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Company

EnsembleIQ · 3 hours ago

Senior Account Executive - B2B Media - Retail Industry

United States

Full-time

Remote

Senior Level

5+ years exp

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Information Services

Comp. & Benefits

Hiring Manager

Ann Jadown, SHRM-SCP

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Responsibilities

Utilize consultative or needs-based selling approach to connect with key clients and stakeholders, providing solutions to business growth and marketing challenges.

Conduct productive, consultative client meetings, prioritizing in-person engagement with clients, following up via video when appropriate.

Creatively develop strategic and integrated media programs across the brand portfolio: membership, digital media, event sponsorships/exhibit space, custom media, research.

Create proposals and sales presentations, present those materials to clients, and close deals.

Work with internal production and execution teams to ensure client success on closed programs, including presenting program results to clients and identifying ongoing opportunities for upsell.

Accurately forecast, projecting monthly and quarterly revenue, while developing robust pipeline to achieve goals, continuously updating Launchpad CRM with latest opportunity, client and pipeline attribution data (weightings, outreach, all client communication, notes).

Attend key brand and industry events to develop new business and manage existing client relationships, creating and activating an outreach plan for each such event—booking and following through on meetings and event participation commitments.

Deliver quarterly territory development presentation to publisher, including documentation of meetings that have taken place with new clients, sales that have been closed—and executed—and a go-forward strategy to achieve goals.

Meet or exceed annual sales goal, while clearly understanding and documenting gained and lost business in territory, and a plan to manage churn in territory.

Understand latest outreach, sales calls, meeting and new business development best practices, defining and achieving KPIs around them with direction from publisher.

Forecast churn, uncover new business, and grow existing client business.

Develop deep understanding of assigned brands and products, audience position, competitive set, and points of differentiation.

Perform as a team player on internal calls across brand and shared services teams.

Be comfortable creating and delivering presentations to the client.

Continuously keep up-to-date on client, company and industry intelligence.

Qualification

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B2B integrated media solutionsConsultative sellingDigital analyticsCRM toolsClient relationship managementPipeline buildingProspectingEvent sponsorshipsSales presentations

Required

5+ years success in selling B2B integrated media solutions for business growth and marketing challenges.

Exceptional track record of exceeding sales targets, selling integrated programs including digital and event sponsorships, and managing complex client relationships.

Demonstrable record of strategic, consultative selling across multiple platforms, with proficiencies in building pipeline, prospecting, and managing existing business.

Adaptability to authentically connect with and understand varying businesses and people.

Ability to address and successfully overcome objections during sales process.

Highly organized; exceptional follow through; strong verbal and written communications.

Proficient in digital analytics and able to communicate performance to clients.

Proficiency in best practice, disciplined, consistent and thorough use of digital CRM tools.

Bachelor’s degree

Travel up to 30% of time; available to as needed attend events.