National Sales Manager - Radio

Position Overview

Driven by a passion to inform, entertain, and elevate, we deliver on our promises and lead with heart and integrity. At Cox Media Group (CMG), we’re building something big — connecting audiences to the content they trust and creating solutions that link our advertisers to the customers they want to reach.

CMG has an exciting leadership opportunity for a seasoned national sales leader. The National Sales Manager (NSM) is responsible for driving national revenue growth and share performance across the assigned Cox Media Group Radio markets and for strengthening CMG’s position with national agencies and advertisers.

This role serves as the strategic lead for national business across each market, working in close partnership with Katz Radio Group, CMG leadership, and local market sales and programming teams. The NSM will focus on strategy, pricing, inventory management, forecasting, and relationship development to achieve and exceed revenue and share goals.

This role requires a sales leader who can operate effectively across multiple markets while balancing relationship-driven selling with data-driven decision-making. This position will report to the Vice President of National Sales, Radio.

Essential Duties and Responsibilities

National Sales Strategy & Client Development

• Builds and maintains strong relationships with national agencies, buyers, and clients through virtual and in-person meetings, presentations, and client entertainment
• Identifies growth opportunities through category analysis, emerging advertiser trends, and proactive prospecting
• Represents CMG markets with a consultative, solution-oriented approach that drives incremental revenue

Market Strategy, Pricing & Inventory Management

• Maintains deep knowledge of assigned markets, including ratings, inventory availability, pricing dynamics, and the competitive landscape
• Develops and executes pricing and inventory strategies to maximize revenue and protect share
• Evaluates inventory daily and provides strategic recommendations to optimize yield and performance
• Partners with the Vice President of National Sales on rate strategy, pricing guidelines, and revenue optimization

Forecasting, Reporting & Performance Management

• Works collaboratively with Katz Radio Group and CMG leadership to forecast revenue and share on a weekly, monthly, and annual basis
• Provides the Vice President of National Sales with accurate weekly pending and forecast reports
• Analyzes pacing, performance trends, and market-level challenges to adjust strategy proactively
• Participates in quarterly business reviews with Katz leadership and assigned KRG offices

Market & Internal Leadership

• Provides strategic guidance to local Directors of Sales and market leadership on national business priorities and opportunities
• Serves as the primary national sales point of contact for assigned markets
• Fosters alignment and collaboration between national and local sales teams to drive overall market success
• Advocates for assigned markets while balancing national and company-wide objectives

Client Services Oversight & Team Leadership

• Partners with and oversees assigned National Client Services Managers to ensure timely, accurate execution of national business, including pre-empts, make-goods, and client communications
• Participates in hiring, onboarding, training, and performance management of national sales support staff members
• Coaches and develops support staff to uphold high service standards and operational excellence

Minimum Qualifications

• At least 5 years of radio sales experience, including national or multi-market business
• 3 years of experience supervising a sales team
• Proven success in managing agency relationships and driving revenue growth
• Strong analytical, negotiation, and communication skills
• Ability to manage complex priorities across multiple markets
• Demonstrated ability to forecast, strategize, and execute in a fast-paced environment
• Proficient in Excel and PowerPoint
• Ability to travel as needed to key national offices, agency hubs, and client sites
• Must have a valid driver's license with clean driving record

Preferred Qualifications

• Bachelor’s degree from a four-year college or university
• Multi-market sales management experience