Key Responsibilities
- Create and implement both marketing and sales (M&S) plans.
- Improve M&S collateral and processes (e.g. sales presentations, case studies, proposals, reports, meeting standards, etc.).
- Lay the foundation for a future M&S team that you will help recruit, hire, train and grow.
- Independently prospect and qualify new business opportunities by identifying business goals and critical issues.
- Convert qualified prospects into new clients.
- Build rapport with executives at prospective client companies through discussion of sales, business, and technology issues.
- Follow-up on existing leads and cultivate new ones through effective marketing and business development strategies, such as cold-calling, networking in the community, and attending fairs, events, seminars, performances, etc. that present opportunities to promote our services and the company.
- Manage database for prospective targets, including consultants, prospects, current clients, etc.
- Prepare new business proposals and review with prospect, answering any questions they have; work with agency leadership and production departments to develop, if necessary.
- Continue to follow-up and work to close outstanding opportunities not closed during proposal review meeting.
- Provide post-sale support to the Accounts and Production teams, including making introductions, leading kickoff meetings, handing off requirements and addressing outstanding issues related to the sales, if they arise.
- Periodic meetings with Account Manager to review success status.
- Periodic meetings with Client to review overall progress, strategy, satisfaction and any new needs.
- Stay abreast of all current agency accounts for reference in new business presentations.
- Assist agency leadership with research, and information gathering.
- Create lead generation best practices and optimize processes and collateral.
- Able to travel locally and out of town as needed.
Qualifications
---Required Competencies---
- Conscientiousness – Strong sense of duty, responsibility and reliability.
- Initiative – Self-starter / “Hunter” attitude (persistence and regular follow-ups). Highly resourceful.
- Leadership –Respectedinfluencer of others actions and opinions.
- Competitiveness – Not discouraged easily, and hates to lose.
- Modesty – Not ostentatious, or full of bravado.
- Measurement Orientation – Fixated on achieving goals and continuously measuring performance against goals.
- Curiosity – Strong hunger for knowledge and information. Continual self-development.
- Organization – Highly organized, and time efficient.
---Required Qualifications---
- Minimum Education: Bachelor's Degree from 4-year, accredited college
- Minimum Experience: 2-3+ years account executive/sales manager experience (preferably with an agency)
- Proven track record of being able to build and manage a sales force.
- Proven success in developing new business, writing client proposals and managing complex sales cycles from generating leads to closing deals.
- Proven track record of penetrating and expanding large corporate accounts.
- Proven track record of exceeding quotas and goals.
- Experience in selling in a competitive environment.
- Experience with a CRM application, such as Salesforce, ACT or NetSuite. Natural systems/process-driven proclivity.
- Minimum Computer Experience: Working knowledge of Microsoft Word, Excel, Outlook and PowerPoint.
Star Qualities
---Ideal/Icing Qualifications (Non-Required)---
- 4+ years direct sales experience (preferably with an agency).
- Any advertising sales and/or professional services sales experience (e.g. newspaper advertising, billboard / outdoor advertising, TV advertising, radio advertising, etc.)
- Strong executive-level/decision-maker contacts in enterprise and mid-market companies, in such verticals as: Real Estate (Builders, Developers, Contractors); Dealerships / Automotive; Hospitals / Surgery Centers; Legal / Law Firm Sales; Apartment Services Sales.
- Experience with digital marketing services such as SEO, PPC, Social Media, Email Marketing & Web Design.
- Experience using website analytics software (Omniture, Google Analytics, Google AdWords, etc) a plus.
**IMPORTANT: These Ideal/Icing qualifications are simply a “plus”, but NOT AT ALL REQUIRED TO BE SERIOUSLY CONSIDERED FOR THIS POSITION.
