Description

Director – Statewide Sales

Florida Public Media (FPM), the statewide consortium representing PBS and NPR member stations across Florida, is seeking a dynamic and experienced sales leader to drive statewide sponsorship development and revenue growth for public media.

Location: Remote within Florida. Candidates must reside in Florida.

Travel: Periodic travel throughout Florida is required for client meetings, station visits, conferences, sponsorship development, and organizational events. Virtual collaboration and meetings will supplement travel as appropriate.

Position Summary

The Director – Statewide Sales leads Florida Public Media’s statewide sponsorship and revenue development initiatives across its public television and public radio member stations. Reporting to the Executive Director and working closely with the Senior Director – Statewide Sales, this position develops and executes integrated sponsorship strategies designed to generate revenue across broadcast television, radio, digital media, streaming platforms, podcasts, newsletters, events, and emerging media opportunities.

This role serves as a key revenue leader for Florida Public Media, building relationships with corporate sponsors, advertising agencies, nonprofit organizations, government partners, and community-focused organizations. The Director – Statewide Sales develops innovative sponsorship solutions, manages strategic client relationships, supports member station revenue opportunities, and advances statewide revenue growth while ensuring compliance with FCC underwriting regulations and public media standards.

Essential Duties and Responsibilities

Revenue Development & Sales Leadership

Lead statewide sponsorship sales and revenue development initiatives across Florida Public Media’s PBS and NPR member stations.

Collaborate with the Senior Director – Statewide Sales to develop and execute statewide sales strategies, sponsorship initiatives, and revenue growth plans.

Develop integrated sponsorship solutions utilizing television, radio, streaming, digital media, podcasts, newsletters, events, and emerging platforms. Identify, prospect, cultivate, and secure new sponsorship opportunities while expanding existing client partnerships.

Develop customized statewide and regional sponsorship packages that align sponsor goals with Florida Public Media audiences, platforms, and mission.

Build and maintain strategic relationships across key industries including healthcare, education, tourism, financial services, government, nonprofit, and community organizations.

Meet or exceed established revenue goals while supporting member station sponsorship and business development objectives.

Strategic Planning & Business Development

Partner with the Executive Director and Senior Director – Statewide Sales to establish statewide revenue priorities, sales strategies, and long-term business development initiatives.

Develop sponsorship opportunities, pricing strategies, inventory plans, and revenue forecasts in collaboration with member stations.

Analyze market trends, audience insights, campaign performance, and industry developments to identify opportunities for growth.

Support the creation of new sponsorship products across broadcast, digital, streaming, events, and emerging media platforms.

Share sales strategies, market intelligence, and best practices across the Florida Public Media association.

Client Relations & Proposal Development

Create customized sponsorship proposals, presentations, media plans, and marketing materials utilizing audience research, Nielsen data, digital analytics, and market intelligence.

Conduct client meetings, agency presentations, sponsorship negotiations, and business development outreach.

Develop sponsorship solutions that provide measurable value while maintaining FCC underwriting compliance and public media standards.

Serve as a primary relationship manager for statewide sponsors, agencies, and strategic partners.

Represent Florida Public Media at industry conferences, station meetings, community events, and organizational gatherings.

Campaign Management & Fulfillment

Oversee sponsorship campaigns from initial proposal through execution, fulfillment, stewardship, and reporting.

Manage contracts, insertion orders, purchase orders, and related documentation. Collaborate with finance, traffic, programming, digital operations, and member station teams to ensure successful campaign delivery.

Monitor campaign performance, delivery, reporting, optimization opportunities, make-goods, collections support, and client satisfaction.

Ensure sponsorship commitments and organizational objectives are successfully achieved.

Reporting & Performance Analysis

Prepare sales reports, revenue forecasts, pipeline updates, performance analyses, and strategic recommendations for organizational leadership.

Monitor sponsorship delivery, campaign effectiveness, revenue performance, and progress toward sales goals.

Utilize audience, financial, and digital performance data to support sponsorship recommendations and decision-making.

Maintain accurate sales activity reporting, forecasting, and pipeline management.

Statewide Collaboration & Organizational Leadership

Work closely with the Senior Director – Statewide Sales to coordinate statewide sponsorship initiatives, sales strategies, and member station support.

Collaborate with member stations to identify revenue opportunities, improve sales processes, and maximize statewide partnerships.

Participate in leadership meetings, board presentations, strategic planning discussions, and statewide initiatives.

Support Florida Public Media programs and initiatives, including statewide partnerships, public service campaigns, and the Florida Public Radio Emergency Network (FPREN).

Foster collaboration, innovation, communication, and shared best practices throughout Florida Public Media stations.

Requirements

Qualifications

Bachelor’s degree or equivalent combination of education and professional experience.

Proven experience in media sales, sponsorship sales, business development, marketing, or a related field.

Demonstrated success generating revenue, developing client relationships, and securing strategic partnerships.

Strong understanding of broadcast television, public radio, digital media, streaming platforms, audio, and integrated marketing solutions. Experience developing and selling multimedia sponsorship packages and customized marketing solutions.

Experience utilizing audience research, Nielsen data, digital analytics, media planning tools, and sales reporting platforms.

Excellent presentation, communication, negotiation, and relationship-building skills.

Ability to collaborate effectively across multiple organizations and stakeholders in a statewide environment.

Experience working with public media organizations, including PBS, NPR, or public media member stations, is strongly preferred.

Knowledge of FCC underwriting regulations and public media sponsorship guidelines is preferred.

Must reside in the State of Florida.

Candidates with less than five years of experience who demonstrate exceptional sales ability, strong relationship-building skills, and relevant experience will be considered.

Compensation

Base salary plus commission.

Eligible to participate in Florida Public Media’s sales incentive and commission program based on individual and organizational revenue performance.

Employee benefits include health insurance, retirement plans, paid time off, and other applicable benefits.