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 ACBJs 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 solutions.
Duties: 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.
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.
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 exists. AEs should strive for at least 20% new business revenue each year to counter natural attrition of accounts.
Sales Activity: Account Executives are expected to meet minimum activity levels to build a pipeline of business and ultimately closed contracts. The following should be performed weekly: 3-5 new business calls, 3-5 proposals, and 3-5 presentations.
Revenue Mix: Of the total revenue booked, 50-70% should be print advertising, 20%-40% should be digital advertising, 10%-20% should be events and 5%-15% should be Book of Lists
Analyze Opportunities: Understand the business issues affecting specific prospects and/or industries and ensure that this knowledge is the foundation for our communication.
Product Knowledge/Market Intelligence: Clearly express the value proposition and benefits of ACBJs 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 clients industries.
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.
Managing Prospect and Client Information: Keep accurate and clear records within Salesforce to provide a solid deal history that clearly shows the steps taken to reach each transaction.
Policies and Guidelines: Adhere to the ACBJ corporate policies set in place.
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.
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.
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.
Other: Account Executives should be prepared to assist with any other task or project assigned by the Advertising Director.
Basic Qualifications:
Supervisory Responsibilities. None.
Working Conditions: Attendance at after-hours Business Unit events expected.
Success Factors: Goal oriented, Analytical, Motivated, Enthusiastic, Accountable, Disciplined.
To apply email resume to mbennett@bizjournals.com. EOE. Posted 4/15/14
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