Account Executive, Multimedia Advertising - Key Accounts

Multimedia Advertising Account Executive – Key Accounts

Michigan.com, PART OF THE USA TODAY NETWORK, is Michigan’s Largest Media Marketing Company. We combine the largest news and information audience in the state with the top-multi platform marketing experts to provide businesses with a single partner with one purpose, to help them grow. We deliver the trusted brands of Michigan’s largest audience, including the Detroit Free Press, The Detroit News, the Lansing State Journal, hometownlife/O&E Media, the Livingston Daily Press & Argus, Battle Creek Enquirer, and the Times Herald.

This position is responsible for meeting and exceeding advertising goals for the Key Accounts Team for Michigan.com – Detroit Free Press and The Detroit News, across all advertising platforms, according to Gannett’s World Class Sales standards and MVP behaviors. Revenue is to be achieved through direct sales efforts to existing, inactive and new clients using print, digital and social media solutions.

Objectives include selling an effective digital and print product mix through the use of verbal and written sales presentations with strategies and ideas, conducting needs assessment interviews with clients and maintaining profitability by following rate guidelines and limiting sales error adjustments. This position must exercise effective planning and forecasting of and digital and print sales revenue.


Account owner who exhibits the core competencies of Results, Strategy, Sales Skills, Communication, Collaboration.

Provides leadership to the account team to plan and execute multimedia marketing strategies including prioritizing and assigning workflow to meet team deadlines; developing and delivering ideas and solutions that provide and deliver ROI to clients, execute strategies for selling effectively against the competition, resolving issues pertaining to strategy and execution.

Account and pipeline management including maximizing the use of all internal resources.

Increases share of market in the financial advertising segment by successfully selling advertising to new and existing accounts within an assigned territory/list.

Develop ongoing relationships with clients – identify needs and opportunities in order to provide sales solutions for customers.

Achieve monthly/quarterly/annual revenue and strategic product goals.

Maintain and expand current “active account” customer base and mix of product sales in order to increase market share.

Develop strong professional relationships with key decision makers of each account and be aware of their spending plans with Michigan.com and competitive media. Utilize these relationships to uncover opportunities and strengthen commitment for Michigan.com products.

Develop strong sales presentations and creative marketing ideas for existing and new accounts utilizing the services of the marketing team through the use of other departmental resources (i.e. ad creation, research, etc.).

Maintain a thorough knowledge of competitive media. Know current rate structures, strengths and weaknesses of each and market trends.

Sells all Michigan.com business offerings.

Cold calling and generating leads through client segment search, internet search, marketing lists, and referrals.

Utilize all current technology available in performance of sales duties, communication, reporting.

Maximize personal selling time in the field.

Actively participate in training and department meetings to improve and develop job-related skills.


Bachelor’s degree or equivalent experience.

History of driving results

Ability to think and act strategically

Fundamental and Challenger sales skills

Strong 2-way communication skills

Self-motivated agile sales professional with an entrepreneurial spirit

5+ years outside sales experience including experience selling multimedia advertising with primary focus on large industry accounts and digital. Proficient in face-to-face sales calling including up-selling, appointment setting and cold calling.

Demonstrated leadership, team collaboration, and interpersonal skills, effectively working with others.

Experience presenting multimedia campaigns to local accounts and experienced in negotiating contracts.

Specific industry knowledge of competitive media, financial industry trends.

Understanding of digital media platforms. Knowledge of web development and mobile advertising, SEO, SEM, email marketing and social media advertising.

Presentation skills, with the ability to promote and sell concepts to customers.

Must be able to work through objections/concerns regarding costs, budgets and selling strategies.

Knowledge/experience with Salesforce.com preferred.

Proficient with computers, Word, Excel, PowerPoint. Internet. (Windows environment and solid use of online for digital products and ads)


The USA TODAY NETWORK is the largest local to national media network in the country. Powered by integrated and award-winning news organizations with deep roots in 92 local communities, plus USA TODAY, the multiplatform news network informs and engages more than 100 million people every month through its diverse portfolio of digital, mobile, and publishing products. To connect with us, visit http://www.gannett.com/

Gannett Co., Inc. (NYSE: GCI) is a proud equal opportunity employer. We are a drug free, EEO employer committed to a diverse workforce. We will consider all qualified candidates regardless of race, color, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity, family responsibilities, disability, education, political affiliation or veteran status.

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