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Rep, Local Media Sales I
Tribune Publishing
Tavares, FL, United States
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Acts as a Local Multimedia Sales Representative I to sell advertising for all Orlando Sentinel Media Group products including multi-media in order to meet advertising revenue goals as established in the company's annual operating plan.
Responsibilities:
To make aggressive daily selling presentations utilizing a needs-based sales process to potential and existing customers of Orlando Sentinel Media Group.
To provide efficient and professional service at the appropriate level to meet customer needs.
To assume the sales and service responsibility for assigned accounts; maintain a complete and accurate record of each account's performance; and take any necessary corrective action to improve revenue performance in accordance with objectives and company policy.
To create, develop and prepare multi-media advertising campaigns within the assignment in order to meet or exceed revenue goals established in the company's annual operating plan.
To review regular weekly reports with manager indicating revenue goals and appropriate courses of action to achieve established goals. To develop and review with manager quarterly sales plans in order to accomplish revenue objectives for all existing and potential accounts.
To work closely with the non-traditional sales team for guidance and direction on value-added promotions and vendor programs, the Tribune Interactive Sales Specialist, El Sentinel Sales Rep and Sentinel Direct Sales Specialist in putting together multi media sales proposals/presentations.
To understand the ad delivery strategy components and demonstrate thorough knowledge of product in daily selling, developing proposals and when giving presentations.
To research and monitor share of field of competitors and to protect and improve the newspaper's advertising market share within assigned accounts.
To research, determine and pursue Co-op opportunities available to advertisers.
To actively research and cold call potential advertisers to generate new business for the company.
To possess and demonstrate knowledge of conversational marketing in all sales situations.
To prepare and/or work closely with the creative department in preparing creative layout ideas for existing and potential accounts.
To communicate with finance to ensure account prompt payment and efficient resolution to billing transactions.
To monitor contract performance of assigned accounts.
To resolve customer complaints/questions promptly, if nature of complaints/questions is in the Sales Representative's area of responsibility and authority.
The preceding list of major responsibilities describes only those essential job functions considered important in accomplishing the purpose of this job. It is not meant to include all job functions. Other duties include....
To complete necessary administrative functions in order to properly maintain the sales assignments and advertising accounts.
To participate in company sales promotions and/or company sponsored events in order to achieve company goals and enhance company image in the marketplace.
To understand and utilize ad delivery strategy components and demonstrate product knowledge in all sales situations. To understand and fulfill online, direct mail, events, mobile, co-op and other niche publications responsibilities.
AUTHORITY
The Sales Representative I acts within company policy and applicable federal, state and local legislation to do whatever is necessary and to make appropriate decisions to carry out the sales objectives as planned. However, without the approval of the Sales Manager, the Sales Representative I may not:
• Dispose of any corporate asset; sign any lease, contract or agreement; nor approve any budgeted or unbudgeted expense or capital expenditure.
• Revise any rate structure.
• Develop any major advertising section or feature beyond the established plan without prior approval.
• Engage personally in outside business that would conflict with company interest.
• Enter into a relationship with any employee who may have or appear to have an adverse effect upon his/her ability to carry out his/her responsibilities.
Qualifications:
• Should have a college degree or equivalent related experience.
• Strong verbal communication and presentation skills are required in order to work with a variety of clients. Tact and persuasion are necessary to effectively close sales and handle client complaints and misunderstandings. Public presentation and listening skills are required.
• Must have the self-confidence necessary to make "cold calls". Must have confidence and knowledge to call on and maintain long-term relationships with small and medium-sized clients.
• Must be able to organize time on a daily basis and handle multiple projects continually.
• Must be able to prepare written contracts, which conform to Sentinel policy and legal standards. Basic math skills are required to track revenue, apply rates and inform customers of contract standing.
• Must have working knowledge of advertising layout and black and white and color printing, as well as digital and mobile media.
• Must possess knowledge and understanding of marketing data and its application to advertising proposal and/or account development. Must possess knowledge of multimedia and its application to client base. Knowledge of retailing preferred.
• Must have a valid driver's license and accessible transportation in order to make account calls through the territory and be able to travel on company business.
• Must possess computer skills to include MS Office Suite: Word, PowerPoint, Excel, Access, or other database applications and account management systems.
• Typically requires 1 to 2 years’ experience in marketing and/or sales.