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

  • RESULTS

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.

Customer Familiarity

Develops an understanding of the customers individual business needs, trends and patterns within specific verticals. Develops an understanding of account base and related industries.

Sales Calls

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.

Forecast/Pipeline Management

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.

Product Knowledge

Sells print offerings and demonstrates an understanding of these products and is able to articulate our products and their value propositions to customers.

  • STRATEGY

Planning & Organization

Strategizes with team members to plan and execute multimedia marketing plans.

SalesForce (CRM)

Utilizes a CRM system to manage day-to-day activities and stay abreast of details that require urgent attention.

Competition

Understands market competitors and executes strategies for selling against the competition.

Teamwork

Partners with Account Manager(s) on day-to-day activities within account base. Works with all internal departments and vertical specialists.

Territory/Approach/Time Management

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

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.

  • COMMUNICATION

Customer Contact

Primary contact with customers for tasks including: Presentations, needs analysis, annual/quarterly campaign proposals and contract discussions.

Written Communication

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.

Internal Communication

Communicates with Account Manager(s), Sales Manager(s), and vertical specialists and internal departments to resolve issues as they pertain to strategy and execution.

Team Communication

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.

  • COLLABORATION

Agent for Change

Drives initiatives for constructive change and looks for opportunities to encourage others to become agents for change.

Collaborative

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

Creative Thinking

Works to build “outside of the box” plans that will deliver ROI for customers (internal & external).


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