Digital Sales Manager

 The primary responsibility of the Digital Sales Manager is to increase digital advertising revenues by actively engaging with Multimedia Sales Executives (MMSE) and Digital Sales Specialists (DSS) in field calls, client visits and overall revenue driving activities. This position directly affects and is responsible for achieving or exceeding digital revenue targets for The Buffalo News.

Key Responsibilities

  • Consistently meets/exceeds all digital revenue targets
  • Demonstrates expert knowledge and understanding of all Buffalo News and Canalside Media sales and marketing assets, including all newspaper print/digital bundle products, digital products and Canalside Media products and able to transfer the knowledge to direct reports
  • Follows Buffalo News prescribed best practices on Pipeline Sales Management and Revenue Gap Analysis, reviews all required sales process activities and provides direction and feedback to increase closing ratios
  • Reviews market activities to develop new business by understanding customer needs and selling products and services that provide value to the customer
  • Drives customer retention through excellent customer service and in-person visits
  • Effectively communicates with management to provide accurate revenue forecasts and market intelligence that may impact revenue (+/-)
  • Maintains the highest levels of personal and professional behavior in the workplace and in the market
  • Ensures that the team consistently meets and/or exceeds digital revenue goals.   Always aware of performance to goal; measures sales executive performance by revenue to goal, quarterly and annually. Ensures that high levels of performance are always top of mind
  • Holds staff accountable to revenue goals, objectives, KPIs and other metrics. Creates effective formal activity metrics for staff
  • Spends significant time with MMSEs and DSSs visiting customers in the field with the purpose of deepening account relationships; uses these opportunities to coach staff
  • Manages staff to consistently maintain a forward, robust sales pipeline. Stays current on potential wins
  • Understands methodology for goal setting and applies that methodology accordingly. Has an in-depth knowledge of DSSs accounts, prospects and each prospect's potential. Establishes aggressive but realistic goals for staff; incorporates staff’s input in the goal setting process
  • Develops a strong sales plan with team and holds staff accountable for achieving their plans
  • Provides appropriate mix of direction and strategy. Collaborates with the staff on strategy, innovation, etc., to ensure that new ideas are developed and presented to clients
  • Drives consultative, customer-centric selling behaviors. Ensures that each DSS consistently present products/services appropriate to client needs and constantly monitor the “health” of the relationship between the client and MMSE and/or DSS
  • Reviews and critiques all presentations and campaign proposals and coaches DSS and/or MMSE on improving this process
  • Meets 1:1 with each DSS (and MMSE where appropriate) every week to review performance to goal, new business opportunities and challenges

Position Requirements

Knowledge, Skills, Abilities:

  • Knowledge of competitive media landscape; use for new business development and sales analysis
  • Ability to coach and develop cold calling and other prospecting techniques including social media where applicable
  • Highly motivated, self-starting individual with initiative and drive to succeed through others
  • Ability to close new business and lead a team to exceed sales targets
  • Successful track record of pushing past rejection and achieving results, and coaching others to do so
  • Strong verbal and written communication skills with the ability to build and deliver effective presentations
  • Strong networking and community involvement skills
  • Eagerness to learn, continually seeking to improve sales skills and the skills of others
  • Strong time management and follow-up skills
  • Organized with an attention for detail
  • Computer and software experience with MS Office programs including Excel, Powerpoint, and Word
  • Must possess a valid state driver’s license and reliable transportation

Education & Experience:

  • Bachelor’s Degree in Sales, Marketing or Business required; work experience in media related business preferred.
  • Sales management experience, preferably in outside sales environment
  • Must have prior experience with digital marketing sales


Please send Résumé to Shawn Buffum -


Bn Media