Director, Major Account Partnerships

Job Description

The basic function of this position is to maximize advertising sales revenue of mid-level Major accounts through the development and maintenance of quality business relationships and promotion of new/existing advertising initiatives. This role is also expected to exhibit exemplary customer care through proactive communication and reporting.

Primary Duties and Responsibilities:

• Meet or exceed monthly sales goals, anticipating any challenges, and working with the Executive Director to determine strategies to overcome possible shortfalls.
• Work with existing or new customers by phone and in person to determine their advertising needs, matching needs with appropriate advertising format, products, and pricing structure.
• Generate new leads/sponsors by making cold calls, calling on inactive accounts, and maintaining an awareness of new businesses opening in the area.
• Prepare and conduct presentations to new and prospective customers, conveying market research, competition, product and pricing, and any other pertinent information to help customers make informed decisions.
• Conduct relations between The San Antonio Express News and customers according to established protocol, maintaining integrity in all aspects of the business relationship.
• Calculate and communicate pricing information and contracts with customers, allowing enough time for them to make informed decisions.
• Provide advertising manager and other involved personnel with timely updates on sales activity, client feedback on products and services, and other relevant information through SFDC, established projection tool and 1x1s.
• Recommend new products and sales promotions to Executive Director.
• Contact all customers who recently stopped advertising to ascertain reason why and to rectify situation if possible.
• Educate customers about the features and benefits of new sales products/promotions/initiatives.
• Adhere to established advertising deadlines.
• Attend community and professional events as necessary.

Administrative Duties:

• Accurately complete all sections of required insertion order form prior to submission.
• Document pertinent information related to ongoing advertising contracts, ensuring adherence to terms outlined in the contract.
• Review history and ensure customer has paid previous balances prior to accepting new ad orders.
• Approve proposed account adjustments with advertising manager prior to issuing a credit memo to accounting.

Education, Training and Skills Required:

• College degree required.
• Minimum of 3+ years previous outside sales experience required, with specific print/media sales experience highly desirable. Multi-platform Sponsorship Sales Experience Preferred. Must be computer literate.
• Proficient in the use of salesforce
• Google Certifications preferred
• Experienced in the application of Scarborough and Nielson research.

Personal Profile:

• Possess high degree of business and personal integrity.
• Often described as possessing both an analytical and creative talent.
• Organized, efficient and able to meet deadlines.
• Ability to work cooperatively with coworkers and managers across departments.
• Must possess a valid driver's license and reliable transportation.
• Attention to detail and ability to run multi-platform advertising programs. Conceptually Selling Value.
• Good verbal and written communication skills, ability to build influential presentations for new initiatives.