Media Sales Manager

Adams Publishing Group is seeking an in-office Media Sales Manager for Southern Wisconsin to lead an outside Account Executive team while also carrying personal sales responsibilities. Reporting to the Vice President of Sales, this role owns office revenue performance and digital growth, driving sales execution and team development from prospecting through close.

Key Responsibilities

• Model expected sales behaviors as both a sales manager and active seller, including prospecting, discovery, proposal creation, follow-up, negotiation, and closing.
• Own the office’s total revenue and digital sales goals, monitor monthly pacing, spot potential shortfalls early, and create specific action plans to close gaps.
• Maintain detailed visibility into each Account Executive’s activity, pipeline stages, discovery meetings, proposals, pending opportunities, closes, account development, and new-business efforts.
• Use activity and pipeline data to diagnose what is working, where performance is slipping, and what each seller needs to do differently to reach goal.
• Deliver coaching through one-on-one sessions, pipeline reviews, field coaching, and performance discussions.
• Identify individual strengths and development areas, set clear expectations, coach to specific behaviors, follow up on commitments, and establish accountability for execution and results.
• Build a culture where prospecting and new-business development stay top of mind, maintaining a healthy pipeline that supports future revenue goals.
• Create monthly projections, budgets, and revenue forecasts by evaluating opportunity likelihood, timing, and value, and adjust strategy quickly as results or market conditions change.
• Maintain disciplined systems for priorities, follow-up, reporting, campaign deadlines, special initiatives, internal deliverables, and customer commitments.
• Coach Account Executives to sell beyond single-product transactions by building strategic, integrated campaigns aligned to client objectives.
• Independently prospect and open doors with new advertisers, while supporting Account Executives as they strengthen their own new-business development.
• Identify opportunities using networking, referrals, market research, prospecting tools, community involvement, and direct outreach.
• Build and maintain local business relationships to increase awareness of company products and services, and represent Adams Publishing Group as a visible market leader.
• Participate in appropriate business, civic, networking, and volunteer organizations across Dane County to develop relationships and uncover opportunities.

Requirements

• At least 3 years of sales experience and at least 3 years in a sales leadership role, with responsibility for team performance, revenue growth, and achievement of sales goals.
• Ability and willingness to personally sell while leading others.
• Comfort with prospecting, face-to-face sales calls, discovery, proposal development, solution presentation, negotiation, and closing.
• Proven capability to coach using activity data, pipeline metrics, forecasting, account plans, and individual performance results.
• Strong organizational skills to manage competing priorities, meet deadlines, maintain accurate reporting, and follow through on commitments.
• Understanding of modern digital marketing solutions, including the ability to help sellers build integrated campaigns tied to client goals, target audience, challenges, and measurable outcomes.
• Proficiency with Excel and Google Workspace, plus the ability to learn and teach CRM, proposal, analytics, prospecting, and other sales technology platforms.
• Ability to set clear expectations, communicate directly, coach constructively, create accountability, and build a results-driven sales culture.
• Driver’s License (Required)
• Media Sales: 5 years (Required)
• Digital sales: 5 years (Required)
• Management: 5 years (Required)

Technologies

• Excel
• Google Workspace
• CRM
• Proposal
• Analytics
• Prospecting

Compensation and Location

• Location: Sun Prairie, WI (onsite)
• Salary: USD 75,000 - 100,000 per year
• Job Type: Full-time

Benefits

• Competitive base salary
• Monthly performance bonus opportunity
• Commission on personal sales
• On-target earnings of $75,000 to $100,000+
• Professional development and career advancement opportunities
• Paid time off and paid holidays
• Paid volunteer and personal leave days
• 401(k)
• Company-sponsored benefits
• Company-paid business expenses, including mileage, phone, approved entertainment, and local networking organization memberships
• Dental insurance
• Health insurance
• Health savings account
• Life insurance
• Vision insurance
• Paid time off