Account Executive I - Sales Ops

USA Today Co•Milwaukee, WI

About The Position

We have a key role as an Account Executive for our Automotive Marketing Team, part of The USA TODAY Network Automotive enterprise-wide solutions sales team. This is an opportunity to be part of an elite Automotive team that will drive a retail auto industry transformation. Our team is tasked with building the strongest portfolio in the industry—providing end-to-end digital marketing, wholesale, and commerce solutions for major account automotive segment customers. You will work alongside top Sales Executives across Gannett Co., Inc. to develop and build exceptional business solutions for our clients so they can focus on what matters most—growing their business. Our teams capitalize on the utilization of data, leveraging insights for retention and strategic selling opportunities to grow revenue. In-depth knowledge of the Automotive industry is a plus; however, a proven track record of driving product penetration, upsell, and retention of Major Accounts—through both acquiring new business and increasing current client spending while increasing client satisfaction—is essential. We are looking for someone who demonstrates initiative, resourcefulness, and ingenuity, paired with a high level of strategy and a strong sales background. Responsibilities Primary responsibility is to drive product penetration, upsell, and retention of accounts through the combination of acquiring new business and increasing current client spending while increasing client satisfaction. The successful candidate develops relationships with senior executives at local dealerships and rooftops and builds a strong understanding of the account base and related industries. This role performs face-to-face sales calls and retention meetings, delivering valuable insights with every interaction. The Account Executive shares marketing and campaign results, implications, and recommendations with clients, and creates solutions with CSM partners to deliver custom strategies that provide measurable ROI. There is a strong focus on delivering and obtaining long-term commitments and campaigns. The role effectively utilizes Salesforce.com to manage pipeline, maintain awareness of revenue responsibilities and performance to goal, and stay abreast of details requiring attention. The Account Executive develops and works a pipeline of growth opportunities within the existing base and from new high-potential prospects while producing accurate forecasts. This position develops or synthesizes insights to create account plans that shape customized strategies and collaboratively develops and executes plans to gain market share within the Majors segment.

Requirements

Bachelor’s degree in marketing, advertising, or an equivalent combination of education and experience is required.
3 to 5+ years of sales experience with a history of successful sales, innovation, and goal achievement.
Candidates must be able to identify the current needs of the client base, communicate the benefits of audience-based marketing solutions as they relate to each need, and sell the appropriate campaign.
The ability to work through objections and concerns regarding costs, budgets, and selling strategies is essential, along with the ability to research problems and provide solutions.
A strong understanding of digital media platforms and a demonstrated ability to grow and maintain market share are required.
The candidate must be able to accurately develop forecasts and manage pipelines.
Proficiency in face-to-face sales calling, including up-selling, appointment setting, and cold calling, is expected, as well as the ability to effectively articulate product value propositions to customers.
The successful candidate will have a demonstrated record of success in a goal-oriented, highly accountable environment, building customer-based revenue and delivering solutions based on identified needs.
The ability to work effectively as part of a team, manage time with a focus on sales-related activities, and drive initiatives for positive, constructive change is critical.
Experience working with Salesforce or another CRM platform is required.
This individual thrives in a fast-paced, rapidly changing environment, acts as a proven agent for change, and works effectively in a matrix environment.
Excellent organizational, written, and verbal communication skills are required.

Nice To Haves

In-depth knowledge of the Automotive industry is a plus

Responsibilities

Drive product penetration, upsell, and retention of accounts through the combination of acquiring new business and increasing current client spending while increasing client satisfaction.
Develop relationships with senior executives at local dealerships and rooftops and builds a strong understanding of the account base and related industries.
Perform face-to-face sales calls and retention meetings, delivering valuable insights with every interaction.
Share marketing and campaign results, implications, and recommendations with clients, and creates solutions with CSM partners to deliver custom strategies that provide measurable ROI.
Effectively utilize Salesforce.com to manage pipeline, maintain awareness of revenue responsibilities and performance to goal, and stay abreast of details requiring attention.
Develop and work a pipeline of growth opportunities within the existing base and from new high-potential prospects while producing accurate forecasts.
Develop or synthesizes insights to create account plans that shape customized strategies and collaboratively develops and executes plans to gain market share within the Majors segment.