Manager, Sales
Posted Aug 20, 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
Walk me through how you hit or missed a revenue target in your last media sales role, and what you did in the final month.
What they are checking: Whether they own their number and can name the specific moves that closed a gap, not just blame the market.
Tell me about a time you had to let a seller go. How did you get to that decision and how did you handle it?
What they are checking: Whether they document, coach and give fair warning first, because termination decisions carry legal and morale weight.
How do you recruit and train a new seller who has never worked in media?
What they are checking: Whether they have a real onboarding plan and know what traits predict success in local ad sales.
Tell me about a client relationship you built alongside one of your sellers. What was your role versus theirs?
What they are checking: Whether they support account executives on big accounts without taking the client away from them.
What would you do
Our local station sells broadcast spots and digital products. How do you get account executives who grew up selling TV to sell digital with confidence?
What they are checking: Whether they can coach a team through a product shift instead of just setting a digital quota and hoping.
A top account executive keeps discounting rates to close deals, and it is hurting the unit rate. What do you do?
What they are checking: Whether they protect inventory value while keeping a strong seller motivated, which is a core tension in station sales.
How do you manage accounts receivable when a long-time local client falls 90 days behind?
What they are checking: Whether they can collect money firmly without burning a relationship the station depends on.
About the work
How do you build an inventory and revenue forecast for a quarter, and what tells you the forecast is drifting?
What they are checking: Whether they manage spot inventory and pacing as real numbers they check weekly, not a guess made once a quarter.
New business is a big piece of this job. What does your prospecting system look like for a market like Peoria?
What they are checking: Whether they have a repeatable way to find local advertisers who are not already on air, rather than relying on renewals.
How do you put together a sales budget, and how do you decide which expenses to approve?
What they are checking: Whether they connect spending on promotions, travel and tools to expected revenue rather than approving by habit.
What digital products have you sold, and how do you explain results to a client who only understands TV ratings?
What they are checking: Whether they are truly fluent in digital sales metrics and can translate them for a traditional local buyer.
Practice this interview out loud.
Offer builds a real interview for this exact role at Nexstar Media from your resume and this job description, asks the questions one at a time, and tells you what landed. The first one is free.
Practice this out loudThe full job description
As published by Nexstar Media.