Account Executive - WSB TV Atlanta

Position Overview

Cox Media Group (CMG) is seeking Account Executives for outside sales positions selling to new clients and servicing established accounts.

We’re looking for talented, enthusiastic, motivated, and goal-oriented individuals who thrive in a fast-paced working environment. As an Account Executive, you will work closely with our clients as a trusted advisor to deeply understand their unique business goals and then help them achieve those goals. In this field-based role, you will collaborate with local sales managers and will have industry-leading tools and resources at your fingertips to create solutions that help clients reach their target audiences.

This role specializes in creating new and incremental television and digital revenue. The primary job responsibility is to identify new prospects and present customized multi-platform advertising solutions focused on the customer’s return on investment. The Account Executive is also responsible for retaining and growing their developed accounts through insight proposals, proof of performance, and maximizing all station assets.

To be successful; you need to be driven, resourceful, organized, customer-focused, and analytical. You also need to have effective communication skills and the ability to cultivate client relationships. The ideal candidate should also possess strong presentation and time management skills, along with the ability to generate new business.

In return, we offer a unique career opportunity - one where you are given a challenging mission, world-class tools to help you succeed, and the chance to realize your full potential as a sale’s professional. This position offers an opportunity to grow your income through a rewarding commission structure. You’ll also become part of a team that with the mission and purpose of making a positive impact on those we serve. CMG annually generates tens of millions of dollars in economic value for our communities.

Essential Duties and Responsibilities

• Identifies and assesses sales opportunities and apply resources and strategies appropriately.
• Solicits new business through prospecting and cold calling.
• Consistently works target accounts in the pipeline.
• Generates revenue through the development of new accounts and growth of existing accounts.
• Develops advertising solutions for new customers that deliver results to their customers.
• Provides information to sales management to ensure generation of tracking reports regarding pending deals, forecasts, advertiser, contact and prospect lists.
• Conducts a need analysis and account reviews to uncover the customer’s most essential needs.
• Develops effective marketing plans to meet clients’ needs and objectives.
• Creates compelling and persuasive presentations that facilitate new or additional business.
• Effectively negotiates advertising rates.
• Is able to demonstrate product knowledge and value to customers.
• Matches available station sponsorships with the needs of prospects and clients and persuasively present and sell those sponsorships.
• Works with internal departments to manage account stewardship throughout the process.
• Utilizes CRM (HubSpot) to manage day to day activity, build a pipeline and ensure execution along with providing weekly projections and reporting.
• Upsells current customers by providing proof of performance and solid results.
• Collaborates with Account Manager to provide timely and accurate traffic instructions; conducts account maintenance including make-goods posts, and aging/collections.
• Attends sales meetings, training sessions and client remote meetings.

Minimum Qualifications

• Minimum of 2 years of new business development and prospecting experience in media sales or related role.
• Proven record of driving revenue growth through successful campaigns.
• Strong analytical, problem-solving, communication, and people skills.
• Ability to multi-task and work in a high pressured, fast paced environment with tight deadlines.
• Strong marketing, presentation and closing skills.
• Excellent attention to detail and organizational skills.
• Has effectively negotiate with customers to meet a winning return on investment.
• Has experience prospecting for new clients and sell services to them along with maintaining and upselling existing clients.
• Proficient with Microsoft Office, PowerPoint, and CRM tools, such as HubSpot.
• Valid driver's license with an acceptable driving record.

Preferred Qualifications

• BA/BS degree with a minimum of three years of media sales, account management or buying experience.
• Proven history of digital and TV sales success in a local media setting