Sales Executive, Integrated Media

Valassis Communications   •  

Hackensack, NJ

5 - 7 years

Posted 271 days ago

This job is no longer available.

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

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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