Sales Executive, Integrated Media

5 - 7 years experience  • 

Salary depends on experience
Posted on 03/21/18
5 - 7 years experience
Salary depends on experience
Posted on 03/21/18

Position SummaryThe Sales Executive is responsible for meeting and exceeding revenue objectives and sales goals through new business acquisition in the Retailcategory.

 

Key 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 establishingpartnerships.
    • Penetrate and close 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
    • Understand how Customers’ consumer marketing, advertising andtrade/sales dollars are being spent to include:  Competing for and securing every order orreporting it as competitive activity; create cross-selling and up-selling opportunities.
      • Sell product mix as appropriate to ensure success placing an emphasis on digital solutions
      • Engage internal experts and support as needed
      • Research, tailor and teach commercial insights to challenge the clients status quo
      • Respond to request for quotes; utilize/engage internal partners as needed
      • Communicate effectively to drive positive outcomes
    • Obtain and understand Customers’ marketing and advertising requirements and objectives
    • Create demand for all Valassis Products, Services and Solutions.

 

 

  • Effectively work throughinternal processes and procedures to support optimization ofReporting and Sales:
    • Maintain accurate and up-to-date forecasts and pipelines through effective utilization of Salesforce.com
    • Submit all planning and call 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 timely fashion
    • Establish/maintain working relationships with internal personnel

.

 

 

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 and ability to learn new systems

 

 

 

Experience / Skills and Competencies:

  • 5+ years of successful outside sales experience; preferably with medium to large size accounts, Relevant/equivalent sales and or Retailexperience will be considered.
  • Proven sales experience including lead generation, solution selling and closing sales
  • Experience in (highlypreferred) and grows proficiency in:
    • Industry: Marketing, Media,  Advertising background 
    • Digital products
    • Selling multiple / integrated products
  • Strong skills in: qualification, overcoming objections, initiative, conceptual selling, presentation delivery and negotiation
  • Tenacious hunter focused and skilled at prospecting and closing sales
  • 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
  • Innovative, analytical and strategic thinking
  • 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 offerings and in professionalism; ability to develop the clients trust easily
  • Display Emotional (EQ) and Cognitive (IQ) Intelligence; ability to read those around you and appropriately respond intellectually and emotionally
  • Adapt to change:  including the market, products and internal company initiatives
  • Experience in sales reporting/forecasting
  • Ability to effectively perform formal presentations to clients and internally as needed
  • Organized, detail-oriented and thorough approach to all responsibilities
  • Show a consistent track record of success in achieving and exceeding annual quota and business objectives
  • Exude credibility (product knowledge and professionalism)
  • Develops trust easily

 

Decision Making Scope:

  • Ability to make recommendations and bring out-of-box recommendations to customer and internal support teams (ie: targeting, marketing and pricing)
  • Requires broad conceptual judgment and ability to deal with complex factors
  • Make independent decisions on how to “sell” to each client, using the guidelines in place or seeking exceptions as needed
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