Business Development Executive

MediaNews Group•Irvine, CA

23h•$65,000 - $75,000•Hybrid

About The Position

The Business Development Executive (BDE) is responsible for delivering the highest level of collaboration and expertise, partnering with clients to meet their advertising campaign objectives, and working with colleagues to manage the development of new accounts. This role focuses on strategic consultative sales with high value accounts that have large scale and diverse marketing budgets with advanced attribution and performance management. This role has access to demand generation and market research data for self-generation or strategic movement of existing relationships. This is a hybrid position. A mix of field and remote work with in-office collaboration in Irvine, CA. Candidates must be located in Southern California, including the Greater Los Angeles Area, Orange County, and the Inland Empire.

Requirements

Professional, outgoing, and friendly, 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 on 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
7+ years of advertising/media sales experience with responsibility for strategic selling and client development; 3 most recent years must have demonstrated success selling in a primarily focused digital media or online advertising sales role
Working knowledge of Salesforce, Excel and PowerPoint, and have 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
A full pre-employment background check and MVR will be conducted as part of the selection process.
Must be willing to submit and pass the necessary required checks
Must possess and maintain a valid driver’s license and have reliable transportation
This position entails occasional driving for work assignments, in-person training sessions and/or meetings.
Must be available for shift work.

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 can convey the value that our products and services have over the competition and uses product knowledge to develop a comprehensive counterattack
Create, develop, and lead marketing presentations and create 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 advertising technology industry
Navigate internally with various departments to create compelling media solutions for advertisers
Rep is responsible for meeting with accounts and prospects in person as necessary
Go to the office for training and sales meetings as necessary
Be self-accountable to necessary activities for pipeline management and goal achievement
Work in a fast-paced, deadline-oriented, dynamic environment
Set personal goals and demonstrates a drive to succeed in goals required
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