ACCOUNT EXECUTIVE OUTSIDE SALES

Job Details

Job Location

In Business - Madison, WI

Position Type

Full Time

Education Level

4 Year Degree

Travel Percentage

Up to 50%

Job Shift

Day

Job Category

Sales

Description

Supervisory Responsibilities:

• People: None, other than self

• Data: Account list, media kit and sales support materials, competitive media information, training materials, departmental forms, billing and ad booking software, Google Drive.

• Things: Responsible for individual work area and general sales area upkeep. Laptop, telephone and work-related supplies.

Overall Responsibilities:

• Overall responsibility to represent the company in a professional manner.

• Build strong relationships with clients through understanding of clients’ business recommending appropriate advertising and marketing solutions including advertising and sponsorships in print, digital and events.

• Responsible for meeting or exceeding all revenue goals through selling/upselling/cross-selling present clients and expanding overall revenue base with new prospected accounts.

• Collections on all advertising and sponsorships that are sold.

Specific Responsibilities:

• Conduct yourself with positive, professional, constructive behavior while working with all In Business and WCI personnel and clients.

• Propose a complete marketing solution to match clients’ needs that includes print, digital and events. Meet or exceed all your individual goals for each of these. Display skill in needs analysis, overcoming objections, and closing while always working to establish a relationship with client.

• Work to meet or exceed monthly sales goals including print, digital and event components as set by the Publisher.

• Inform clients of company credit/collection policies at time of sale and ensure timely collection of amounts due. Review aging reports monthly to ensure timely collection of monies due. Adhere to any credit terms set up for specific clients, such as cash-in-advance or special credit terms.

• Service, sell, and upsell clients. Present additional opportunities that include digital products to clients that expand their present advertising investment.

• Pursue sales to inactive accounts from assigned list and prospect for new unclaimed accounts in the market.

• Stay informed and up-to-date on market conditions and all competitive media. Recognize and communicate the options provided by In Business regarding print, digital and events in order to reach the audience needed by the advertiser.

• Set performance goals with your Publisher: short, medium, and long-range goals must be established.

• Keep accurate and up-to-date records, including client files, sales activity reports, and daily planning schedules. Maintain a daily planning system, keep record of appointments, future tasks and deadlines, client advertising materials / deadlines, and other pertinent information.

• Communicate clearly:

• with clients (externally) and

• with management /company departments by following proper channels of communication via voice, written, etc. and

• with co-workers

• Maintain a neat and professional appearance as defined by the WCI dress code policy.

• Assist at company events throughout the year.

• Actively participate in all aspects of the Great Game of Business.

• Other duties as assigned.

Qualifications

Behavior : Be a team player. Be respectful of people’s time and their responsibilities. Conduct yourself in a manner that enhances yourself and WCI. Self-starter. Trustworthy. Highly motivated. Persuasive. Maintain a valid driver’s license and adequate automobile insurance.

Skills : Good listening skills, good communication skills. Computer literate. Ability to gather information and draw conclusions. Basic math skills and creative thinking – “Thinking on one’s feet.”

Knowledge : College degree or successful proven career track plus a minimum of two years’ business, marketing, or sales experience or equivalent career track.