Job Description

OPEN TO ANY WESTERN US LOCATION, REMOTE WORK FROM HOME.

JOB SUMMARY The Account Executive Digital Sales is responsible to meet or exceed revenue objectives and sales goals through servicing and growing accounts as well as new business acquisition.    KEY DUTIES/RESPONSIBILITIES 

•    Make sales calls for the purpose of: Identifying and capturing all revenue opportunities, expanding knowledge base of customer business/objectives and requirements, building meaningful value-added relationships, selling the value of Valassis products/services and solutions and work toward establishing partnerships. Penetrate and close new business opportunities (organic and inorganic). Create a compelling story/vision for the customer on why they should change their marketing strategy. Propose omni-channel solutions that will fulfill the clients goals. Build  and cultivate relationships to maintain and grow revenue in all accounts. Acquire and sell to close, accounts with varying complexity levels. Primary product knowledge is Valassis Digital products; but has the ability to sell or partner on omni-channel product solutions.

•    Maintain and grow customer accounts optimizing revenue opportunities:   Effectively partner with print sellers to maximize revenue opportunities.  Act as a trusted business partner, build meaningful value-add relationships.  Successful at building relationships with senior level clients and decision makers.  Tactical and flawless implementation of programs.  Point of client contact for problem solving and comprehensive and strategic account management.  Develop and cultivate new business opportunities with the client.   Develop strategic advertising ideas / programs.  Participate in account strategy sessions.  Negotiate contracts; engaging internal resources as needed.

•    Exceed revenue goals and be pro-active in driving revenue.  Prospect / new business development to maintain pipelines and increase revenue opportunities. 

•    Client interaction includes: Engage with decision makers.  Lead with client solutions, understanding their end goal, provide integrated product solutions.   Using data, research and insights to lead clients toward a Valassis solution. Understanding of how Customers’ consumer marketing, advertising and trade/sales dollars are being spent to include:  Competing for and securing every order or reporting it as competitive activity; create cross-selling and up-selling opportunities. Sell product mix (integrated solutions) as appropriate to ensure successful campaigns. With primary product knowledge on Digital offerings; engage other sales product experts and support teams, to sell an omni-channel solution. Research, tailor and teach commercial insights to clients. Obtain and understand Customers’ marketing and advertising requirements and objectives.  Create demand for all Valassis Products, Services and Solutions.

•    Effectively work through internal processes and procedures to support optimization of Reporting and Sales: Maintain accurate forecasts and pipelines through effective utilization of Salesforce.com; use as a tool to manage your business. Submit all planning and reports as required. Manage customer information/intelligence in accordance with company policy. Comply with all pricing and profit guidelines. Manage all internal and external requests in a professional and timely fashion. Establish/maintain working relationships with internal personnel.

Qualifications

EDUCATION •    High School Diploma or GED (Required) •    Bachelor's Degree (Preferred) •    In lieu of the above education requirements, a combination of experience and education will be considered.   EXPERIENCE •    3 - 5 years Selling digital media client solutions  •    3 - 5 years Solution selling and closing opportunities  •    3 - 5 years Become proficient as a new hire in: Industry: Marketing, Media,  Advertising. Selling through creating a compelling vision or story. Use of data and insights as a selling tool. Prospecting/new business development. Managing client relationships. Understanding the Valassis suite of product offerings, including Digital products. Selling multiple / integrated product campaigns   •    3 - 5 years Sales reporting and forecasting  •    5 - 7 years Successful/proven outside sales and/or account management experience 

KNOWLEDGE/SKILLS/ABILITIES •    Show a consistent track record of success in achieving and exceeding annual quota and business objectives •    Continually developing and exhibiting strong skills in:  problem resolution, overcoming objections, initiative, conceptual selling, presentation delivery, negotiation, innovation and managing multiple priorities •    Develop full product knowledge •    Ability to think and act more strategically •    Manage client expectations •    Ability to interpret marketplace needs and translate them into products/services •    Highly developed client solution selling and targeting skills •    Innovative, analytical and strategic thinking

Up to 20% travel may be required.

Additional Information

Vericast is an equal opportunity employer.   All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting our Recruiting Administrator.

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