Director of Sales
Posted Sep 28, 2026 · We last checked this listing on Oct 6, 2026
Likely interview questions for this role
Written from this job description, not a generic list. Each one notes what the interviewer is really checking.
About your past
Tell me about your experience working with national reps and agencies. How do you grow national share?
What they are checking: Whether they can manage national sales relationships that run differently from local direct business.
Tell me about a time you had to deliver bad revenue news to a general manager. How did you handle it?
What they are checking: Whether they report problems early with a plan, since this role reports straight to the VP and GM.
How do you keep a team of sellers motivated when the market is slow?
What they are checking: Whether they lead with energy and practical tactics instead of just adding pressure.
What would you do
Political demand is crowding out inventory your local clients count on. How do you handle it?
What they are checking: Whether they can protect long-term local relationships while capturing short-term political revenue.
You are inheriting an experienced sales team. What do you do in your first 90 days?
What they are checking: Whether they listen and learn the team before changing things, which matters with seasoned sellers.
A seller misses goal three months in a row. Walk me through what you do.
What they are checking: Whether they diagnose the cause, coach with a clear plan, and act fairly if nothing improves.
About the work
How do you set annual revenue goals for a station sales team, and how do you split them across sellers?
What they are checking: Whether they set goals from account data and market potential, which drives fairness and seller buy-in.
Walk me through how you manage political advertising during a heavy election year.
What they are checking: Whether they understand political windows, rate rules and inventory pressure, since this role negotiates political directly.
How do you price and manage advertising inventory across broadcast, digital and streaming channels?
What they are checking: Whether they treat inventory as a yield problem across platforms, not just a list of spots to fill.
What does a strong digital sales program at a local station look like to you?
What they are checking: Whether they have a clear view of which digital products sell locally and how to support them.
How do you build and manage the sales department budget?
What they are checking: Whether they plan costs against revenue and can defend spending decisions to station leadership.
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Practice this out loudThe full job description
As published by Nexstar Media.