Responsible for aggressive development of new clients and growing existing business with mid to large category and key regional accounts based on assigned geography and customer base (i.e., health, entertainment, travel, etc.). Proactively develops new business prospects. Meets with prospective and current clients to close direct sales of products and/or services in order to meet individual/team goals and the organization's business objectives. Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline.
Manages multiple accounts with a mid/large book of business. Services existing relationships and seeks new opportunities to sell deeper into our portfolio of products with the ultimate goal of growing digital and print revenue.
Maximizes revenue by monitoring and evaluating changes in market, emerging trends, competitive shifts and customer challenges and opportunities.
Establishes territory growth strategies include market share growth, preprint optimization, pursuing customer data, and strategies for leveraging tronc product portfolio.
Identifies customer needs through pre-call planning, utilization of marketing resources, competitive analysis and customer feedback in order to connect meaningful media solutions across the Tribune portfolio. May include agency interface.
Applies extensive understanding of account base and related industries to identify trends and patterns within specific verticals.
Enhances sales staff accomplishments by planning delivery of solutions; answering technical and procedural questions for less experienced team members; teaching improved processes; mentoring team members. May be assigned key staff members to lead/mentor.
Maintains quality service by establishing and enforcing organization standards.
Works collaboratively across the organization to build meaningful cross-platform new and existing client solutions.
Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Participates in special projects and performs other duties as assigned
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Below are the minimum education, experience, knowledge, and skills required to competently perform in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor’s degree in Business (Marketing, Communications, Journalism or Advertising concentration preferred) or five plus year of equivalent direct sales experience
Extensive Industry and product knowledge; print, digital, experiential
Working knowledge and experience utilizing a CRM and Microsoft Office products to manage day to day activities
Ability to excel in a highly competitive environment and adaptability to a rapidly evolving media landscape
Effective relationship-building skills
Demonstrated success in meeting revenue goals
Excellent analytical, written, oral, communication and presentation skills
Ability to multi-task with strong time and project management skills and financial business acumen skills
Creative flair and enthusiasm
Requires a valid driver’s license
Travel may be necessary