Account Executive Ad sales job description

The Account Executive generates sales revenues for Advertising products and services. The Account Executive achieves results by developing strong relationships with peers and middle managers in agency and client organisations to position company advertising at “front of mind” when new sales opportunities arise. The Account Executive prospects for new business in assigned agencies / clients and territories to uncover new sales opportunities and help secure additional revenues. In addition to generating and supporting sales opportunities, the Account Executive plays a critical role in campaign administration, coordination and implementation.
In this multi-faceted role, the Account Executive:
• Contributes to the achievement of the sales revenue target
• Researches information from a variety of sources to identify prospective new business opportunities
• Prepares and delivers proposals, pitches and presentations to progress sales
• Manages and coordinates all aspects of campaign delivery including booking, performance monitoring and optimisation and end of campaign reports
• Develops strong relationships with agency / client middle management
• Provides the sales team with support materials for assigned advertising categories
• Provides regular sales updates to the Account Director and Account Manager

1. Business Development & Results

• Support the Account Director and Account Manager in achieving the team revenue target from allocated agencies, clients and/or geographical territories
• Meet / exceed all performance objectives
• Research the market to gather industry intelligence and keep up to date with new developments and trends
• Prospect for new sales opportunities within assigned agencies and business sector(s)
• Develop and deliver proposals and pitches for new business
• Provide input to Account and Opportunity plans
• Work closely with Client Solutions to generate ideas and concepts for campaigns
• Liaise with internal departments and the buyer to book and schedule advertising campaigns

• Monitor and track online campaigns and work closely with the Account Planner to optimise campaigns and produce performance reports for the client / agency
• Develop and maintain support materials including presentations and research data for designated advertising categories
• Keep the sales team updated on advertising trade issues e.g. Account wins / losses and staff moves
• Produce and circulate new advertising packages and sponsorship to clients and agencies
• Coordinate trade marketing initiatives including mailings and events within assigned agencies
• Produce and distribute end of campaign delivery reports
• Provide regular business updates to the Account Director and Account Manager

 CAPABILITIES

A successful performer in this role:
• Researches broadly to develop a good understanding of the industry / market
• Taps into a number of information sources to gain insights into the competition
• Draws on previous lessons learned to develop new approaches for customer pitches and proposals
• Examines problems from more than one perspective
• Offers alternatives when proposing ideas or solutions
• Asks probing questions to gain deeper information
• Listens actively and checks understanding
• Builds good working relationships with colleagues
• Keeps up to date with technical and functional developments in the business
• Attends all necessary training to keep up to date with the requirements of their job
• Explains their views clearly using supporting facts and information
• Differentiates between features and benefits in client / agency discussions
• Makes decisions based on sufficient information
• Justifies their decisions through sound and reasoned arguments
• Writes documents, letters and emails that are clear and to the point
• Plans and organises pitches effectively
• Responds to customer requests promptly and positively
• Addresses customer issues and knows when to escalate to the next level
• Works with minimal guidance from their manager
• Puts in a sustained effort to get things right
• Sets themselves high work standards and works to continuously improve on them
• Is receptive to new ideas and approaches
 

5. SUCCESS PROFILE

Applicants must demontrate the following knowledge:

• Industry knowledge
• Ad products
• Research methods and sources
• Vertical sectors
• Advertising terminology
• Consultative Selling techniques
• Negotiating techniques
• Excel & PowerPoint – IT literate
• Media Agency operation and decision process
• Competition
 
Applicants must demontrate and possess following skills:
 
• Educated to degree level or equivalent
• Track record of within the industry
• Track record of working in agency an advantage
• Successful track record of achieving sales results and influencing senior managers to secure sales
• Editorial and international experience an advantage

Account Executive Ad sales job description

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