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Local Market Development Manager

Location: California

Job Summary:
The Local Market Development Manager (LMDM) is responsible for all online initiatives in a group of McClatchy mid and small size markets. The LMDM works individually with a variety of Newspaper executives, sales managers and sales forces to achieve revenue goals across all product lines including but not limited to Careerbuilder, Cars.com, Real Estate, Apartments.com, ShopLocal, Email and Banners. This position’s tasks will have a wide scope, commonly translating global sales opportunities and issues into pragmatic operational plans that can be implemented in a timely manner at the local level.

Responsibilities:

• Identify and coordinate with appropriate stakeholders to launch all online and/or newspaper revenue opportunities. Track and report sales results and make adjustments as necessary.
• Provide training, sales processes and plans, sales direction and support to our Newspaper partners. Drive understanding and maintenance of online value. Drive incremental revenue via hands-on Sales Blitzes in each market throughout the year.
• Ensure Newspaper partners have appropriate resources in place to achieve online sales goals. Identify resources and ensure deployment. These resources may include vendor contacts, McClatchy Interactive staff (Classified Management team, Product, etc.), product or training manuals, collateral, training by McClatchy Interactive staff, “help desk”, etc.
• Participate in development of sales strategies. Identify, launch and support tactics in support of strategies.
• Provide strategic and tactical guidance to various levels of Newspaper Sales Management for online sales initiatives.
• Coordinate the system and financial matters in rolling out online/newspaper products.
• Provide tools and resources such as industry research and traffic data.
• Support Newspaper executives to train, coordinate and build online selling opportunities in local markets. This will include introduction of key vertical (classified) based products, banner/sponsorship/display ad sales, as well as new initiatives that the newspaper or McClatchy Interactive see as revenue opportunities.
• Provide sales materials that support newspaper/online sales.
• Support vendor/partner sales efforts – identify convergence points and maximize revenue opportunities.

Qualifications:
The candidate must have demonstrated success in sales management, be knowledgeable of company processes and systems and possess an ability to exert influence with all levels of management and operational positions.

Experience:

• 5+ years of applicable and related sales management experience preferably in newspaper/Internet sales.
• Successful track record of revenue goal achievement in current and previous positions
• Experience presenting to and soliciting support of senior and executive level management
• Strong analytical, project management and business skills.
• Excellent written, oral and presentation skills with a strong capacity to interpret, communicate, and solve complex business and organizational issues.
• Ability to prepare presentations and perform training when necessary.
• Familiarity with Word, Excel, and PowerPoint.
• Travel 50% of the time.