Local Sales Manager

About the role

A market-based sales leader drives revenue growth and new business development in the Norfolk area. This role manages a sales team and reports to the Director of Sales while requiring a current driver's license.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Targeted lead generation uncovers market opportunities, and qualification guides sales strategies for the team. The team develops and sells TV and TEGNA digital products to grow revenue. Direct reports, including dotted-line staff, receive performance guidance to meet collective television and digital objectives. The team analyzes accounts to design client marketing executions, and business activity reports and forecasts satisfy documentation requirements. Client relationships are strengthened, and key accounts are managed with the team to uphold service standards.

Requirements

Three to five years of broadcast TV sales and account engagement experience is mandatory. A record of achieving or exceeding sales goals in broadcast TV across linear and digital platforms, including OTT, is necessary. The team builds an inclusive and positive work culture to ensure sales team success. Strategic thinking guides recommendations made to senior management. Mastery with Excel, Word, PowerPoint, Wide Orbit Sales, Salesforce, Wide Orbit Traffic and Analytics, Comscore, Matrix, Media Monitors, and qualitative data is required. Handling multiple tasks and projects under deadline pressure is expected. Attention to detail and accuracy is required. Problem-solving is executed effectively. Clear presentation and communication serve internal and external customers and partners.

Nice to have

This position qualifies for the Company's bonus plan(s).

Skills & tools

Broadcast TV sales experience forms the foundation of this role. Familiarity with tools such as Wide Orbit and Comscore is common in this field.

Practical notes

This role is based in Norfolk at WVEC-TV. A current driver's license is required. Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Broadcast sales roles operate in dynamic markets with evolving linear and digital solutions. Teams rely on data tools to analyze performance and client behavior. Leadership shapes culture and sales outcomes.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.