ACCOUNT EXECUTIVE

Overall Responsibilities

1. Publication/Brand Sales: Prospect for and sell advertising and marketing services to new and existing accounts by phone, mail, Internet, and in person.
2. Marketing: Assist in the implementation and execution of annual marketing and action plans. Assists in the research and development of new products and/or services as requested. Produce various email newsletters
3. Production: As directed, assist graphic artist(s) in the design of print and electronic advertisements to meet clients’ needs.
4. Participatory Management: Actively participates in the goal-setting and attainment processes in cooperation with the Manager and other departments.

Specific Responsibilities:

 

Sales:

1. Prospect for and sell advertising to clients via phone, mail, the internet, or in person
2. Utilize the telephone as a primary communication tool for developing and maintaining customer relationships
3. Increase active client list and build new relationships with prospective clients
4. Practice consultative selling techniques to match the client’s needs with existing products and services
5. Assist in the development of new products and services to meet future clients’ needs and help grow the business
6. Achieve all personal sales goals and act as a resource to others to achieve overall sales goals
7. Maintain accurate client records (business and contacts, agency, addresses, telephone and email, business demographics, contracts or other agreements, etc.)
8. Manage account list, schedule contacts, and record calls and notes following the division’s best practices and protecting the company’s assets
9. In concert with the manager, assists in the development of annual sales goals
10. Understand the features and benefits of all assigned company sales opportunities and products, as well as competitors' sales opportunities and products
11. Understand competitive advantages of all products and effectively and persuasively communicate to clients with demonstrated ability to overcome objections
12. Understand industry, sales channels, advertising, and readership characteristics and demographics
13. Utilize excellent punctuation, grammar, and spelling to compose and write sales letters and other client correspondence or communications
14. Maintain accurate sales performance reports as directed by the manager

Marketing:

1. Assist in the development, implementation, and execution of marketing and action plans
2. Stay abreast of existing and new technology trends that may enhance the sales process or improve products and services that can be sold
3. Produce various e-newsletters
4. Work with the Manager and others in helping them achieve their goals and objectives by assisting in projects and suggesting and initiating ideas for improvements to enhance the efficiency of the overall operation and division

Customer service:

1. Maintain a “customer comes first” attitude with proactive commitment to internal and external customer service
2. Assist with collection efforts on past due accounts and adhere to WBM accounts receivables guidelines

 Other duties as assigned.

Knowledge: College or technical education in a related field or equivalent experience with knowledge/training in marketing, communications, or related field. Minimum of two (2) years or more sales experience in publishing or related field, to include knowledge of sales techniques. One (1) year of computer experience. Some knowledge of computer-based publishing tools, such as page layout software, is helpful, but not required. Knowledge of the Internet, social media posting, email marketing campaign creation, communication, and navigational tools

Skills:   High level of “people skills” essential. Skills in goal setting and planning. Skills in decision-making and problem-solving in situations that require prompt, accurate decisions even under pressure. Must have good skills in negotiation, customer service, and teamwork. Excellent written and oral communication skills are necessary.

Behavior: Ability to set realistic goals and deadlines. Ability to operate computer and sales software, and type with speed and accuracy. Proficient in Microsoft Office software applications. Ability to be detail-oriented and manage time effectively. Ability to think logically and creatively. Possesses selling skills that allow the person to communicate persuasively and effectively.