What Does a Media Sales Representative Do?
A media sales representative is responsible for selling advertising space across various platforms, such as digital, print, broadcast, or out-of-home, to businesses and agencies looking to promote their products or services. They act as the link between media organizations and advertisers, identifying client needs and recommending ad packages or campaign solutions that align with target audiences, budget, and marketing goals. Their day-to-day work includes prospecting new leads, delivering tailored sales presentations, negotiating contracts, and managing account relationships to drive revenue growth.
In addition to closing new deals, media sales reps often work closely with internal teams such as marketing, creative, and media planning to ensure campaign execution runs smoothly. They analyze ad performance, provide clients with reports and insights, and recommend optimizations or future placements. Success in this role requires excellent communication, a consultative sales approach, and a solid understanding of media products and market trends.
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Media Sales Representative Core Responsibilities
- Identify, contact, and pitch to prospective advertising clients
- Sell advertising space or campaigns across designated media platforms (e.g., digital, TV, print)
- Prepare and present customized advertising proposals based on client objectives
- Negotiate pricing, placement, and contract terms
- Build and maintain long-term client relationships
- Collaborate with internal teams on ad delivery, creative specs, and scheduling
- Track campaign performance and deliver post-campaign reports
- Meet or exceed revenue and sales targets
Required Skills and Qualifications
Hard skills
- Understanding of advertising and media platforms (digital, print, broadcast, etc.)
- Familiarity with CRM software (e.g., Salesforce, HubSpot)
- Ability to interpret media metrics (CPM, impressions, click-through rates)
Soft skills
- Strong persuasive communication and presentation skills
- Ability to build and maintain client relationships
- Goal-driven mindset with time and territory management skills
- Resilience and adaptability in a competitive sales environment
Education
- Bachelor’s degree in marketing, advertising, communications, or business
Certifications
- Not required
- Recommended: Google Ads or Meta Blueprint certifications if selling digital media
Preferred Qualifications
- 1–3 years of experience in advertising or media sales
- Existing client base or network in the media/advertising industry
- Experience selling integrated advertising solutions (multi-platform or bundled campaigns)
National Average Salary
Media sales representative salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for a Position is:
$123,456
Sample Job Description Templates for Media Sales Representatives
Entry-Level Media Sales Representative
Position Overview
We are looking for an Entry-Level Media Sales Representative to join our growing team and support the sale of advertising solutions across digital, print, and broadcast platforms. This is an ideal opportunity for a motivated self-starter eager to build a career in media sales through training, mentorship, and hands-on experience.
Responsibilities
- Prospect new advertising clients through cold calling, email outreach, and networking
- Assist in preparing sales presentations and proposals
- Learn media product offerings and pricing structures
- Shadow senior sales reps on client meetings and presentations
- Maintain records in CRM and support campaign fulfillment coordination
- Hit weekly outreach targets and contribute to team revenue goals
Requirements
Hard skills
- Basic understanding of advertising and media platforms
- Proficiency in Microsoft Office and CRM tools (e.g., Salesforce or HubSpot)
Soft skills
- Strong verbal and written communication
- Eagerness to learn and apply feedback
- Resilience and a willingness to make cold calls
- Organized and goal-oriented
Education
- Bachelor’s degree in marketing, communications, or related field
Certifications
- Not required
Preferred Qualifications
- Internship or school project experience in sales, media, or marketing
Mid-Level Media Account Executive
Position Overview
We are hiring a Media Account Executive to manage a portfolio of advertising clients, sell across multiple media platforms, and drive revenue growth. This role is best suited for individuals with a proven track record in sales and a solid understanding of media buying and audience targeting.
Responsibilities
- Develop and manage a sales pipeline of new and existing clients
- Sell advertising space across digital, print, or broadcast channels
- Build media proposals that align with client goals and budgets
- Negotiate contracts and secure advertising placements
- Track campaign performance and ensure client satisfaction
- Meet or exceed monthly and quarterly sales targets
Requirements
Hard skills
- Experience selling media solutions or advertising space
- Proficiency in CRM systems and proposal-building tools
- Knowledge of advertising KPIs, targeting strategies, and campaign pacing
Soft skills
- Excellent client-facing communication and relationship building
- Strong negotiation and closing skills
- Self-motivated and accountable for hitting goals
Education
- Bachelor’s degree in business, advertising, or related field
Certifications
- Not required
- Recommended: Google Ads or Meta Blueprint certification (if applicable)
Preferred Qualifications
- 2–4 years of sales experience, preferably in media, publishing, or marketing
Senior Media Sales Consultant
Position Overview
We are seeking a Senior Media Sales Consultant to drive strategic advertising partnerships, close high-value deals, and serve as a mentor to junior sales representatives. This role requires deep expertise in media sales and a strong consultative approach to solution selling.
Responsibilities
- Identify and secure high-revenue clients across industries
- Design and sell integrated advertising campaigns tailored to client needs
- Collaborate with internal marketing, media buying, and production teams
- Deliver persuasive sales pitches backed by audience data and performance metrics
- Provide insights and strategic guidance to junior sales staff
- Maintain long-term client relationships and grow existing accounts
Requirements
Hard skills
- Deep understanding of media platforms, targeting, and audience analytics
- Experience with CRM, proposal generation, and media planning tools
- Ability to present data-backed campaign strategies
Soft skills
- High-level negotiation and client advisory skills
- Leadership, mentorship, and strategic thinking
- Confident presentation skills to executive-level clients
Education
- Bachelor’s degree in marketing, advertising, or a related field
Certifications
- Not required
Preferred Qualifications
- 5+ years of media or advertising sales experience
- Track record of exceeding sales quotas and building enterprise relationships
Media Sales Team Lead
Position Overview
We are hiring a Media Sales Team Lead to guide a group of media sales reps, support team development, and help close key deals. This hybrid role combines selling with leadership responsibilities and plays a key role in campaign strategy execution and revenue growth.
Responsibilities
- Coach, train, and mentor a small team of media sales representatives
- Assist in structuring sales strategies and go-to-market plans
- Monitor individual and team KPIs and provide performance feedback
- Close deals on strategic or high-value accounts
- Act as liaison between sales team and leadership, marketing, and operations
- Support pipeline development and help troubleshoot client concerns
Requirements
Hard skills
- Sales forecasting, pipeline management, and CRM proficiency
- Strong product knowledge across digital and traditional media
- Ability to lead sales presentations and team huddles
Soft skills
- Team leadership and motivational skills
- High emotional intelligence and coaching ability
- Time management and strategic oversight
Education
- Bachelor’s degree in business or marketing
Certifications
- Not required
Preferred Qualifications
- 4–6 years in media sales, including 1+ years in a leadership or mentorship role
Media Sales Manager
Position Overview
We are seeking a Media Sales Manager to lead the media sales department, drive revenue strategy, and oversee team performance across all media channels. This is a senior leadership role responsible for growth, client satisfaction, and team development.
Responsibilities
- Set sales targets and develop media sales strategies to achieve revenue goals
- Manage and mentor account executives and team leads
- Oversee sales operations, reporting, and CRM accuracy
- Collaborate with marketing and product teams to align offerings with market trends
- Review and approve major proposals and pricing structures
- Maintain relationships with key accounts and lead strategic client meetings
Requirements
Hard skills
- Strong command of media sales planning, forecasting, and analytics
- Experience managing sales teams and building scalable sales processes
- Familiarity with CRM systems, media software, and campaign metrics
Soft skills
- Visionary leadership and strategic decision-making
- Ability to drive performance through motivation and accountability
- Excellent cross-functional collaboration and communication
Education
- Bachelor’s degree in business, communications, or a related field
Certifications
- Not required
Preferred Qualifications
- 7+ years of experience in media sales with at least 2 years in a management role
- Experience leading cross-platform sales in a fast-paced media environment