Local Sales Manager - LSM at Tegnainc

About TEGNA TEGNA Inc. (NYSE: TGNA) helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news. WTHR, the TEGNA-owned NBC affiliate in Indianapolis, is seeking a Local Sales Manager (LSM) to lead, develop, and grow our local sales organization across linear television, CTV/OTT, and integrated sponsorship solutions. The Local Sales Manager is responsible for driving market share growth, elevating sales execution, and building a high-performance culture. This role directly manages and coaches Account Executives and Account Managers, while helping transform the sales organization to meet the evolving needs of advertisers in a multi-platform marketplace. This role is hands-on, strategic, and people-centric, balancing daily execution, coaching, accountability, and long-term revenue growth. The LSM reports directly to the Director of Sales and works closely with station leadership, marketing, digital, and content teams. Responsibilities: Sales Leadership & Revenue Growth • Lead the execution of WTHR’s local revenue strategy across linear TV, CTV/OTT, digital, sponsorships, and integrated marketing solutions. • Drive new business development, category growth, and share gains through disciplined prospecting and account expansion. • Analyze pacing, performance, and market trends to proactively adjust strategy and ensure revenue goals are met or exceeded. • Champion the selling of full-funnel solutions, including Premion, local CTV, sponsorships, and custom opportunities. Team Development & Coaching • Recruit, retain, and develop top-tier sales talent, with a strong focus on coaching, accountability, and professional growth. • Provide consistent, field-based coaching through ride-alongs, client meetings, proposal development, and deal strategy sessions. • Set clear expectations, performance standards, and individual goals aligned with station objectives. • Build a culture of ownership, collaboration, and continuous improvement. Client & Market Leadership • Develop and maintain strong relationships with key local advertisers, agencies, and community partners. • Ensure WTHR delivers best-in-class service, marketing insights, and results for clients. • Partner with sales marketing, research, and digital teams to create impactful, data-driven proposals. • Serve as a visible market leader representing WTHR in the Indianapolis business community. Operational Excellence & Accountability • Monitor and manage key performance metrics including pacing, market share, new business activity, digital penetration, and execution quality. • Maintain accurate forecasting, pipeline management, and CRM discipline. • Leverage data, insights, and analytics to guide decision-making and performance reviews. • Ensure alignment with TEGNA processes, tools, and compliance standards. Requirements: • 5–7 years of successful broadcast media sales experience. • Proven track record of meeting or exceeding revenue goals in a fast-changing, competitive environment. • Strong understanding of linear TV, digital, OTT/CTV, sponsorships, and integrated marketing solutions. • Demonstrated ability to coach, develop, and motivate sales teams to high performance. • Strategic thinker with the ability to execute tactically and influence senior leadership. • Commitment to building an inclusive, positive, and accountable team culture. • Strong communication, presentation, and relationship-building skills. • Highly organized with the ability to manage multiple priorities under deadline pressure. • Proficiency in: o WideOrbit Sales & Traffic o WideOrbit Analytics o Matrix o Excel, PowerPoint, Word o Comscore, Ad Impact, and qualitative research tools Benefits: TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance. Our 401(k) program offers full, part-time and temporary employees the opportunity to contribute 1% - 80% of their pay on a pre-tax basis to TEGNA’s 401(k). Contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one. Regardless of participation in TEGNA medical plans, ALL employees and their eligible family members receive nine free virtual doctor’s appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health. TEGNA offers a generous Paid Time Off (PTO) benefit as well as nine paid holidays per year. * Some jobs are covered by a collective bargaining agreement and thus some or all of the benefits described herein may not apply. For example, some newsroom bargaining unit employees receive health and retirement benefits under plans administered by the union. EEO statement: TEGNA Inc. is a proud equal opportunity employer. We are proud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. We value and consider applications from all qualified candidates without regard to actual or perceived race, color, religion, national origin, sex, gender, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, disability, medical condition, enrollment in college or vocational school, political affiliation, military or veteran status, citizenship status, genetic information, or any other basis protected by federal, state or local law. TEGNA will reasonably accommodate qualified individuals with disabilities in accordance with applicable law. If you are in need of an accommodation in order to submit your application, please email [Upgrade to PRO to see contact] Recruiting Fraud Alert: To all candidates: your personal information and online safety are important to us. Only TEGNA Recruiters or Hiring Managers will reach out to you regarding consideration of your application or background. 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