SDSU Research Foundation

  • KPBS Corporate Development Manager

    Req No.
    Full-Time Contract
    DOE (base plus commission)
    Dept/Proj Name
  • Overview

    This position is open until filled with the first review of resumes/applications on Friday, November 2, 2018.


    Function of the Unit

    KPBS serves the greater San Diego community with informative, cultural, entertaining and educational television, radio, and web programming. KPBS TV/FM is the public television and radio stations for San Diego. Licensed to San Diego State University, KPBS supports and furthers the university's educational and community service mission by informing, enlightening and empowering its audience. It does so not only by presenting national and locally produced programming of value to its San Diego audience, but also by producing programming about San Diego and its people for distribution nationwide.


    The Corporate Development department is responsible for securing underwriting and sponsorship from corporations, foundations, governmental agencies, individuals, small businesses and other organizations. This funding is to support KPBS' mission activities including Radio, TV as well as digital and online content, community engagement initiatives and special events. This area raises approximately $5.7 million in annual underwriting revenue.


    Purpose of the Position

    This position serves under the direction of the Associate General Manager, Business and Financial Affairs. The Corporate Development Manager is responsible for the annual planning and execution of the stations' sales strategies for underwriting support. This includes guiding and mentoring the work of the stations' Account Executives and department support staff,  setting annual and monthly sales goals for the department as well as the individual account executives, shepherding account/client management including reviewing their weekly prospecting list and monitoring results and receivables. This position ensures that the department's staff is provided appropriate training, research and support to meet the department's goals and objectives.


    • Guides Account Executives in securing financial commitments through procuring underwriting /sponsorships in support of KPBS' core This may include developing house accounts that can be further developed and assigned to an Account Executive for ongoing management and maintenance of the client relationship. Oversees the execution and written approval of contracts.
    • Ensures the Account Executives are properly trained and follow the procedures for assessing inventory and avails, FCC/NPR/PBS underwriting guidelines, internal accounting and contracting policies, procuring production support for the writing and/or producing of spots.
    • Manages the department's budgets for FM Underwriting, TV Underwriting, Web Advertising/Digital Content, Events, Corporate Development and Vehicle Donations. Prepares accurate revenue and expense projections on a monthly, quarterly and annual basis.
    • Manages the relationship with National Public Media, Charitable Adult Rides and Services and other key house accounts. Acts as the stations' primary point of contact with them although day-to-day interactions may be provided by other staff, at the Manager of Corporate Development’s discretion.
    • Participates in the management of the stations' trade program including procuring information from staff on trade needs, building relationships with potential trade partners, writing trade contracts and insuring trade is distributed properly in conjunction with the finance department.
    • Keeps current on local, regional and nationwide sales and marketing trends, maintains client and industry contacts and represents KPBS at community and professional functions.
    • Supervises the department staff and provides timely personnel evaluations and personnel improvement plans. Evaluates and positively mentors the sales performance of the Account Executives.
    • Works closely with the Associate General Manager, Business and Financial Affairs to create and implement strategies for creative sales campaigns to enhance revenue opportunities, especially those to increase sales on KPBS media platforms (e.g. TV, FM, kpbs,org, podcast and digital) and special projects and Such campaigns include direct mail, email and outbound calling.
    • Works closely with radio, TV and online departments to coordinate daily logging of underwriting/sponsorship
    • Works closely with the KPBS Finance department to monitor contracts, billings and payment policies, collections, and other financial or legal needs of the department.
    • Maintains the department Act! Database and manages various research subscriptions;
    • This will position will travel (mostly locally) up to 50% of the time.
    • Other duties as assigned.



    Knowledge and Abilities

    • Knowledge of and experience with maintaining a database and creating and implementing direct response, outbound calling and email campaigns for multiple media
    • Experience with FCC guidelines as they relate to public media stations.
    • Demonstrated experience as a successful proposal writer and contract preparer/negotiator.
    • Ability to research potential program underwriters and clients seeking contract production services.
    • Familiar with the logistics and procedures required to create TV and radio underwriting spots and online sponsorship as well as appropriate sponsorship opportunities for public media events and campaigns.
    • Must have excellent customer and client service skills and be proficient at promoting KPBS as a service to potential funders.
    • Must be a team player who works well with colleagues including supervisors, peers and subordinates.
    • Must be able to successfully mentor and positively motivate account executives and sales support staff in their efforts to reach goals, place spots/sponsorships and work well with colleagues.
    • Must have excellent and effective communication skills, both orally and in writing, and the ability to communicate and work constructively with individuals and groups of diverse backgrounds including KPBS staff, foundation staff, vendors and peers at other stations.
    • Strong organizational skills and time management skills.
    • Computer literacy and proficiency a must. Knowledge of Microsoft Office suite of products (Word, Excel, Power Point) and industry research tools.
    • Must take initiative, be creative, use good judgment and have a strong sense of responsibility.
    • Self-starter that possesses a high energy level, strong interpersonal skills and the ability to work as a cooperative team member towards a common goal and/or independently as necessary.
    • Ability to make sound decisions and problem solve.
    • Must have a strong work ethic and ability to report to work on time.
    • Ability to follow directions from a supervisor and to accept constructive criticism.
    • Ability to understand and follow posted work rules and procedures.
    • Well organized, ability to meet deadlines, detail oriented; possess good judgment and common sense.
    • Demonstrate a high level of cross-cultural sensitivity.


    • Minimum of 6  years of sales management and marketing experience Verifiable track record in fundraising and media sales is essential.
    • Supervisory experience with demonstrable knowledge of management/supervisory skills.
    • Additional qualifying experience which has demonstrated that the applicant has acquired and successfully applied the knowledge and abilities described above may be substituted for the required education on a year-for-year basis.
    • Must have a broad understanding of TV and radio underwriting sales. Must have the ability to work successfully at many projects Strong communications skills required including diplomacy, negotiations, correspondence and public speaking.



    Bachelor's degree or equivalent experience in media sales, communications, public relations, or marketing.


    San Diego State University Research Foundation is an EEO/AA/Disability/Vets Employer


    A background check (including a criminal records check) must be completed satisfactorily before any candidate can be offered a position with SDSU Research Foundation


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