Description

The Manager, Underwriting Sales will lead a geographically distributed sales team across WAMC's seven-state coverage area, overseeing all sponsorship revenue activities for the Hudson Valley, Greater Albany, Saratoga, the Berkshires, and Southern Vermont. This position is responsible for achieving revenue budgets, coaching and developing Account Executives, and overseeing sales strategy and inventory management.

Requirements

Responsibilities and Duties

Team Leadership & Development

Supervise, hire, train, and coach sales team members based across multiple locations (Saratoga, Bennington, Hudson Valley, Berkshires)

Provide regular performance feedback and quarterly reviews

Develop individualized development plans and training programs

Foster a collaborative work environment across a distributed team

Lead regular sales meetings to maintain team connection and accountability. Sales meetings will take place both in person and via Zoom.

Revenue Management

Meet and exceed monthly and annual revenue budgets

Manage individual Account Executives to achieve sales targets

Maintain and optimize sales inventory across broadcast, digital, and event sponsorships

Oversee pricing strategy and rate implementation

Handle trade and promotional requests in coordination with finance and marketing

Sales Strategy & Operations

Develop and execute sales projections, plans, and marketing strategies

Manage prospect identification and development across key industry verticals (including healthcare, finance, education, cultural institutions, professional services)

Create industry-specific sales tools (one-sheets, media kit, etc.), talking points, and email sequences

Apply audience demographic data to develop compelling sponsorship packages

Ensure FCC compliance in all sponsorship messaging and materials

Utilize CRM tools effectively for prospect management, sales projections, and reporting

Account Management

Coach account executives in the field across the region

Support team with customized proposals, research, and client presentations

Build long-term relationships with sponsors and prospects

Required Qualifications

Experience:

Minimum 5-7 years of media sales experience, including management responsibilities

Proven track record of meeting revenue targets through prospecting and account development

Experience managing distributed or remote teams preferred

Skills & Knowledge:

Strong leadership, coaching, and team development abilities

Excellent organizational, communication, and presentation skills

Understanding of broadcast inventory management and media research

Knowledge of CRM systems and sales management software

Ability to analyze and apply audience demographic data

Budget creation and financial management experience

Familiarity with public radio, FCC underwriting regulations, and mission-driven media

Personal Qualities:

Strategic thinker with attention to detail and strong follow-through

Collaborative approach with the ability to work across departments

Self-motivated with a high degree of professional initiative

Comfortable working in a fast-paced, multi-priority environment

Persistent, persuasive, and skilled at problem-solving

Preferred Qualifications 

Knowledge of Microsoft Office Suite & Google Drive, including PowerPoint/Slides, Word/Doc, and Excel/Sheet

Experience with CRM/Sales Management tools

Knowledge of Nielsen/PPM, Tapscan, or similar industry research tools

Experience with public radio or non-profit media sales

Familiarity with WAMC's regional market and demographics

Understanding of digital media and event sponsorship products