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Inside Sales Representative I
Gannett
Rochester, NY, United States
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USA TODAY NETWORK is one of the top 20 digital companies in the country, sharing the list with Google, Facebook, and Amazon. And we have over 100 million unique visitors a month, which is more than Buzzfeed, Yahoo News, and Huffington Post. Because our team consists of over 110 local properties with USA TODAY at the helm, you’ll have the luxury of living in a community you love while making a national impact.
JOB PURPOSE:
Sells, via phone, multi-media advertising solutions to the medium account sector. Grows market share and increases client satisfaction within a designated territory or account list through a combination of acquiring new business and increasing client spend.
ESSENTIAL JOB FUNCTIONS:
1. RESULTS
Quota Attainment / Performance Top of Mind
• Meets or exceeds revenue expectations.
• Maintains and grows account base.
• Develops and delivers ideas/solutions to grow market share within an existing customer base.
• Delivers and obtains long term commitments and campaigns.
Customer Familiarity
• Develops an understanding of the customers’ individual business needs, trends and patterns within specific verticals.
• Develops an understanding of account base and related industries.
Sales Calls
• Identifies and qualifies customers that have revenue opportunities.
• Develops and delivers advertising ideas/solutions that grow market share and ROI to customers.
• Research and Sales Support
• Utilizes sales tools and research to articulate value of Company offerings.
• Forecast/Pipeline Management
• Maintains an awareness of revenue responsibilities and performance to goal.
• Develops and works a pipeline of potential customers’ growth within existing base; produces accurate forecasts.
Product Knowledge
• Sells print and digital business offerings and demonstrates an understanding of these products.
• Able to articulate our products and their value propositions to customers.
2. STRATEGY
Planning & Organization
• Strategizes with team members to plan and execute multimedia marketing plans.
• SalesForce (CRM)
• Utilizes a CRM system to manage day-to-day activities and stay abreast of details that require urgent attention.
Competition
• Understands market competitors and executes strategies for selling against the competition.
• Teamwork
• Partners with the sales support on day-to-day activities within account base.
• Works with all internal departments and vertical specialists.
• Works with Digital Specialist to identify and communicate opportunities as it relates to new business and existing accounts.
Territory/Approach/Time Management
• Manages time as it relates to focus on sales related activities and utilizes support staff to handle most non-sales related activities.
• Has an understanding of their assigned territory/market as it relates to customers, prospects, key trends etc.
3. SALES SKILLS
Sales Skills
• Increases market share by gaining new business and growing existing client base through aggressive outbound sales calls, up-sells, appointment setting and cold calls with customers and/or potential customers.
• Executes the 5-Step Sales process which includes:
1. Plan & Prepare,
2. Evaluate Needs,
3. Build the Solution,
4. Present and Close, and
5. Follow Through.
4. COMMUNICATION
Customer Contact
• Primary contact with customers for tasks including: Presentations, needs analysis, annual/quarterly campaign proposals and contract discussions.
Written Communication
• Communicates with Account Manager(s), Sales Manager(s), vertical specialists and internal departments to resolve issues as they pertain to strategy and execution.
• Communicates customer needs to Account Manager so that client presentations can be created.
Internal Communication
• Communicates with Account Manager(s), Sales Manager(s), and vertical specialists and internal departments to resolve issues as they pertain to strategy and execution.
Team Communication
• Communicates with any/all team members as needed to work seamlessly as a group.
• Ensures account manager has necessary to provide service to internal and external customers.
• Communicates effectively to provide exceptional customer service to internal and external customers.
• Communicates with Account Manager(s) and vertical specialists to develop strategies.
5. COLLABORATION
Agent for Change
• Drives initiatives for constructive change and looks for opportunities to encourage others to become agents for change.
Collaborative
• Works build a consensus with sales support, sales management, vertical specialists and other internal departments regarding strategy and execution of results oriented advertising plans.
Openness to Coaching
• Seeks out mentoring and coaching opportunities
Creative Thinking
• Works to build "outside of the box" plans that will deliver ROI for customers (internal & external)
CONFIDENTIAL INFORMATION:
May occasionally handle customer credit information
EDUCATION:
Associate’s Degree or higher
RELATED EXPERIENCE:
Call center, telephone sales, or customer service experience. Demonstrated computer knowledge.
TECHNICAL SKILLS:
• PC Skills
• Must be able to type minimum 30 wpm.
• Word
• PowerPoint
• Excel
• Email
• Other: SalesForce experience is a plus, strong spelling and grammar
SKILLS/ABILITIES:
• Must be able 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.
• Also requires an understanding the Company’s products and local 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 phone sales including up-selling, appointment setting and cold calling.
• Ability to effectively articulate product values propositions to customers.
• 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 work effectively as part of a team.
• Strong interpersonal, verbal and telephone communication skills.
• Ability to effectively manage time as it relates to focus on sales related activities.
• Ability to drive initiatives for positive, constructive change.
• Ability to work effectively as part of a team. Strong Microsoft Office skills (MS Word and PowerPoint) spelling and grammar skills.
WORKING CONDITIONS:
Typical office environment.