Business information written specifically for newspaper advertising departments

Regional Accounts Sales Director

U.S. Community Publishing Division of Gannett Co., Inc  is seeking a Regional Accounts Sales Director.  The position is responsible for building and leading a high-performance sales team to grow advertising share with comprehensive multi-media solutions for regional and national advertisers.  The sales director will maximize advertiser footprint across multiple Gannett markets.  This position has high revenue responsibility and reports to the Senior National Sales Director.


Ensures the business unit meets and/or exceeds revenue expectations.

Maintains a high awareness and understanding of the business unit’s revenue responsibilities and is aware of performance to goal for monthly, quarterly and annual goals.

Maintains a high awareness and understanding of the local Gannett markets and related advertiser potential.

Measures and monitors each staff member’s performance to all goals and targets.

Consistently maintains full staff of high performers.

Spends significant time with account executives – visiting customers in the field with the purpose of deepening account relationships and spends time coaching sales staff.

Uses to assist staff in building their quarterly sales pipelines and communicates that information to senior management.

Sets annual budget for regional and franchise category and assigned T61 advertisers.

Accurately completes all results and forecasts and understands the methodology for quarterly goal and MBO settings.

Has a clear, formal, written plan to attack key accounts and segments. 

Understands the local Gannett markets, including customers, prospects and trends and competition.

Is a strong sales leader who inspires and motivates the team with clear communication strategies.

Responsibilities include interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Job Requirements

A Bachelor’s degree and minimum of five years sales management experience, regional or national sales preferred.

Proven track record of successfully leading and achieving results in a goal-oriented, high accountable environment.

Excellent communication skills, both oral and written, are required.

Must have good judgment and decision making skills.

Ability to build and lead a B2B sales organization and the ability to gain and maintain a deep understanding of the markets and associated trends.

Gannett Co., Inc. (NYSE: GCI) is an international media and marketing solutions company that informs and engages more than 100 million people every month through its powerful network of broadcast, digital, mobile and publishing properties. Our portfolio of trusted brands offers marketers unmatched local-to-national reach and customizable, innovative marketing solutions across any platform. Gannett is committed to connecting people – and the companies who want to reach them – with their interests and communities. For more information, visit

 We are an Equal Opportunity Employer and value the benefits of diversity in our workplace including veterans and applicants with disabilities.

Apply here

U.S. Community Publishing Division of Gannett Co. Mc Lean , VA
United States
Date Posted: 
February 5, 2012