Client Partner, Public Affairs & Regulated Industries

The Washington Post•Washington, DC

5d•Onsite

About The Position

Join the future of news We’re on a mission to deliver riveting storytelling for all of America. At The Washington Post, you’ll help reinvent news. Our work is driven by a deep investigative spirit and enhanced by innovation to bring audiences closer to the stories that matter most. About Our Team The Washington Post is powered by the passion and talent of our people. It takes all of us to reinvent news. Beyond our award-winning Newsroom and Opinions teams, we work across many departments, including Brand & Events, Communications, Customer Care, Engineering & Product, Finance, Human Resources, Legal, Marketing & Advertising, Print Operations, and Sales. Why This Role Matters The Washington Post is the leader in breaking news and analysis across all categories – especially Technology, where we made significant editorial investments. We consider ourselves an equal parts technology and journalism company that makes today’s news accessible to all. Within the Client Solutions Group, we have established ourselves as leaders in developing advertising solutions that range from proprietary ad formats to branded content to events and beyond. We work to build strategic partnerships with our clients informed by deep insights and great ideas. We seek a dynamic senior sales professional with extensive experience within the public affairs vertical to join our Client Partner team. What the successful candidate will bring to the table: a self-starter with a deep understanding of the public affairs category; extensive client relationships at both the client and agency level with the DC region; a disciplined approach to maintaining daily sales activity levels; ability to sell ideas outside the RFP cycle; masterful presentation skills; and a proven track record in building and sustaining client-based relationships. We’ll also need you to be on the lookout for emerging trends within the industry, to think beyond The Washington Post’s current product lines for the next big thing, and to develop relationships outside the typical media buying chain—all to drive incremental sales that will meet and exceed our goals.

Requirements

10+ years of experience in media sales within DC and the public affairs category
Extensive relationships within DC at both the client and agency level
Experience in working across multi-million dollar client accounts and scaling the business within that account through deepening relationships and working across multiple lines of business
Ability to travel to client locations (when in-person meeting activity is appropriate).
Strong presentation and in-person sales skills and a proven record of accomplishment in building and sustaining client/agency relationships.
Knowledge of the digital media market and the ability to respond effectively to market direction, client needs, and competition.
A strong business development focus, willing to self-start and prospect to uncover new business.
Ability to establish rapport, develop credibility, and sell ideas to senior management.
A strong, professional, goal-oriented work ethic and a track record of meeting quarterly/annual goals.
A desire to manage the entire sales process (including prospecting, acquiring new business, and maintaining relationships).
Bachelor’s degree
Experience selling digital, print, content, audio and social advertising within the news industry

Responsibilities

Sell multi-platform advertising programs through both direct client and agency engagements.
Provide internal strategic direction on how we build our business strategy and establish new data partnerships, both direct and programmatic.
Establish and deepen relationships with clients in DC to understand their business needs and goals.
Create customized solutions and close sales for retained/incremental revenue.
Uncover new opportunities while remaining steadfast with your current client list.
Communicate and report sales plans and actions taken to management.
Deeply understand professional services industry trends as they pertain to your clients.
Employ an entrepreneurial and creative approach to your business.
Collaborate with internal partners effectively.
Attend outside business functions as needed, including in-person client meetings.