#627 Regional Account Executive

#627 Regional Account Executive

Position: Regional Account Executive

Department: Sales

Reports to: WWAY General Sales Manager

Job Posting

WWAY-TV, a subsidiary of Morris Network, is seeking a highly motivated and results-driven Regional Account Executive to take our regional sales business to the next level. This individual will be responsible for negotiating, developing, and growing agency business across WWAY, DWAY, and EWAY.

The Regional Account Executive will take ownership of the stations' Regional revenue budgets, building strong relationships with advertising agencies, maximizing revenue opportunities, and securing a strong share of agency buys. This position requires an experienced negotiator who understands the television marketplace, agency buying practices, ratings, audience delivery, and the competitive landscape.

The ideal candidate will be a strategic thinker who can identify revenue opportunities, develop effective sales strategies, and maximize the value of our television inventory while maintaining strong agency relationships.

Key Responsibilities

• Budget Ownership: Take full ownership and accountability for achieving Regional revenue budgets across WWAY, DWAY, and EWAY.
• Agency Negotiations: Negotiate regional agency business, including annual agreements, quarterly buys, and individual client schedules.
• Revenue Growth: Develop strategies to grow existing agency business while identifying and pursuing new revenue opportunities.
• Share of Buy: Maximize the stations' share of agency budgets by aggressively pursuing available dollars and positioning our stations competitively in the marketplace.
• Ratings & Research: Utilize Comscore ratings, audience research, market data, and station performance metrics to effectively negotiate rates and demonstrate the value of our audience.
• Inventory Management: Monitor inventory availability, pricing, demand, and sellout levels to maximize revenue opportunities across all three stations.
• Pre-Emption Management: Proactively monitor pre-emptions and ensure all makegoods are negotiated, communicated, and fulfilled appropriately.
• Yield Management: Protect station rates, minimize unnecessary discounting, and maximize revenue per spot while balancing inventory and demand.
• Account Development: Build and maintain strong relationships with agency buyers, planners, and decision-makers to increase station visibility and secure repeat business.
• Sales Strategy: Develop and execute strategic plans to increase regional revenue, grow market share, and capitalize on seasonal and event-driven opportunities.
• Proposal Development: Prepare compelling sales presentations, competitive proposals, and customized packages that demonstrate the value of WWAY, DWAY, and EWAY.
• Order Management: Ensure agency orders, revisions, cancellations, and added-value commitments are accurately negotiated, documented, and communicated to the appropriate departments.
• Internal Collaboration: Work closely with the General Sales Manager, Traffic, and other station departments to ensure inventory is strategically managed and agency expectations are met.
• Revenue Forecasting: Maintain accurate revenue projections and regular updates on regional business opportunities and potential shortfalls.
• Competitive Analysis: Monitor competitor rates, programming, ratings, and market activity to identify opportunities and strengthen the stations' negotiating position.
• Digital Opportunities: Identify opportunities to incorporate digital products and integrated marketing solutions into agency negotiations when appropriate.

Qualifications & Experience

The ideal candidate will possess:

• Proven success in television advertising sales and agency negotiations.
• Strong understanding of regional agency buying practices.
• Demonstrated ability to negotiate rates, packages, and annual agreements.
• Experience working with Comscore ratings, audience research, and television ratings systems.
• A strong understanding of inventory management, pre-emptions, makegoods, and revenue optimization.
• A proven track record of meeting or exceeding revenue budgets.
• Excellent communication, presentation, and relationship-building skills.
• Strong analytical, organizational, and problem-solving abilities.
• Ability to work independently, prioritize multiple opportunities, and meet deadlines.
• Proficiency in Microsoft Office and Wide Orbit Traffic and Wide Orbit Media Sales.

Performance Expectations

The Regional Account Executive must be willing to take ownership of the Regional budgets for WWAY, DWAY, and EWAY. Success in this position will be measured by the ability to:

• Meet or exceed assigned Regional revenue budgets.
• Increase agency revenue and capture a greater share of available agency spending.
• Consistently negotiate competitive rates while protecting station revenue and inventory value.
• Grow existing agency relationships and develop new business opportunities.
• Effectively manage pre-emptions and ensure makegoods are fulfilled.
• Maintain accurate forecasts and provide consistent communication regarding revenue pacing and opportunities.
• Demonstrate initiative, accountability, and a proactive approach to driving revenue growth.

During the interview process, we will be evaluating quantifiable evidence of sales success, including revenue performance, budget attainment, agency growth, and examples demonstrating strong agency negotiation knowledge and the ability to secure a meaningful share of agency buys.

If this describes you and you're looking for a position that will allow you to leverage your talent, make a meaningful impact on our business, and advance your career, the Regional Account Executive role is the opportunity you've been waiting for!

To Apply

Send a resume or link to your LinkedIn page to:

Becca Monroe-Hardy

General Sales Manager

[email protected]

OTHER INFORMATION: No telephone calls, please. We utilize DMV, criminal background checks, and drug screening as a condition of employment.

It is the policy of WWAY-TV, LLC that employment shall be based on merit, qualification, and competence. Employment practices shall not be influenced or affected by virtue of an applicant's or an employee's race, age, sex, religion, color, national origin, or disability. Females and minorities are encouraged to apply.

Pay: $42,000.00 - $60,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Work Location: In person