Delta Style Account Excec
JOB PURPOSE: A brief summary describing the primary purpose of the position.
Sells Delta Style advertising solutions to the small business account sector that make decisions locally. Primary responsibility is to grow market share within a designated territory or account list through the combination of acquiring new business and increasing share within existing client base. This is an outside sales position.
ESSENTIAL JOB FUNCTIONS: List in order of importance the major responsibilities of the job and estimate the percentage of time spent on each responsibility
Quota Attainment / Performance Top of Mind
Meets or exceeds revenue expectations. Maintains and grows account base. Develops and delivers ideas/solutions to grow market share within an existing customer base. Delivers and obtains long term commitments and campaigns.
Develops an understanding of the customers individual business needs, trends and patterns within specific verticals. Develops an understanding of account base and related industries.
Identifies and qualifies customers that have revenue opportunities. Develops and delivers advertising ideas/solutions that grow market share and ROI to customers.
Research and Sales Support
Utilizes sales tools and research to articulate value of Company offerings.
Maintains an awareness of revenue responsibilities and performance to goal. Develops and works a pipeline of potential customers’ growth within existing base; produces accurate forecasts.
Sells print offerings and demonstrates an understanding of these products and is able to articulate our products and their value propositions to customers.
Planning & Organization
Strategizes with team members to plan and execute multimedia marketing plans.
Utilizes a CRM system to manage day-to-day activities and stay abreast of details that require urgent attention.
Understands market competitors and executes strategies for selling against the competition.
Partners with Account Manager(s) on day-to-day activities within account base. Works with all internal departments and vertical specialists.
Manages time as it relates to focus on sales related activities and utilizes support staff to handle most non-sales related activities. Has an understanding of their assigned territory/market as it relates to customers, prospects, key trends etc.
- SALES SKILLS
Increases market share by gaining new business and growing existing client base through aggressive face-to-face sales calls, up-sells, appointment setting 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.
Primary contact with customers for tasks including: Presentations, needs analysis, annual/quarterly campaign proposals and contract discussions.
Communicates with Account Manager(s), Sales Manager(s), vertical specialists and internal departments to resolve issues as they pertain to strategy and execution. Communicates customer needs to Account Manager so that client presentations can be created.
Communicates with Account Manager(s), Sales Manager(s), and vertical specialists and internal departments to resolve issues as they pertain to strategy and execution.
Communicates with any/all team members as needed to work seamlessly as a group. Ensures account manager has necessary to provide service to internal and external customers. Communicates effectively to provide exceptional customer service to internal and external customers. Communicates with Account Manager(s) and vertical specialists to develop strategies.
Agent for Change
Drives initiatives for constructive change and looks for opportunities to encourage others to become agents for change.
Works build a consensus with sales support, sales management, vertical specialists and other internal departments regarding strategy and execution of results oriented advertising plans.
Openness to Coaching
Seeks out mentoring and coaching opportunities
Enthusiastic for Change
Adapts to change; is an agent for change
Works to build “outside of the box” plans that will deliver ROI for customers (internal & external).
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