maximizing sales opportunities with active and new business accounts.
  • Build sales proposals and deliver client presentations.
  • Management of Pee Dee staff.
  • Collaborate with editor for Pee Dee expansions to identify growth opportunities locally.
  • Participate in preparations for and execution of P&C Pee Dee events.
  • Monitoring and analyzing competitive advertising rates. Recommending adjustments to rating strategies to remain competitive in the marketplace.
  • Monitor competitive event and digital media for trends, ideas, threats and opportunities. Implement short-term and long-term strategies from findings.
  • Analyze workflow and make recommendations to streamline operations to create the best experience for internal and external customers.
  • Input all client/prospect information and sales activity into Hubspot CRM.
  • Participate in Evening Post Publishing advertising management meetings.
  • Perform other duties as assigned by management


Education/Experience:

  • Bachelor’s degree or higher in business, marketing, journalism, communications or related field preferred.
  • Minimum of three to five years’ related management experience.
  • Proven ability to meet revenue goals.
  • Excellent communication skills, both written and verbal.
  • Excellent digital skills, including but not limited to social media, digital analytics and understanding of digital market trends.
  • History of consultative selling approach across print and digital platforms.
  • Must reside in Florence, South Carolina or a nearby area.