ACCOUNT EXECUTIVE

Responsibilities

Represent the company in a professional manner. Build strong relationships with clients through understanding of clients’ business and only recommending appropriate marketing plans that may include other stations, schedules, promotions, digital products, and events.

• Meet or exceed all revenue goals through selling, upselling, and cross-selling current clients while expanding the station’s revenue base by prospecting for new business leads.
• Maintain strong collections by adhering to credit terms.
• Actively participate in the Great Game of Business philosophies to ensure the success of the broadcast division.
• Maintain a “customer comes first” environment with a proactive commitment to internal and external customer service.
• Propose a complete marketing plan to match clients’ needs, including broadcast and digital solutions.
• Display skill in needs analysis, overcoming objections, and closing while establishing relationships with clients.
• Meet or exceed monthly sales revenue and progress goals for radio and digital (owned/operated and programmatic) components as agreed upon with the sales manager.
• Inform clients of station credit and collection terms at the time of sale and ensure timely collection of amounts due.
• Consistently review monthly aging reports to ensure timely collection of monies due.
• Work with the Business Manager to adhere to any credit terms set up for specific clients (e.g., cash-in-advance or special credit terms).
• Service, sell, and upsell clients, presenting additional opportunities such as digital products to expand their advertising investment when appropriate.
• Pursue sales to inactive accounts from an assigned list and prospect for new unclaimed accounts in the market, with a focus on local/direct business.
• Stay informed and up-to-date on market conditions and competitive media, recognizing and communicating the station’s position in the advertising market.
• Educate clients on all available media opportunities in WCM’s current markets.
• Set performance goals with the General Sales Manager, including short, medium, and long-range goals.
• Maintain a daily planning system to track appointments, future tasks, deadlines, client copy changes, and other pertinent information.
• Communicate clearly with clients (external) and co-workers (internal) via voice, written, or other appropriate channels.
• Maintain a neat and professional appearance as defined by the Woodward Community Media dress code policy.
• Assist at large station events throughout the year as needed.
• Perform other duties as assigned.

Qualifications

Behavior

• Be a team player.
• Respectful of others’ time and responsibilities.
• Conduct self in a professional manner that enhances personal and company image.
• Self-starter, trustworthy, and highly motivated.
• Persuasive and exhibits positive, professional, and constructive behavior while working with co-workers and clients.
• Empathetic.
• Maintain a valid driver’s license and adequate automobile insurance.

Skills

• Good listening and communication skills.
• Proficient in basic software programs such as Windows, Google Suite, and Microsoft Office.
• Ability to gather information and draw conclusions quickly.

Knowledge

• College degree or successful proven career track plus a minimum of two years’ business, marketing, or sales experience, or equivalent career track.

Benefits

• Health, Dental, and Vision insurance
• Flexible Spending Account and Health Savings Account
• Life, AD&D, Critical Illness, Accident, and Hospital Indemnity insurance
• 401(k) with employer match
• Employee Stock Ownership Program (ESOP)
• Paid time off
• Maternity, Parental, and Caregiver leave
• Employee Assistance Program
• Travel Assistance
• Funeral Planning