Primary duties center on new account digital sales & acquisition, customer service and administration of local territory direct digital marketing accounts within Digital Advertising.  The majority of sales & customer service calls will be through initial cold calls, outside visits with advertisers and outbound/incoming telephone calls.  New business development – develops sales strategies and presentations in order to increase market share and achieve overall digital revenue goals.  Works closely with newspaper account sales rep (when appropriate) to facilitate 4 legged calls when additional marketing opportunities present themselves.  Creative proposals, correspondence, resolve customer issues and schedule appointments.  Become an expert in digital advertising  with a specialist in specific products.  Understands and accurately processes all paperwork associated with selling and processing digital advertising. 

1.        Identify appropriate customer prospects and initiate sales process.

2.        Develop strategic relationships with organizations that are natural digital targets.

3.        Establish sales objectives and monthly/annual revenue goals.

4.        Initial cold calls to prospective advertisers.

5.        New business and product development to achieve revenue goals.

6.        Work closely with newspaper sales rep (when appropriate) to develop additional marketing opportunities.

7.        Deliver presentations to large groups at organized meetings or organize seminars we will host.

8.        Research and trouble shoot customer problems for team.

Administrative     10%

1.        Utilize internal resources such as marketing, research, art department, and software programs to develop customer presentations for increased account revenue.

2.        Understand and enforce all advertising, credit, and company guidelines.

3.        Organize educational seminars with a sales focus.

4.        Handle administrative functions, including but not limited to: coordinating sales call appointments, typing business letters and memos, CRM, compiling media kits and power point sales presentations.

5.        Planning/projecting/budgeting: Submit timely, accurate revenue projections as required by management.  Strategize with team and management to develop advertising goals for the future.

6.        Meet all advertising deadlines.

Relationship Responsibilities:                                                                                        

Supervision Received

Report directly to xxx

Minimum high school diploma or GED required. Desired to have an undergraduate degree with an emphasis in marketing or 3-5 years equivalent related experience.  A proven track record in media sales and business development is desired.

Knowledge, Skills and Characteristics:

1.        Proven new business sales experience and marketing background.

2.        Strong sales and negotiation skills.

3.        Highly motivated, self-starter, goal oriented.

4.        Excellent customer service orientation.

5.        Flexibility to work in a changing environment.

6.        Must be able to work comfortably and effectively in a team environment.

7.        Must possess creative thinking and good judgement.

8.        Must possess good listening skills and strong communication skills, both written and verbal.  

9.        Good organization, time management skills and attention to detail. Must be quality conscious and detail oriented.

10.     Ability to create and use presentations from all available market information to maximize sales.

11.     Familiarity with digital advertising industry is a plus.

12.     PC experience required.  Experience with Microsoft Excel, CRM, E-mail, and Power Point is desired or transferable skills indicating the ability to quickly learn these software tools. Technology savvy.

13.     Must be able to work effectively with aggressive sales goals and deadlines.

Decisions range from simple to very complex as they relate to placement of ad schedules, credit policies, advertising standards, system entry issues, researching customer complaints and problems and efficiently targeting.

This sales position has a significant impact on the success of the company.  High degree of new revenue responsibility and customer contact. The position directly affects year-over-year department revenue and growth.  Successful sales management and administration should result in increased annual division revenue, active accounts and contract sales. 

This position rarely requires travel outside of market.

Physical Demands:

Speaking, hearing, seeing, walking, sitting, color vision, lifting (15 lbs.), carrying (15 lbs.), keyboarding, writing, handling paper, pressure of revenue goals and daily multiple deadlines. Work is sales-oriented with a focus on travel.  Some lifting, bending and stretching involved.

Must have a valid Driver’s license.   Must provide own transportation for occasional local travel to advertisers and vendors

This information indicates the general nature and level of work performed by staffers in this position.  It is not designed to contain a comprehensive inventory of all duties, responsibilities and qualifications required of staffers assigned to this job.   This job description may not contain all of the duties, physical requirements and skills that you may be asked to perform during the period of time you work at the Times.  Further, the job description is not a guarantee that you will perform any or all of these duties. The Times reserves the right to modify this description at any time, without notice.   Jobs will evolve over time as the needs of our customers change and our business evolves.   Job descriptions will be updated periodically to reflect major skill requirements or responsibility changes.