Account Executive – Advertising Sales Reports To Brooke Watson, Sales & Marketing Manager Summary The Account Executive is responsible for selling the organization’s corporate advertising products and services through the achievement of opportunity-based sales quotas. This individual will reach his or her business targets through the development and generation of new business combined with the effective management of current clients. The Account Executive will have the ability to accurately assess customer needs and provide customized and effective advertising solutions. Integrity, passion, and in-person presentational skills are essential for this role. Core Competencies • Accountability • Adaptability • Communication • Negotiation • Networking and Relationship Building • Results Orientation • Service Orientation Job Duties • Through the use of cold calling and prospecting, continually acquire and develop new business for the organization. • Develop and manage professional client relations to ensure continued patronage. • Determine client needs through consultation and assessment providing accurate advertising solutions. • Develop and present advertising solutions and proposals to current and prospective clients. • Travel to various customer locations to conduct customized sales presentations for current and potential clients. • Continually develop and maintain organizational service and product knowledge acting as a resource for all inquiries concerning services and products offered. • Provide timely follow-up on all new leads and referrals. • Overcome objections of prospective customers. • Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports. • Build and foster a network of referrals to create new opportunities for revenue growth. • Book and confirm 15-20 appointments per week • Always maintain professionalism, tact, diplomacy, and sensitivity to portray the company in a positive manner. • Actively manage call schedule to adequately cover assigned territory in a time-efficient manner. • Maintain accurate records; including sales call reports, expense reimbursement forms, billing invoices, and other documentation. • Build and maintain ongoing awareness of new products and services, competitor activities, and other research. Requirements • 2-3 years experience in advertising sales or new business generation/development. • University or college degree in Business, Marketing or other related field. • An acceptable combination of education and experience will be considered. • 2-3 years of direct work experience in an external sales capacity. • Demonstrated ability to convert prospects and close deals while maintaining established sales quotas. • Professional demeanor, selling style, and appearance. • Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management. • Success in qualifying opportunities involving multiple key decision makers. • Strong problem identification and objection resolution skills. • Able to build and maintain lasting relationships with customers. • Exceptional verbal communication and presentation skills. • Excellent listening skills. • Demonstrated knowledge of the advertising industry is considered an asset. • Strong written communication skills. • Self motivated, with high energy and an engaging level of enthusiasm. • Able to perform basic calculations and mathematical figures. • Ability to work individually and as part of a team. • High level of integrity and work ethic. • Must possess a valid driver’s license and reliable vehicle. • Must have own smart-phone cellular phone (iPhone/Blackberry/Android) • Proficiency in various Microsoft applications. Working Conditions • Frequent local travel is required, often up to several hours of driving per day. • Ability to travel to, attend, and conduct presentations. • Manual dexterity required using desktop computer and peripherals. • Overtime as required – tradeshows, networking, etc. Exposure to variable weather conditions is likely.
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