Associate Account Executive (Local Sales)

The Walt Disney Company•Chicago, IL

About The Position

The Associate Account Executive (AAE) key role is to provide sales support for Account Executives (AE) within Disney Entertainment. As the right hand of the AE, the AAE focus is to grow revenue by generating new business, retaining existing clients, and growing business across both multimedia and addressable products for the Owned Television Stations. While all AAEs are empowered to drive both linear and addressable revenue, the allotment of sales focus against each is left to the guidance of the local management team. As a rising sales lead, the AAE is expected to understand key sales drivers for the total business (linear & addressable) and will drive accountability & clarity of account ownership within allocated customer relationship management platforms (ex. WideOrbit and/or Saleshub) for both the AE & AAE. Job Summary: Pre Sales: AAE coordinates with their respective AE’s to answer RFP’s, create pitches and respond to marketing briefs with sales and marketing solutions teams. The AAE understands the total book of business (linear & digital) to identify new opportunities for their clients before an RFP is delivered. Partner with sales team to develop & coordinate qualitative information associated as part of pre-sale planning and deck completion. The AAE should NOT build plans, but can help coordinate and align with the AE. After 1 year in role, the AAE may start prospecting activities on new business (with supervisor approval). In addition to prospecting, AAE can also be empowered to lead sales efforts on specific accounts (ex. build plans, pitch, and selling activities). Active Campaign: AAE delivers white glove customer service to its clients/agency, working with sales, marketing, ad ops and research teams to ensure that the campaign elements are delivered on in full. Preparation of deal memos & coordination of “Playbooks” for larger campaigns should be facilitated by the AAE, and weekly agency status calls or emails on ratings/reporting on campaigns may be led by the AAE. AAE also to check plans are booked in the system, confirmed schedules, alignment on CPMs and ensure all the sponsorship elements are being executed. Post-Sales: AAE works alongside the AE to ensure that a renewal of the deal is likely and/or that the client will want to continue to do business with the Disney portfolio. Responsibilities include coordinating with the sales & marketing teams on all recap sites/decks, as well as with research on any custom studies, results or reporting. The AAE can also organize pulling of video clips to be shared with the agency and providing topline success stories as well (in some specific cases, the AAE might be required).

Requirements

4+ years of relevant experience
Experience within Linear and/or Digital platforms
Demonstrate proficiency in media math and analysis
Ability to manipulate data for analysis and presentation

Nice To Haves

Proven strategic thinker with the ability to analyze data and translate it into specific and measurable tactics, actions, and outcomes
Problem solver with the ability to collaborate and work across functions
Understanding of how our clients set priorities and performance goals, and how we can align our product portfolio to best fulfill those needs
Excellent written, verbal and interpersonal communication skills
Exceptional organizational and prioritization abilities
Ability to multi-task, make decisions and manage at entrepreneurial speed

Responsibilities

Reports to the Director of Sales and is responsible for building relationships with AE’s, clients & agencies.
Gain insight into customer needs and translate those into sellable opportunities
Act as a resource for AE’s regarding available opportunities across all media types in the Disney portfolio
Analyze current state of linear business to identify and recommend digital extension opportunities
Leverage deal expertise to proactively recommend optimized inventory solutions
Create and deliver powerful and persuasive presentations to clients
Prepare proposals and respond to RFP’s with a high degree of professionalism, quality, and timeliness
Prepare and deliver both pitch and wrap up decks for pre and post campaigns
Chief POC in securing client assets and getting mock-ups approved for upcoming campaigns
Compile weekly and quarterly sales and client status reports
Track all meetings, closed deals & clients on a weekly basis
Collaborate with DAS category vertical teams for insights to help grow business
Partner with and coordinate Sales Planners for sports, broadcast, entertainment streaming, social and digital deals
Partner with other DAS teams (ex. marketing, research, operations) for RFP requests and campaign implementation
As required, prospect, identify and qualify new clients for our various portfolios (using offerings like Media Monitors)
Stay current on video advertising trends and innovations
Provide industry and competitive updates by staying active & well read on trades; also responsible for surfacing relevant articles & topics to AE and team when appropriate
Contribute to a positive culture of inclusion, and uphold the values of DAS