Account Manager - Multimedia Advertising
Account Manager Multimedia Advertising
Michigan.com, part of the USA Today Network, and Michigan’s Largest Media Marketing Company
Our formula is simple – 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/freep.com, The Detroit News/detroitnews.com, O&E Media/hometownlife, Livingston Daily Press & Argus, Lansing State Journal, Battle Creek Enquirer, and Port Huron Times Herald, combined with proven research, creative, strategy and marketing expertise.
The Account Manager partners with one or more Account Executives, and provides up-sells opportunities and lead generation functions within the assigned territory. Serves as the main point of contact for their customers on a daily basis, building revenue through upselling, executing internally and externally as well as superior customer relationship management.
Quota Attainment/Performance Top of Mind – Consistently meet and exceeds revenue goals and expectations. Maintains and grows account based. Develops and delivers ideas/solutions to grow market share within an existing customer base.
Product Knowledge – Demonstrates deep understanding of the marketplace, customers’ business models and objectives, competitors, and print and digital offerings. Articulates product offerings and their value to customers.
Customer Familiarity – Utilizes extensive understanding of account base and related industries to help identify trends and patterns within specific verticals. Works to uncover individual business needs of customers to help Account Executive plan and prepare to make a sale.
Upselling – Identifies opportunities for incremental revenue generation, presents creative solutions to customers and closes business to achieve sales goals.
Research and Sales Support – Utilizes sales tools and research to assist Account Executives in presenting solutions to their customers.
Internal Systems – Utilizes technical proficiency in various programs to support sales teams. Accurately sets up and maintains customer accounts, schedules customers ads and traffics artwork.
Strategic Planning & Organization – Actively assists Account Executives and sales team in stragetizing, planning, and executing client programs that deliver results.
SalesForce (CRM) – Utilizes CRM to manage day to day activities and keep Account Executives and sales team informed of all client updates.
Market Analysis – Works with Account Executives and other departments to provide research and value stories that help close business and drive results for customers.
Teamwork – Partners with Account Executives for pre-campaign and pre-proposal support, and post-sale analysis to ensure all customer needs are met.
Time Management – Effectively manages workflow and multiple projects in a timely manner to meet deadlines. Proactively initiates projects as needed to support sales team.
Sales Skills: – Partners with the Account Executive to increase market share by gaining new business and growing existing client base through telephone sales calls, up-sells, and cold calls with customers and/or potential customers. Executes the 5-Step Sales process which includes: 1. Plan & Prepare, 2. Evaluate Needs, 3. Build the Solution, 4. Present and Close, and 5. Follow Through.
Customer Contact – Serves as primary contact with customers for tasks including ad copy and proofs, as well as any other function related to customer service or execution of a sold advertising plan.
Communication – Constantly communicates with Account Executives, sales team, and all internal departments to resolve issues as they pertain to strategy and execution. Creates engaging and effective client presentations.
Team Communication – Keeps Account Executives and sales team informed on their accounts. Communicates with team members as needed to work seamlessly as a group. Regularly communicates with fellow Account Managers on client updates (from a coverage perspective).
Workload Communication – Works with fellow Account Managers to balance workload. Notifies supervisor of potential work overload or future scheduling issues.
Agent for Change – Drives initiatives for positive, constructive change. Looks for opportunities to encourage others to become an agent for change.
Collaborative – Gains trust and consensus of teammates and works with sales team and other internal departments on strategy and execution of results-oriented advertising plans for customers.
Openness to Coaching – Accepts and seeks out mentoring and coaching for improvement.
Enthusiastic for Change – Embraces and quickly adapts to change.
Creative Thinking – Works in conjunction with Account Executive to build unique and innovative solutions for customers . Offers ideas to enhance or streamline our internal processes.
- Bachelor’s Degree in Business, Marketing, Advertising or a related field preferred.
- At least 1 to 2 years Account Management or Sales experience
Key Competencies Desired:
Superior sales skills with a proven record of success in a goal oriented, highly accountable environment. Demonstrated success in delivering customer solutions based on identified needs.
Exceptional customer service and relationship management abilities.
Persuasive verbal and written communication skills, including solid proofing skills.
Proven ability to multi-task in a deadline-driven environment.
Ability to work effectively as part of a team.
Effective and creative problem solving and decision making skills as well as proficiency with MS Office products required.
SalesForce.com or other CRM tool preferred. Ability to learn and be proficient in Mactive and other systems as required.
Demonstration of the above key competency areas of Results, Strategy, Sales Skills, Communication, Collaboration
About USA TODAY NETWORK:
USA TODAY NETWORK is one of the top 20 digital companies in the country, sharing the list with Google, Facebook, and Amazon. And we have over 100 million unique visitors a month, which is more than Buzzfeed, Yahoo News, and Huffington Post. Because our team consists of over 110 local properties with USA TODAY at the helm, you’ll have the luxury of living in a community you love while making a national impact.
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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