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Company: Memphis Business Journal
Position: Account Executive
The Account Executive will possess consultative sales skills and excel in developing objective-based integrated marketing campaigns across multiple properties consisting of print, digital and event sponsorships.
The Account Executive must be polished and comfortable working with large corporations and high-growth
small- to medium-sized businesses to identify the needs of these prospects and communicate the value of
ACBJ’s suite of products and services. The Account Executive must be a strong prospector and comfortable with closing new business deals. He or she should excel at building rapport with prospects in person, on the phone and via email. He or she should be able to solve complex problems quickly and provide the appropriate
The performance of Account Executives will be evaluated according to the standards below. These targets are the expected level of performance and may be re-evaluated in order to help the AE achieve success.
Performance that falls below the minimum defined standard is job threatening.
A. Goals and Quotas: Yearly and monthly goals will be set by the Advertising Director. Account Executives should, at a minimum, meet their monthly and yearly quotas, and should strive to exceed them.
B. New Business Targets and Prospecting: Proactively contact new-to-company prospects to generate new streams of ACBJ revenue. The Account Executive will need to quickly qualify genuine opportunities and move these to the next stage of the sales process or move on in cases where no worthwhile opportunity
C. Sales Activity: Account Executives are expected to conduct a minimum of 5-7 client meetings weekly to build a pipeline of business and ultimately closed contracts.
D. Business Acumen: Understand the business issues affecting specific prospects and/or industries and ensure that this knowledge is the foundation for our communication.
E. Product Knowledge/Market Intelligence: Clearly express the value proposition and benefits of ACBJ’s products and solutions and use this knowledge to ensure that solutions address clear business needs for the client. Account Executives are expected to read content produced by ACBJ daily and stay informed of media industry trends as well as trends affecting client’s industries.
F. Forecast: Manage sales pipeline and revenue forecast in Salesforce to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities at each stage of the sales process as well as future new business revenue.
G. Managing Prospect and Client Information: Keep accurate and clear records within Salesforce to provide a solid deal and contact history that clearly shows the steps taken to reach each transaction.
H. Policies and Guidelines: Adhere to the ACBJ corporate policies set in place.
I. Communication and Teamwork: Account Executives should keep the Advertising Director apprised of their schedules and developments with their accounts via Salesforce. Administrative tasks must be completed in a timely manner as set forth by executive management. They are expected to work cooperatively and collaboratively with their clients, members of other departments, and ACBJ corporate personnel.
J. Community: Account Executives are expected to participate in all Business Unit-sponsored events and to provide input as to which of their clients and prospects should be invited.
K. Professional Development: Account Executives are expected to participate in all training offered by ACBJ. In addition, they should participate in at least one other training opportunity each year, as agreed upon with the Advertising Director.
L. Other: Account Executives should be prepared to assist with any other task or project assigned by the Advertising Director.
A. BA/BS degree.
B. 2+ years media sales experience with digital advertising preferred.
C. Proven track record of success driving revenue through the development of long-term strategic relationships.
D. Proficient with Microsoft Office Suite, CRM tools like SalesForce.
E. Well versed in a variety of social media platforms including Facebook, Twitter, LinkedIn.
To apply, e-mail Sarah at firstname.lastname@example.org