National Sales Executive
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.
Develop and cultivate new business opportunities
Build and cultivate relationships to maintain and grow revenue in all accounts
Use data, research and insights to create constructive tension with clients and lead them toward a Valassis solution
Acquires and closes accounts of all sizes with varying complexity levels
Understand 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 as appropriate to ensure success
Engage internal experts as needed including digital, VDP, etc
Research, tailor and teach commercial insights to challenge the clients status quo
Obtain and understand Customers’ marketing and advertising requirements and objectives
Create demand for all Valassis Products, Services and Solutions in both existing and new customers.
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
Submit all planning and call reports as required.
Be accountable for assigned Account Responsibility list.
Manage customer information/intelligence in accordance with company policy.
Comply with all pricing and profit guidelines
Manage all internal (and external) requests in a timely fashion.
Establish/maintain working relationships with internal personnel.
Assist in mentoring the Sales Representative role, and others as needed.
Education & Knowledge:
Bachelor’s degree preferably in the fields of Business, Marketing, or Communications; or equivalent combination of education and experience
Working knowledge of Microsoft Office
Experience / Skills / Abilities:
3+ years of successful outside salesexperience
Proven salesexperience including lead generation, solution selling and closing sales.
Exhibit strong skills in: qualification, initiative, conceptual selling, presentation delivery and negotiation
Skilled at hunting / prospecting; primary focus on new business development.
Ability to interpret marketplace needs and translate them into products/services
Propensity to create constructive tension with clients
Highly developed client solution selling and targeting skills
Analytical / strategic thinking and innovative decision making
Excellent communication (written and verbal) and interpersonal skills. Ability to communicate at all levels within the organization and outside
Come across as credible in the clients business, our product offering and in professionalism; ability to develop the clients trust easily
Experience in salesreporting/forecasting
Ability to close a sale
Ability to perform formal presentations (to clients and internally as needed)
Organized, detail-oriented and thorough approach to all responsibilities
Meet and/or exceed annual quota and business objectives
Exude credibility (product knowledge and professionalism)
Develops trust easily
Communication & Contacts (Internal/External):
Communication with clients and internal co-workers – all levels of management, business leadership, customers, suppliers and otherinternal/external entities as required.
Decision Making Scope:
Ability to make recommendations and bring out-of-box recommendations to management and areas that support sales (ie: targeting and pricing).
Requires broad conceptual judgment and ability to deal with complex factors.
Travelrequired. Perform additional responsibilities as assigned.