Description:
Generate advertising revenue and meet/exceed sales goals through the creation of new business and renewal of existing sales contracts.
Job Responsibilities
- Meet or exceed revenue goals set by management, on a monthly, quarterly and annual basis.
- Make cold calls and connect with “C” Level clients through phone, email and networking strategies.
- Perform daily outreach and lead generating activity to grow sales funnel that will generate sufficient sales to reach targets.
- Prepare compelling and competitive custom proposals and presentations as part of overall strategic plan.
- Present ideas and advertising solutions that meet individual client needs.
- Present project pricing based on established rates, terms and guidelines provided by sales management.
- Establish, maintain and grow relationships with existing and new clients and their agencies.
- Ensure customer satisfaction by facilitating all aspects of the sales cycle in cooperation with production department, sales and marketing support, and accounting staff.
- Manage pipeline in CRM to understand and self-manage territory business in a data-driven way.
- Track and execute renewals of existing advertising contracts with management approved annual rate increases.
- Competently represent Departure Media to airport partners as directed by management.
- Perform other duties as assigned or required.
Skills
- Strong organizational / time management skills.
- Detailed oriented.
- Skillful at working closely with customers to develop and cultivate relationships to grow accounts.
- Experience in consultative or “needs” based selling techniques.
- Possess and demonstrate a collaborative and professional style with the objective of building strong relationships with diverse customer groups and vendors.
- Self-starter with a diligent work ethic and positive attitude.
- Ability to multi-task and stay calm under pressure.
- Excellent verbal and written communications skills including delivering effective presentations.
- Ability to complete required basic math calculations (e.g, multiply, divide, rate, ratio, percent, produce / interpret bar graphs).
- Proficient in Microsoft software applications (i.e., Word, Excel, Outlook, and PowerPoint)
- Ability to utilize and manage CRM to track sales pipeline.
- Fanatical prospecting ability with focus on growth of pipeline consisting of diverse and representative advertiser base.
- Adept at researching competitors to create market analysis for use in comparative sales.
Competencies
- Dedicated to meeting the expectations and requirements of airport partners and advertising customers by going above and beyond from beginning to end of sales cycle.
- Demonstrate behaviors consistent with DMI’s Core Values
- Exceptional at interpersonal skills with ability to relate well to diverse customer base.
- Energetic go-getter who approaches all aspects of job with drive and energy.
- Proactive problem solver able to creatively resolve conflict in a positive manner.
- Multi-tasker able to effectively sell multiple markets and shift gears quickly and comfortably.
- Equipped with an understanding of basic business principals and able and willing to research and comprehend various customer/business types and sell in a consultative, problem-solving, needs based fashion.
- Comfortable in a primarily digital environment and demonstrated comfort with operating e-mail, the internet, excel, and a Mac operating system
- Within 90 days of start date, demonstrate proficiency in CRM.
- After 90 days, maintain an active pipeline to include no less than 10 new high opportunity leads each week, and deliver an up-to-date sales pipeline report to the Sales Manager weekly.
- Write contracts according to company standards and distribute to clients via DocuSign.
- Maintain an active LinkedIn account to connect with potential leads, assigned markets, and clients.
Minimum Qualifications
- Bachelor’s Degree or equivalent combination of education, training, experience, or military experience.
- Able to travel to other airport markets, as assigned, every 6 to 8 weeks.
- Access to a reliable vehicle and a valid driver’s license.
- Ability to pass a thorough background check, fingerprinting and a federal, criminal database search for purposes of airport badging.
- Must be able to successfully complete TSA safety procedure course(s) and pass test{s) as required for badging in airports.
- Documented success using consultative sales approach.
- Residency within the territory required with travel necessary to other markets as assigned.
- Proven track record of meeting and exceeding sales quotas and personal/professional development goals.