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Sales Manager or Sr.AE

companyiHeart Media
locationTroy, MI, USA
PublishedPublished: 6/6/2024
Full Time

KATZ Media Group

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As the nation's largest media representation firm, Katz Media Group delivers local relevance at scale. Whether you want one idea that sounds local in a hundred different markets or a hundred unique ideas, we have your solution.

Over our long history, the Katz name has been synonymous with leadership in the media industry. Founded in 1888, Katz was the nation's first media representation firm. Today, Katz Media Group is comprised of two divisions, Katz Radio Group and Katz Television Group. Collectively, the company represents both the on-air and online assets of more than 4,000 radio stations and 800 television stations, making Katz Media Group the largest media representation company in America. In addition to our deeply rooted media expertise, our unique regional sales structure is key to driving our clients' success. Katz Media Group is based in New York City, with 15 regional offices across the country, providing advertisers and agencies with local expertise and insights across the nation.

Be a part of the largest media representation company in America. At Katz Media Group, we have the best, brightest and boldest talent in the media industry - individuals who deliver unparalleled value for our business partners and clients. We are looking for people who can grow, think, dream and achieve. Every employee brings inspiration and imagination to our constantly evolving and expanding business. If you're excited about this role but don't feel your experience aligns perfectly with the job description, we encourage you to apply anyway. At Katz Media we are dedicated to building a diverse, inclusive, and authentic workplace and are looking for teammates passionate about what we do!

What We Need:
Katz Media Group is looking for an experienced Sales Manager or senior seller

What You'll Do:

  • Broker deals, develop and negotiate new business revenue and client generation
  • Build strong relationships to maintain and grow existing customer base by addressing their evolving needs
  • Create sales strategies to help clients reach their target audience while being mindful of budget
  • Consistently meet or exceed budgeted revenue goals by delivering results and providing services that earn repeat business
  • Establish relationships with a number of different media agencies
  • Manage client accounts by proactively identifying/rectifying problems, obtaining rate quotes and negotiating deals amenable to all parties
  • Communicate all components of sales to key stakeholders
  • Pursue vertical and horizontal penetration of assigned advertisers and ad agencies to maximize exposure for Sales division's clients and their online assets and events
  • Highlight the benefit of marketplace via positioning and pre-selling opportunities
  • Research business, financials, products/services and markets of clients and their competition. Stay abreast of emerging technologies and market trends
  • Work cross functionally across sales, operations, product, marketing, and finance teams

What You'll Need:

  • 3+ years' experience in media sales, marketing or advertising with proven success
  • Demonstrated ability to generate new business and to understand the sales cycle: prospecting, buying, behaviors, negotiations for a win-win outcome, overcoming objections and closing
  • Ability to plan and organize, set priorities and multi-task in a fast-paced environment
  • Strong oral and written communication skills; excellent grammar
  • Independence, self-motivation, competitiveness, assertiveness, goal-orientation
  • Understanding of market dynamics, including demographics
  • Stress tolerance, especially with tight deadlines and financial pressures
  • Flexibility and creativity
  • Strong understanding of operational business practices through a four-year college degree in marketing, advertising, business or communications or the equivalent work experience
  • Proficiency in Microsoft Office suite and social networking platforms
  • Local or regional travel may be required

What You'll Bring:

  • Respect for others and a strong belief that others should do this in return
  • In-Depth knowledge of the media industry and related sales processes
  • Ability to apply expertise in a complex sales environment to service large accounts and/or complicated business segments
  • Confidence to prospect and quickly build rapport with customers, adapting messaging and style based on customer needs
  • Ease working with senior level executives and using influencing skills to negotiations and drive sales
  • Desire to stay abreast of emerging market trends and customer needs to expand relationships and trust
  • Confidence to solve complex problems using analysis, judgement and multiple sources of information
  • Accountability for your own work and a desire to provide guidance to new team members
  • Business development experience with new and existing customers


Salary to be determined by multiple factors including but not limited to relevant experience, knowledge, skills, other job-related qualifications, and alignment with market data. In addition to salary, this position is also eligible for commissions.

$60,800 - $76,000

Troy, MI: 3310 West Big Beaver Rd, Suite 310, 48084

Position Type:

Time Type:
Full time

Pay Type:


iHeartMedia's benefits offering is flexible and offers a variety of choices to meet the diverse needs of our changing workforce, including the following:

  • Employer sponsored medical, dental and vision with a variety of coverage options
  • Company provided and supplemental life insurance
  • Paid vacation and sick time
  • Paid company holidays, including a floating holiday that enable our employees to celebrate the holiday of their choosing
  • A Spirit day to encourage and allow our employees to more easily volunteer in their community
  • A 401K plan
  • Employee Assistance Program (EAP) at no cost - services include telephonic counseling sessions, consultation on legal and financial matters, emotional well-being, family and caregiving
  • A range of additional voluntary programs, such as spending accounts, student loan refinancing, accident insurance and more!

The Company is an equal opportunity employer and will not tolerate discrimination in employment on the basis of race, color, age, sex, sexual orientation, gender identity or expression, religion, disability, ethnicity, national origin, marital status, protected veteran status, genetic information, or any other legally protected classification or status.

Non-Compete will be required for certain positions and as allowed by law.

Our organization participates in E-Verify. Click here to learn about E-Verify.

Required skills

  • Identifying Problems
  • Business Development
  • New Business
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