Columbia Basin Media Group

Moses Lake , WA

Sales Executive

Columbia Basin Media Group
Moses Lake, WA Full-time
Posted on April 10, 2019

Columbia Basin Media Group

Department: Advertising

Position: Sales Executive

Reports to: Director of Advertising

Schedule: Exempt - Base Salary plus commission.

The Sales Executive (SE) is responsible for the management and workflow of their assignment (geographical territory and/or category). The position reports to the Director of Advertising and is part of the advertising sales team. The SE is responsible for the success of each of the projects assigned. They are responsible for managing their sales assignment by maintaining a robust sales funnel of new prospects and an active account base in order to grow revenue and achieve monthly earnings goals. The SE's primary roles are the generation of new traditional (print) revenue and nontraditional (digital) revenue, managing all of the print & digital campaigns of the accounts within their respective assignments. The SE will search out new print and digital revenue opportunities within their respective assignment(s) in addition to identifying and pursuing up sell opportunities with existing accounts in order to meet monthly goals. The SE position is part of the advertising sales team and responsible for weekly reporting and measurement, including a monthly summary of assignment performance and a quarterly (90-day) sales strategy that includes measurable results.

Primary Responsibilities: Generate revenue and meet sales targets. Attain new business accounts and sponsorships. Develop new leads by prospecting and obtaining face-to-face appointments with new businesses. Maintain good, productive relationships with existing account base in order to retain their business and minimize account churn. Use sales funnel process for client management. Prospecting a minimum of 2 new potential clients per day (10 per week) into your sales funnel; qualifying the lead; conducting needs assessments, determining appropriate solutions based on the clients needs; developing/presenting proposals, negotiating/overcoming objections and closing. Goals will change monthly, depending on month. Sales Executive will receive goals by the end of the prior month. It is the Sales Executives responsibility to manage their assignment looking at prior year's actuals, determining who will repeat this year, what new business you have to replace lost or non repeating business and what new business you need to generate in order to close the gap and achieve revenue goals. Inform team on the monthly promotions and schedule while working with the CBH inside sales staff. Manage accounts in order to meet all ad space and materials deadlines. Insertion orders tuned in prior to space deadlines. Ad materials submitted, proofed and approved per specified deadlines. Management of project workflow; including weekly, monthly and annual projects. Review daily/weekly reports to ensure accuracy of reporting/rates etc. and work with accounting to ensure clients are current and past due balances are resolved. Ongoing training and development to further develop skills. Co-manage all campaigns that include digital marketing with the DF to ensure that campaigns launch in accurately and in a timely manner, and that all campaign analytics are reviewed with client(s) each month, followed by recommendations to optimize campaigns as well as up sell opportunities to deliver a solid ROI. Attend and actively participate weekly sales meetings (Monday, Wednesday and Friday) and/or special training programs. Attend networking functions within their assigned territories and/or the community in order to establish relationships with potential prospects and/or establish a referral pool of contacts. Provide daily/weekly report(s) to management on performance to include assignment highlights and challenges. Report on assignment performance (last week of the month/quarter) recapping the month's performance and submitting projections and sales plan for upcoming month/quarter. The above list of primary responsibilities is not all-inclusive. Additional duties and/or assignments may be requested from Director and/or Publisher.

Job skills/requirements: Must demonstrate good communication skills. Ability to develop, present, negotiate and close sales presentation individually and/or in front of a group. Must demonstrate good math skills to calculate rates and provide accurate revenue projections. Proven track record of successful sales experience preferred. Good understanding of print and digital sales preferred. Must be flexible to attend weekend and evening meetings/events when the schedule requires. Must meet all deadlines, print/digital on deadline dates. Must be able to use a camera proficiently to take quality photos. Must be able to lift 50 lbs. Must be able to travel to attend meetings/sales calls. Must be able to work outdoor in weather conditions at times. This position constantly operates a computer and other office productivity machinery, such as calculator, copy machine and computer printer. Must be able to sit at a desk or in meetings for extended periods of time and/or travel to and from businesses to meet with prospects and clients.

Job Types: Full-time, Commission

Salary: $40,000.00 to $65,000.00/year