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Sales Development Account Executive
Gannett
Indianapolis, IN, United States
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JOB PURPOSE:
Sells multi-media advertising solutions to the small and medium business sector that make decisions locally. Primary responsibility is to grow market share through the combination of acquiring new business and increasing share within existing client base. This is an outside sales position.
• Meets or exceeds revenue expectations.
• Maintains and grows account base.
• Develops and delivers ideas/solutions to grow market share.
• Delivers and obtains long term commitments and campaigns.
• Develops an understanding of the customer’s individual business needs.
• Develops an understanding of account base and related industries.
• Develops and works a pipeline of potential customers; produces accurate forecasts.
• Sells print and digital advertising solutions and demonstrates an understanding of these products and is able to articulate our products and their value propositions to customers.
1. STRATEGY
• Strategizes with team members to plan and execute multimedia marketing plans.
• Utilizes Salesforce.com system to manage day-to-day activities.
• Understands market competitors and executes strategies for selling against the competition.
• Partners with Account Manager(s) on day-to-day activities within account base. Works with all internal departments.
2. SALES SKILLS
• Increases market share by gaining new business and growing existing client base through face-to-face sales calls, up-sells, appointment setting and cold calls with customers and potential customers.
• Prospecting – Has the ability to build and execute on prospecting cadences that involve multiple messages and channels.
• Hard Working – Is tenacious and relentless about finding the right people at the right companies with which to meet and share our story. Relishes in making calls and meeting with prospective clients.
• Shares Value – Brings immediate value to potential clients by sharing new/different information.
• Needs Evaluation – Is naturally curious and a master of asking the right questions to uncover potential holes or optimization in current marketing strategies. Then ties needs to quantifiable metrics that align with the goals of the prospect.
3. COMMUNICATION
• Primary contact with customers for tasks including: Presentations, needs analysis, campaign proposals and contract discussions.
• Communicates with Account Manager(s), Sales Manager(s), and internal departments to resolve issues as they pertain to strategy and execution.
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 face-to-face sales calling 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. Ability to effectively manage time as it relates to focus on sales related activities. Strong Microsoft Office skills.
Required Skills:
BS degree or experience in lieu of degree
2+ years of applicable sales experience
Ability to prioritizes assignments
Cold calling and networking experience
Sales driven
Networking skills and ties to the business community