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Account Executive I
Gannett
Mansfield, OH, United States
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Job Title: Territory Account Executive
This role is responsible for selling multi-media advertising solutions to the very critical local business sector with local or regional decision makers. The primary responsibility is to grow market share within a designated account list and territory through the combination of acquiring new business and increasing current client spend while also increasing client satisfaction.
• Sell integrated marketing solutions in digital and print business offerings, and demonstrate an understanding of all solutions and is able to articulate our products and their value propositions to customers.
• Develop an understanding of the customers individual business needs, trends and patterns within specific verticals. Develop an understanding of account base and related industries.
• Develop and work a solid pipeline of potential customers’ growth within existing base; produce accurate forecasts.
• Work with Client Solutions/Market Development to develop strategies at both the client and vertical level.
• Work with Account Manager(s), Sales Manager(s) and Client Solutions/Market Development to develop and deliver custom solutions that provide and deliver ROI to customers. Strong focus on delivering and obtaining long term commitments and campaigns.
• Maintain an awareness of revenue responsibilities and performance to goal at all times.
Required Skills:
• A Bachelor’s Degree or the equivalent related work experience.
• 3+ years sales experience, a strong work ethic with previous digital sales experience preferred.
• Ability to identify the current needs of client base; communicate the benefits of our audience based marketing solutions as they relate to each need and then sell the appropriate campaign.
• Work through objections/concerns regarding costs, budgets and selling strategies.
• Must have ability to research problems and provide solutions.
• Requires an understanding of targeted industries and market as it relates to customers, prospects, and key trends. Strong understanding of digital media platforms.
• Demonstrated ability to grow and maintain market share.
• Ability to accurately develop forecasts and manage pipelines.
• Proficient in face-to-face sales calling including up-selling, appointment setting and cold calling.
• Demonstrated record of success in a goal-oriented, highly accountable environment; in building customer-based revenue and in delivering customer solutions based on identified needs.
• Ability to drive initiatives for positive, constructive change.
• Strong Microsoft Office skills (MS Word and PowerPoint) and time management skills.
• Salesforce CRM experience preferred.