Digital First Media

  • Major Accounts Sales Representative - Retail

    Job Locations US-MN-Saint Paul
    Posted Date 4 weeks ago(4 weeks ago)
    Requisition ID
    2018-1463
    Time Type
    Full-Time
    Employment Type
    Regular
  •  

    Job_Logo_Pioneer Press

    Overview

    The Pioneer Press & TwinCities.com, in partnership with Adtaxi, is a full-service media company. 


    Adtaxi is a client-centric digital marketing organization that brings scale, precision, and sophistication to digital campaigns. We believe that people matter as much as technology. Adtaxi helps advertisers solve complex digital paid marketing challenges with custom, performance-driven solutions. We have a diverse portfolio of digital products including Programmatic display and video, native, social, SEM/SEO, email and more. 

     

    With digital being a commodity, we believe our success boils down to our people. Our remarkable team is built upon high level of digital fluency, product knowledge, passion, and natural curiosity. We aren’t afraid to “look under the hood” and get our hands dirty. #DigitalFirstMedia #S

    Responsibilities

    Under the direction of the Retail Majors Sales Manager, this person is responsible for effective leadership and management of the assigned majors/national category. Responsible for forecasting revenue and meeting expense goals. This includes performance management and accountability for developing others to achieve revenue results. This position will directly supervise a major accounts sales assistant for a major’s team.

     

    • Establishes and spends time developing new business inside existing accounts list to achieve sales goals.
    • Accountable for results including achieving revenue goals using a consultative approach.
    • Analyzes and improves sales methods and operations for account list/categories by including feedback from customers and make recommendations to the Ad Director.
    • Strengthens and maintains account list communications via in-person calls in and out of the market, is a good listener and persuasive selling the value of solutions. Requires travel by auto and air.
    • Audits own performance by comparing performance data against established standards and reviews progress with Ad Director. Takes corrective action as warranted.
    • Commits to professional development. Analyzes barriers to effective individual performance; decides and takes action to improve individual performance.
    • Builds effective customer relations and service methods by seeing to it that focus of the sales process is the customer and that any customer issues are resolved within the requirements of our company policies.
    • Directs monitoring of the categories/ industries for greater understanding of business conditions and advertising placed in competing media.
    • Accountable for use of all sales resources including marketing and promotion, research and sales training with intent to support the sales process and as needed by these business categories.
    • Uses excel spread-sheets to track and analyze customer business, communicate with customer contract performance and strategize for growth targets.
    • Negotiates contracts with skill and efficiency to maintain or grow annual business without the risk of expired contracts.
    • Communicates with customers by quarterly report of contract performance to date; communicates with management with monthly sales report.
    • Prepares quarterly account list goal setting plan, individual account strategy plans, annual budgeting input and accurate account record and reporting.

    Qualifications

    • 4 year college degree preferred.
    • Minimum 7-10 years successful experience in sales and account management. Experience in media sales not required but, a plus.
    • Knows how to read and interpret profit and loss statements and other reports used by advertisers.
    • Describes the steps in preparing business plans, marketing plans and budgets.
    • Knows how to effectively navigate through the internal management of the newspaper.
    • Negotiates contracts in a timely manner and with proper strategy to grow business. Submits appropriate documentation to internal departments and customer, including internal monthly reports and quarterly performance updates to customers.
    • Knows the price structure, marketing strategy and strategic value of the newspaper’s products/services.
    • Keeps current on newspaper/media industry trends.
    • Understands the vocabulary and metrics other media use when selling packages and calculating rates. Creates clear, specific sales plans that reflect advertiser feedback and market needs.
    • Thinks both long and short term when considering new initiatives and developing sales plans.
    • Measures both results (sales metrics) and how they get results (behaviors).
    • Adjusts goals and implements contingency plans when plans aren’t working or market conditions change.
    • Identifies errors, variances and gaps in financial data quickly.
    • Backs up all recommendations with sound business/financial case.
    • Provides consistently accurate sales forecasts.
    • Uses historical, share and look-alike data to set realistic yet challenging growth targets.
    • Conveys information clearly and appropriately orally and in writing, considering audience needs.
    • Judges the appropriate amount of analysis needed to make educated decisions; doesn’t over-analyze. Gathers and assesses information to find the root cause of problems.
    • Makes decisions in a timely manner considering urgency and risks.
    • Balances profitability, brand integrity, customer needs and own needs when negotiating or making financial decisions.
    • Identifies non-traditional sources for prospects.
    • Identifies untapped budgets and new revenue sources within existing, high-potential accounts.
    • Leverages internal coaches, gatekeepers and other contacts to open new doors and gather prospecting information.
    • Uncovers sensitive information about advertisers' businesses (budgets, business plans, etc.).
    • Negotiates 'win/win' solutions, newspaper profits, quality and advertiser needs.
    • Sells with the competition, determining the best total media buy for advertisers.
    • Shows advertisers how solutions will help them achieve specific goals (increase share, profitability, brand awareness, etc.).
    • Uses multi-media, computer or other tools and technology effectively to enhance sales presentations. Demonstrates the company's Internet site and its benefits to advertisers

    Affirmative Action, Equal Opportunity Employer

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