Media Consultant - Jacksonville Radio

Position Overview

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

We’re looking for talented, enthusiastic, motivated, and goal-oriented individuals who are self-starters and thrive in a fast-paced working environment. As a Media Consultant, you will develop new customers and partner with existing to become a marketing solution provider that understands each customer’s unique business goals and helps them achieve those goals through your media assets. In this field-based role, you will constantly collaborate with a team of professionals and utilize industry-leading tools and resources to create integrated marketing solutions that help clients reach their target audiences and drive business results.

This role specializes in creating new and incremental radio and digital revenue. The primary job responsibility is to prospect for new business, build innovative cross platform advertising solutions, execute effective marketing campaigns, and establish strong relationships and business partnerships in the community. The Media Consultant is also responsible for retaining and growing their developed accounts through insight proposals, performance metrics, and maximizing all radio station and digital assets.

To be successful you’ll need to be driven, resourceful, organized, customer-focused, and a problem-solver. You also need to have effective communication skills and the ability to cultivate both new and lasting client relationships. The ideal candidate also should 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 sales 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

• Identify and assess sales opportunities and apply resources and strategies appropriately.
• Solicit new business through prospecting and cold calling.
• Consistently manage target accounts in the pipeline.
• Generate revenue through the development of new accounts and growth of existing accounts.
• Create proposals to be presented to Sales leaders, as well as existing and potential clients.
• Consult clients on all CMG solutions and offerings and demonstrate a deep understanding of product capabilities, measurement, attribution, and KPIs.
• Accountable for learning and selling fully integrated advertising solutions utilizing our full suite of audio and digital products.
• Responsible for meeting and exceeding all sales goals as they are outlined by the General Sales Manager and/or Director of Sales.
• Conduct a need analysis and account review to uncover the customer’s most essential needs.
• Develop effective marketing plans to meet each client’s needs and objectives.
• Create compelling and persuasive presentations that facilitate new or additional business.
• Effectively negotiate advertising rates.
• Demonstrate product knowledge and value to customers
• Match available station sponsorships with the needs of prospects and clients and persuasively present and sell those sponsorships.
• Work with internal departments to manage account stewardship throughout the process.
• Utilize CRM (HubSpot) to track and manage day to day activity, build a pipeline, ensure execution, and provide weekly projections and revenue reporting.
• Upsells current customers by providing performance metrics, research insights, and proven results.
• Collaborate with account management to provide timely and accurate traffic instructions, conduct account maintenance including make-goods, and collect on aging receivables.
• Attend 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 sales role.
• Proven record of driving revenue growth through successful campaigns.
• Proven track record of success in working with people (i.e., career, school, organizations, sports, etc.)
• Strong analytical, problem-solving, communication, people skills, and business acumen.
• 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.
• Able to effectively negotiate with customers to meet a winning return on investment.
• 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
• Three years of media sales, account management or buying experience.
• Proven history of digital and Radio sales success in a local media setting.