Business Development Executive

This is a remote position within Southern California, with occasional in-office collaboration as needed.

About the role

As a Business Development Executive, you will deliver the highest level of collaboration and expertise, partnering with clients to meet their digital advertising campaign objectives. This role focuses on strategic consultative sales with high-value accounts that have large-scale and diverse marketing budgets, advanced attribution, and performance management. You will have access to demand generation and market research data for self-generation or strategic movement of existing relationships.

Responsibilities

• Proactively prospect, qualify, grow, and maintain all necessary sales activities from lead generation, closing, to account management handoff.
• Possess expert knowledge in online media channels and some understanding of its correlation to offline executions (features, benefits, pricing strategies, etc.).
• Manage all inbound sales leads and develop a focused prospect list based on the company value proposition and market needs.
• Understand competitive sales strategies and convey the value that our products and services have over the competition; use product knowledge to develop a comprehensive counterattack.
• Create, develop, and lead marketing presentations and solution-based needs proposals that sell the customer based on information provided by the customer.
• Develop strong relationships with senior-level contacts at client organizations (both technical and business relationships).
• Analyze and interpret key sales metrics and develop strategies to reach sales success.
• Actively pursue and maintain an understanding of current trends in the digital advertising technology industry.
• Navigate internally with various departments to create compelling media solutions for advertisers.
• Meet with accounts and prospects in person as necessary.
• Attend in-office training and sales meetings as required.
• Be self-accountable for necessary activities for pipeline management and goal achievement.
• Work in a fast-paced, deadline-oriented, dynamic environment.
• Set personal goals and demonstrate a drive to succeed in required goals.
• Work independently and be self-driven, with the ability to identify, plan, and prioritize business opportunities.
• Build and maintain strong and effective working relationships both internally and externally.

Requirements

• Professional, outgoing, and friendly demeanor with a positive, entrepreneurial attitude and the ability to adapt sales techniques and presentations.
• High level of critical thinking and analytical skills required to make data-driven campaign recommendations and recap customer performance.
• Strong communication and negotiation skills.
• Accurate predictive forecasting and gap planning skills.
• Understanding of multi-touchpoint prospecting and diligence in activity to move prospects through necessary nurture channels.
• College degree or equivalent experience preferred.
• 3+ years of digital advertising/media sales experience with current Southern California client relationships.
• Responsibility for strategic selling and client development; 3 most recent years must demonstrate success selling in a primarily focused digital media or online advertising sales role.
• Working knowledge of Salesforce, Excel, and PowerPoint, and experience in a sales enablement platform such as Outreach or Pardot.
• Proficient in Zoom, Google Hangouts, or similar video conferencing.
• Superior knowledge of sales techniques including cold-calling, networking, lead generation, all with the ability to capture and close the deal with a proven track record of success driving revenue.
• Proven track record of closing new business and negotiating multi-variable contracts.
• Strong presentation, organizational skills, and ability to handle multiple tasks and priorities; demonstrated time management skills.
• Bilingual (English/Spanish) preferred.

Benefits

• Medical, dental, life, and disability insurance.
• 401k retirement plan.
• Paid time off and select paid holidays (based on eligibility).
• Cell phone stipend and mileage reimbursement.

Pay

The hourly wage range is $31.25 - $36.06 ($65,000 - $75,000) with uncapped commission (OTE $160,000 - $180,000 at plan with accelerators that exceed $180k). Pay is based on several factors including geographic location, education, work experience, time in role, and certifications.

About the company

In 2016, the Southern California News Group (SCNG) rapidly became a major U.S. news organization, bringing together prominent publications like the Orange County Register and Riverside Press-Enterprise under the MediaNews Group umbrella. SCNG is the largest news content provider in the five-county Los Angeles metropolitan area, boasting leading circulation nationwide with 11 daily newspapers and over a dozen community weeklies. Our mission is to connect communities by providing readers with top-notch local news coverage and offering advertisers unparalleled access to a diverse and engaged audience.

SCNG’s in-depth reporting on local news, politics, sports, and entertainment attracts a highly desirable audience of over 8.1 million adults weekly, making it an indispensable marketing solution for Southern California advertisers. SCNG has been a 4x Built In Best Places to Work Winner (2023-2026).