Regional Advertising Manager
About Buried Lede Media
Buried Lede Media is a growing Michigan-based community newspaper company built around a simple idea: local newspapers matter, and they are strongest when they are deeply connected to the communities they serve.
We operate newspapers with their own histories, personalities, and relationships with readers. We aren't interested in turning them into cookie-cutter publications. Instead, we look for ways to give our local teams better support, share resources where it makes sense, and build sustainable newspapers that can continue serving their communities for years to come.
We're a small, hands-on organization, which means there aren't a lot of layers between an idea and putting it into action. We value people who take ownership of their work, communicate well, aren't afraid to try something new, and understand the importance of strong local relationships. We work hard, move quickly, and expect a lot from one another - but we also believe in giving talented people room to do their jobs well.
Position Summary
The Regional Advertising Manager is responsible for generating and growing advertising revenue across all three Thumb-area newspapers and associated digital products. The position leads the regional sales effort while coordinating closely with the COO and Design & Production Manager to ensure sold advertising moves accurately and on time through production.
This is a hands-on leadership and sales position. The right person will be comfortable both developing a regional sales strategy and sitting down with a local business owner to understand what they need. We're looking for someone who sees opportunities, builds relationships, and understands that our success depends on helping local businesses successfully connect with the communities we serve.
Location
This position is based in Michigan's Thumb region and may be located anywhere within the communities served by our three Thumb-area newspapers. Buried Lede Media is currently evaluating options for a regional office, with the final office location to be determined.
Revenue & Sales Leadership
- Take primary responsibility for achieving regional advertising revenue goals
- Develop monthly, quarterly, and annual sales plans in coordination with the CEO/Publisher
- Track sales performance by publication, salesperson, account, and advertising category
- Maintain and report an active sales pipeline and revenue forecast
- Identify revenue opportunities, declining business and at-risk accounts
Advertising Sales
- Personally manage and grow significant advertising accounts
- Prospect for new advertisers throughout the region
- Develop relationships with local businesses, organizations and institutions
- Create and sell print, digital, and multi-publication advertising packages
- Develop regional packages that leverage the combined audience of the three newspapers
- Retain and expand existing advertisers through regular proactive contact
Sales & Future Team Growth
- Serve as the primary advertising salesperson across the region, actively prospecting, developing relationships, closing business, and growing existing accounts
- Take ownership of the sales pipeline and consistently develop new advertising opportunities
- Build sales processes, account strategies, and systems that can support future growth
- As revenue and sales activity grow, help identify when additional sales capacity is needed and participate in recruiting and developing additional sales staff
- Supervise and coach additional advertising sales representatives as the team grows
- Establish appropriate activity, account, and revenue expectations for future sales staff
Special Sections & Digital Revenue
- Develop an annual calendar of special sections and advertising opportunities
- Create sales plans and deadlines well in advance of publication
- Develop print/digital packages and new sustainable local revenue products
- Coordinate special-section schedules with Editorial, Production, and the COO
Advertising Operations & Production Coordination
- Ensure advertising orders are complete and accurate
- Obtain required advertiser materials and approvals by established deadlines
- Coordinate ad proofs, changes, and trafficking with Design & Production
- Work with the Regional Office Manager on billing and accounts receivable issues
- Follow production deadlines established by the COO and Design & Production Manager
Success Looks Like
Advertising revenue grows, the sales pipeline remains active, advertisers receive excellent service, sales staff have clear goals, and advertising moves cleanly from sale through production and billing without compromising editorial independence.
Just as importantly, our advertisers should see Buried Lede Media as a partner in their success, our sales team should have the direction and support needed to succeed, and the Regional Advertising Manager should constantly be looking for new ways to grow revenue and strengthen our relationships throughout the communities we serve.
What We Offer
Buried Lede Media is an equal opportunity employer committed to building a team that reflects and understands the communities we serve. Compensation is commensurate with experience, with benefits provided as part of the overall package.
Most importantly, we're looking for the right person to join a growing company that believes deeply in the future of local journalism.
