National Account Executive
American Public Media
Remote- West Coast
,
CA
Application Deadline: Monday, Aug 17, 2020
Description
Position Summary:
National Account Executive is a sales role responsible for securing new funders for American Public Media’s (APM) national broadcast, podcast, digital, video and event programs to meet stated income targets. APM programs include: Marketplace, Marketplace Morning Report, Marketplace Tech, BBC Newshour and World Service, APM Reports, Splendid Table, the Classical Music Portfolio, and podcasts from APM Studios. The position will service, renew and increase funding levels of current clients to meet both new income and renewal rate targets (as applicable). The role will assist with other development and marketing activities as assigned.
The ideal candidate will have a strong background as a highly consultative, collaborative problem solver, and demonstrate a desire and commitment to living our organizational values:
We focus on AUDIENCES.
We LISTEN.
We are LEADERS.
We are INCLUSIVE.
We act COURAGEOUSLY.
We build TRUST.
This is an outside sales position which will spend approximately 50% of their time out of the office on calls. The role is expected to travel during the day (with occasional overnight travel) and will maintain a work flow of 5 to 8 conference calls or in-person appointments per week.
Location: Remote- West Coast
This job listing will remain open until the position is filled.
Position Responsibility:
- Identify new underwriting prospects using broadcast, print and digital media, podcast, trade publications (marketing, advertising, industry specific), and business contacts.
- Establish, cultivate, and manage strong ongoing client relationships. This includes developing rapport and driving client discussions in an effort to understand how APM content can assist with the client’s underwriting/advertising needs.
- Prepare written and in-person presentations designed to meet prospect needs and resources.
- Establish and maintain accurate and current records in Salesforce (Constituent Relationship Management System) and Salesloft including account and client contact information, contact history, as well current and pending business opportunities.
- Identify and execute, using Salesloft, appropriate prospect cultivation that results in sales cycle closure.
- Communicate new business results to manager. Generate reports to show income generated from prospect conversions on a weekly and/or monthly basis.
- Work with prospects and internal APM staff to prepare effective and acceptable underwriting credits. Identify and execute appropriate client cultivation that results in continued APM funding (adhere to high maintenance, low maintenance portfolio management techniques).
- Prepare written and in-person presentations to encourage both a renewed and increased funding commitment.
- Network in the marketplace with other organizations and individuals in the broadcast, content, and marketing industry.
- Secure media partnerships with appropriate partners and businesses at the request of marketing and other departments in the organization.
- Work with funders and internal APM staff to prepare effective and acceptable underwriting credits.
- Participate in the creation and/or revision of sales and marketing materials.
- Identify digital sponsorship and advertising opportunities for both current clients and prospects.
- Continuously look for ways to refine and enhance support systems such as traffic, billing, Neilson, Media Audit, Scarborough, and Digital metrics.
- Other duties as assigned.
Required Education and Experience:
- Bachelor’s degree or equivalent work experience.
- Minimum of six (6) years relevant sales experience in broadcasting or other media.
Required Skills, Knowledge and Abilities:
- Proven track record of successfully meeting income targets through both prospecting and client upgrades.
- Excellent communication skills.
- Looking for a curious mind, a team player, and an energetic and strong presence.
- Demonstrated time management skills.
- Must be self-motivated, results oriented, persuasive communicator, and goal focused.
- Ability and eagerness to sell in a challenging environment focused on building a significant public service media company.
- Must work well independently as well as be a team player.
Preferred Skills and Experience:
- Knowledge of American Public Media’s products.
- Knowledge of Salesforce is helpful but not mandatory.
- Knowledge of general marketing principals.
Reporting To This Position: None
Physical Demands and Working Conditions:
- Must be able to perform the essential duties of the position with or without reasonable accommodation.
- Ability to travel during the day, with occasional overnight travel required.
- Must have a personal vehicle available for use to call on clients. Mileage reimbursement will be provided.
- Must have a valid, current driver’s license.
- Must have a clean driving record with no DWIs or excessive amount of traffic violations or accidents.
- Physical Demands:
- Required to move about in an office environment and sit for extended periods of time
- Required to move about in the community
- Frequent use of hands for data entry/keystrokes and simple grasping
- Working Conditions:
- Moderate noise level
- Occasional exposure to prevalent weather conditions
Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.
We are committed to hiring a breadth of diverse professionals and encourage members of diverse groups to apply.