Junior Account Executive / Sales Associate

The Air & Space Forces Association (AFA) is a non-profit, independent, professional military and aerospace education association. Our mission is to promote dominant U.S. Air and Space Forces as the foundation of a strong National Defense; to honor and support our Airmen, Guardians, and their Families; and to remember and respect our enduring Heritage.

About the role

This entry-level position reports directly to the Vice President of Sales. The Junior Account Executive will be responsible for identifying and attaining new advertisers and sponsors for AFA products, including but not limited to:

• Air and Space Forces Magazine (print and digital)
• Display advertising on Airandspaceforces.com
• Newsletters
• Content marketing
• Thought leadership programs
• Event sponsorships for AFA self-produced events

This position assists the Vice President of Sales in the research and execution of sales programs while performing a broad range of sales-related duties for the greater Sales team.

Responsibilities

• Build and Manage New Business Pipeline (40%)
  • Build and maintain an active sales pipeline for all assigned programs within the AFA product line, including advertising, media, and event sponsorship.
  • Conduct daily dedicated outreach to warm leads and cold calls based on assignment.
  • Prospect within designated areas of focus as assigned by the Vice President of Sales.
  • Convert leads from the assigned list of existing AFA Corporate members into active AFA Advertisers/Sponsors.
  • Work cross-departmentally to research, curate, create, and maintain lead lists for new business.
• Executing Sales Functions (40%)
  • Meet or exceed aggressive new business sales targets.
  • Conduct outreach and relationship-building with external stakeholders to secure sales contracts, sponsorships, and general support and awareness of AFA.
  • Manage existing relationships with advertisers while growing year-over-year investment.
  • Promote the AFA product line through media kits, prospectuses, and customized sales and marketing collateral.
  • Build comprehensive integrated marketing proposals to present to clients ranging from junior-level to senior agency buyers.
  • Host virtual and in-person presentations.
  • Attend consumer, trade, and other industry events to solicit new sponsors.
  • Consistently analyze metrics, maximize revenue, identify opportunities, optimize campaigns, and troubleshoot issues.
• Administrative Functions (15%)
  • Forecast, track, and report on sales performance.
  • Curate sales forecasts and other related data for internal presentations.
  • Create, modify, edit, draft, or proofread outbound sales and marketing collateral.
  • Enter and maintain sales leads into the sales contact database/CRM.
  • Research best practices, strategies, and industry standards in online, print, and event marketing.
• Other duties as assigned (5%)
  • Demonstrate the ability to creatively problem-solve revenue-generating solutions/products/strategies to address client business challenges.

Skills

• Collaboration, negotiation, and customer service skills.
• Ability to effectively collaborate with internal partner teams while being independent in managing your business.
• Ability to work in a team environment, focusing on the overall success of the sales department.
• Positive, problem-solving attitude.
• Ability to thrive in a rapidly changing organization; highly motivated, entrepreneurial, and energetic.
• Highly organized and motivated self-starter.
• Excellent verbal and written communications, negotiation, and consultative selling skills.
• Proficiency in standard office computer skills (Word, PowerPoint, Excel).
• Ability to analyze current market trends, research appropriate business opportunities, and follow through on leads.
• Ability to adjust sales efforts as the market demands.
• Strategic thinker, self-motivated, task, detail, and deadline-oriented.
• Able to work efficiently in a fast-paced environment.
• Exceptional customer relations skills and telephone etiquette.
• Strong organizational skills and ability to consistently attend to details and meet deadlines.
• Ability and commitment to act with integrity, professionalism, and confidentiality and interact effectively with high-profile individuals.

Requirements

• Bachelor’s degree in marketing, PR, communications, business, hospitality management, or a related field, or equivalent work experience.
• 1+ years of sales experience with a proven track record of meeting quotas, successfully driving revenue through prospecting, discovery, pitching, closing, renewing, and upselling.

Preferred Qualifications

• Experience selling a comprehensive product line, including media and events.
• Familiarity with Canva design program.
• Experience with CRM systems.

Schedule

• Hybrid schedule consisting of both remote work and onsite work at AFA’s headquarters in Arlington, VA.
• Office hours are 8:30 a.m. to 5:00 p.m., Monday to Friday, subject to modification based on program or site needs.
• Occasional overtime and travel as needed.

Benefits

• Competitive compensation.
• Matching contributions to 401(k) retirement plan.
• Paid vacation and holidays.
• Medical, dental, and life insurance.

Pay

Hiring range for this role is $63,760–$79,080. More experienced candidates are invited to apply and may include salary requirements in their application.

Working Conditions

• Professional office environment with travel to local offices, community partners, and events.
• Routine use of standard office equipment such as computers, phones, copiers, filing cabinets, and fax machines.
• Sedentary work (sitting most of the time with no adverse environmental exposure) with occasional exertion of up to 25 pounds of force.
• Occasional movement inside the office to access file cabinets, office machinery, etc.
• Ability to operate a computer and other office productivity machinery.
• Ability to communicate and hold verbal conversations with others.

Our office is located in Pentagon City, just a short walk from the Air Force Memorial and a half-mile from the Pentagon. Our facility features state-of-the-art video and podcast studios, cutting-edge meeting spaces and classrooms, a vast library containing the history of aerospace power, and museum-grade artifacts and artwork. AFA employees work a minimum of three days in the office, with many choosing to take advantage of our amenities five days a week.