Accounts Executive - Key Accounts

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The primary function of this outside sales position is to sell multi-media advertising solutions to large local businesses with local or regional decision makers. Primary responsibility is to grow market share and revenue through a combination of new business development and growth from existing customer base while always keeping customer objectives top of mind.

SUMMARY

The Account Executive, Key Accounts will work within the sales team to identify prospects; complete pre-call planning or client research; earn client appointments with decision makers; develop multi-media marketing campaigns; present creative solutions; and close business. Account Executives must have strong general business acumen with the ability to identify current and potential needs of customers; communicate audience based marketing solutions that meet customer needs and sell campaigns that fit criteria. Must be able to uncover and overcome objections regarding audience, price and value. They must be able to use data and strong listening skills to research and identify customer goals and objectives. This position must have a deep understanding of multi-media advertising platforms, especially digital, in an ever changing media landscape. It is critical this position develop and provide accurate forecasts while managing an existing list in addition to new business development. The role requires a proven track record of success in a goal oriented, highly accountable environment with the ability to drive constructive change and work effectively as a part of a team.

KEY RESULT AREAS include the following:

Sales - 80%

  • Meets or exceeds sales goals.
  • Grows customer base through new business development and existing customer base.
  • Works with Digital Sales Specialist, Account Managers, Sales Managers and Creative Services to develop and present customer solutions that deliver strong ROI for clients.
  • Always aware of performance to goal, gap and develops/executes on plans to meet sales goals.
  • Produces accurate forecasts.
  • Demonstrates deep knowledge with the ability to clearly articulate the value of multi-media marketing solutions.
  • Develops strategies to gain market share in classes of trade.
  • Generates and interprets analytics to determine campaign effectiveness and makes recommendations to increase overall effectiveness of campaigns.
  • Understands competitive media and how to sell benefits of LJS solutions.
  • Negotiates contracts and proposals with clear understanding of client ROI while keeping the company’s rate integrity intact.

Communication –20%

  • Communicates and cultivates an environment of growth and open dialog for change encouraging others to become agents for change.
  • Works collaboratively with sales team and customers to understand and solve needs.
  • Seeks professional development opportunities which include providing and receiving coaching and mentoring.
  • Educates sales team and clients on effective marketing strategies, solutions and revenue growth tactics.

Team Work

Able to react to change productively and handle other essential tasks as assigned. Maintain a positive and professional attitude and sense of team as Advertising department grows and changes.

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