General Sales Manager in Modesto at Cumulus Media

Date Posted: 9/23/2022

Job Snapshot

Job Description

CUMULUS MEDIA | Modesto & Stockton is looking for a dynamic, self-motivated Sales Manager to drive revenue in our market.  The Director of Sales provides leadership to station’s local sales efforts by giving direction, training, and feedback to an experienced sales team.  Assist senior account executives in prospecting, developing, and maintaining direct and new business, as well as local agency business, to assure established sales goals are met.  We are looking for someone who lives by our FORCE Cumulus values; WE are Focused, Responsible, Collaborative and Empowered!  If you are looking for a great culture and professional environment, then Cumulus could be the home for you.

Considering Relocation? Here are FUN FACTS! 

The Modesto and Stockton markets combined would be # 50.  Located in the Central Valley in Northern California, the area is home to many of the country’s leading food and beverage companies.  We are just an hour to the Sierra’s with skiing, hiking and great views and just an hour to the Pacific coast with pristine beaches.  The greater area has 4 major airports, 6 professional sports teams and activities for all.  The cities and surrounding communities are very affordable and offer a wide range of housing types.  And the Cumulus brands have over 67% of the audience and drive 75% of the local revenues.  Consider the Modesto & Stockton metro and Cumulus Media for your next career move!

CUMULUS | Modesto & Stockton CA currently features 8 stations in the area and surrounding counties.  Our market leading stations include:  Country 103.3 KATM; Classic Rock KDJK 103.9; Classic Rock KHKK 104.1; Sports KESP 970; Hot AC KHOP 95.1; Adult Contemporary KJOY 99.3; and Rhythmic CHR KWIN 97.7 and Rhythmic CHR KWNN 98.3.  The cluster of 8 stations reaches over half a million of listeners every day.  In addition, we reach the entire country with a suite of digital products.    

Key Responsibilities:

    • Develop and implement a sales plan that will meet station’s revenue goals with emphasis on customer-focused selling to direct, new direct, vertical categories, digital, NTR, station features and major account sales
    • Be a member of the Senior Leadership Team and assist the market in creating success
    • Identify, recruit, train, coach and develop high-performance Sales talent and manage a team of experienced sellers to build a successful team to ensure continued top-line growth
    • Maintain an ongoing recruitment effort to ensure top quality team, always having a bench of 3 or more candidates
    • Attend high profile account presentations; provide coaching and leadership to sales team
    • Conduct regular one-on-one meetings with experienced Sales Team members to evaluate pending business for conversion and note in CRM accordingly
    • Participate and lead Sales staff meetings and training sessions
    • Manage inventory and reporting in Stratus/Wide Orbit
    • Manage administrative functions connected with forecasting revenue, rate, pricing, and order approvals
    • Actively participate in business & community associations with the intention of developing extensive relationships with local influencers and decision makers
    • Develop and build relationships with clients by providing quality customer service
    • Lead communication with other departments to assure quality service when placing orders and arranging promotions
    • Oversee special event sales
    • Provide managerial assistance in local and national rate negotiations, sales plans and budgeting
    • Develop creative, solution oriented, customer-focused revenue programs and ancillary sales projects
    • Oversee and manage expenses of the Sales organization
    • Generate revenue from personal account list


Job Requirements


  • 5 years of experience in broadcast sales, sales management and mentoring experience preferred with a proven track record of success in the radio industry
  • Proficient in all aspects of radio and digital sales, including use of quantitative/qualitative research, event development, and multiple platform/integrated sales expertise
  • Familiar with the management of CRM systems, budget procedures, daily sales accountability and recognition programs, inventory management and collections procedures
  • Bachelor's Degree in Business, Communications, Marketing, or related field is preferred
  • Proficient in Microsoft Office suite, social networking platforms
  • Highly developed training and coaching skills including; skills in organization, delegating, interviewing, and motivating experienced salespeople
  • Demonstrate high energy level and achievement-oriented attitude toward sales, sales training and education, and client relations
  • Excellent presentation skills
  • Flexible and creative
  • Digitally savvy 
  • All new hires must be fully vaccinated for COVID-19 by date of hire, subject to legally mandated accommodations

What we offer:

  • Relocation Assistance
  • Competitive pay with performance-based bonus structure
  • Professional growth and career path
  • Focused, responsible and collaborative work environment with the ability, to ask, “what if” and try innovative solutions
  • Recognition and reward for outstanding performance
  • Medical, Dental & Vision Insurance coverage
  • 401K with company match to plan for the long-term
  • Paid Vacation & Holidays

For immediate consideration, please visit

For more information about CUMULUS MEDIA, visit our website at:

CUMULUS MEDIA is proud to be an Equal Opportunity Employer (EOE).


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