Account Executive

Digital First Media - Wilkes-Barre, PA

Full-time

Remote - Wilkes-Barre, PA

Publishing Industries

About the position

Citizens' Voice, a subsidiary of MediaNews Group, is seeking an Account Executive to join the team! The Account Executive is responsible for the sales and development of digital marketing campaigns for target businesses and organizations. This role handles a high percentage of transactional selling with a large number of accounts. The ideal candidate will proactively prospect, qualify, grow, and maintain all sales activities, from lead generation through close in an assigned territory or category. The Account Executive will possess a thorough knowledge of the print and digital product portfolio, including features, benefits, and rates, and will use this knowledge to overcome customer objections. They will develop prospecting leads using a variety of sources, including digital, radio, TV, and direct mail. Understanding, demonstrating, and explaining to new and current advertisers the value that our print and digital products and services have over the competition is crucial. The role also requires an understanding of how the competition sells their products and services, including rates and specials. In addition, the Account Executive will keep records of products sold to customers and look for ways to increase advertiser spend. They will create marketing presentations and solution-based needs proposals based on information provided by the customer. The candidate will actively pursue and maintain an understanding of current trends in the newspaper industry, including print, digital, and other platforms. Analyzing and interpreting key sales metrics and developing strategies to reach sales success is also part of the role. The Account Executive will work with appropriate departments to create compelling media solutions for advertisers and consistently develop and manage a sales pipeline through CRM. They will provide reliable forecasts and revenue projections, meet all required performance metrics detailed by management, and perform at or above the assigned sales quota. Owning the entire sales and retention cycle for each campaign while working in conjunction with the assigned account analyst, client services, and the ad operations team is essential. Finally, completing post-sale paperwork, including detailed insertion order instructions, requires a strong command of their product and basic internet techniques.

Responsibilities

• Proactively prospect, qualify, grow and maintain all sales activities, from lead generation through close in an assigned territory or category
• Possess a thorough knowledge of print and digital product portfolio (features, benefits, rates, etc.) and use knowledge to overcome customer objectives
• Develop prospecting leads using a variety of sources, including digital, radio, TV and direct mail
• Understand, demonstrate and explain to new and current advertisers the value that our print and digital products and services have over the competition
• Understand how the competition sells their products and services, including rates and specials
• Keep records of products sold to customers and look for ways to increase advertiser spend
• Create marketing presentations and solution-based needs proposals based on information provided by the customer
• Actively pursue and maintain an understanding of current trends in the newspaper industry (including print, digital and other platforms)
• Analyze and interpret key sales metrics and develop strategies to reach sales success
• Work with appropriate departments to create compelling media solutions for advertisers
• Consistently develop and manage a sales pipeline through CRM
• Provide reliable forecasts and revenue projections; meet all required performance metrics detailed by management and perform at or above the assigned sales quota
• Own the entire sales and retention cycle for each campaign working in conjunction with the assigned account analyst, client services, and the ad operations team
• Complete post-sale paperwork, including detailed insertion order instructions, which requires a strong command of their product and basic internet techniques

Requirements

• Proven track record of success driving revenue (e.g., ability to capture and close the deal)
• Excellent presentation, negotiation and customer relationship skills
• Strong organizational skills and ability to handle multiple tasks and priorities; demonstrated time management skills
• Ability to work in a fast-paced, deadline-oriented, dynamic environment
• Professional, outgoing and friendly and able to adapt sales techniques and presentations
• Proficient at personal goal setting and demonstrates a drive to succeed goals required
• Analytical skills required for work on data-driven summary reports on campaign performance
• Proficiency in Outlook, Excel, Word, and PowerPoint required
• Valid driver's license and reliable transportation required

Nice-to-haves

• Google AdWords and Analytics Certification preferred
• Solid experience with SEO, SEM advertising sales and account management