National Account Executive

Who We Are:

The mission of American Public Media Group (APMG) is to enrich the mind and nourish the spirit, thereby enhancing the lives and expanding the perspectives of our audiences, and assisting them in strengthening their communities. We aspire to be the leader in creating trusted and meaningful listening experiences with and for curious people, and we seek to create a diverse, inclusive culture focused on growth and outcomes to serve our audiences.

APMG's primary operating divisions Minnesota Public Radio, Southern California Public Radio, and American Public Media offer multi-regional FM broadcast channels, website, mobile and social media channels, live events, national content creation and distribution. Together, these divisions operate 49 public radio stations and 42 translators serving regional audiences in eight states from Minnesota, Michigan, and the Upper Midwest to Idaho and California; distribute a portfolio of more than twenty national programs reaching nearly 20MM listeners weekly through 1,000 radio stations; serve rapidly growing audiences on digital, social and mobile platforms; and produce an increasing and diverse array of podcasts featuring the best in food, culture, entertainment, mental health, water, early brain development, business, and investigative journalism.

National Account Executive is a sales role responsible for securing new sponsors for American Public Media Group's (APM) national broadcast, podcast, digital, video, and event programs to meet stated income targets. APM programs include Marketplace, Marketplace Morning Report, Marketplace Tech, BBC Newshour and World Service, APM Reports, Splendid Table, The Daily, and the Classical Music Portfolio, and podcasts from APM Studios. The position will service, renew, and increase the funding levels of current clients to meet both new income and renewal rate targets (as applicable). The role will assist with other development and marketing activities as assigned.

Location: Remote

Expected Range: $110,000 - $125,000 plus commission. Exact salary determined by experience and education related to the role, organizational compensation structure, and internal equity.

Travel: Limited travel a few times per year.

Application Deadline: Friday, July 28, 2023

Your Role:

• Identify new underwriting prospects using broadcast, print, and digital media, podcasts, trade publications (marketing, advertising, industry-specific), and business contacts.
• Establish, cultivate, and manage strong ongoing client relationships. This includes developing rapport and driving client discussions to understand how APM content can assist with the client's underwriting/advertising needs.
• Prepare written and in-person/Zoom presentations designed to meet prospect needs and resources.
• Establish and maintain accurate and current records in Salesforce (Constituent Relationship Management System) and Salesloft including account and client contact information, contact history, as well as current and pending business opportunities.
• Identify and execute, using Salesloft, appropriate prospect cultivation that results in sales cycle closure.
• Communicate new business results to the manager. Generate reports to show income generated from prospect conversions on a weekly and/or monthly basis.
• Work with prospects and internal APM staff to prepare effective and acceptable underwriting credits. Identify and execute appropriate client cultivation that results in continued APM funding (adhere to high maintenance, low maintenance portfolio management techniques).
• Prepare written and in-person presentations to encourage both a renewed and increased advertising/sponsor commitment.
• Network in the marketplace with other organizations and individuals in the broadcast, content, and marketing industry.
• Secure media partnerships with appropriate partners and businesses at the request of marketing and other departments in the organization.
• Work with sponsors and internal APM staff to prepare effective and acceptable underwriting credits.
• Participate in the creation and/or revision of sales and marketing materials.
• Identify digital sponsorship and advertising opportunities for both current clients and prospects.
• Continuously look for ways to refine and enhance support systems such as traffic, billing, Neilson, Media Audit, Scarborough, and Digital metrics.
• Other duties as assigned.

Required Education and Experience:

• Bachelor's degree or equivalent work experience.
• Minimum of six (6) years of relevant sales experience in broadcasting or other media.
• Minimum of three (3) years of relevant sales experience in digital media.

Required Skills, Knowledge, and Abilities:

• Proven track record of successfully meeting income targets through both prospecting and client upgrades.
• Excellent communication skills.
• Looking for a curious mind, a team player, and an energetic and strong presence.
• Demonstrated time management skills.
• Must be self-motivated, results-oriented, persuasive communicator, and goal focused.
• Ability and eagerness to sell in a challenging environment focused on building a significant public service media company.
• Must work well independently as well as be a team player.

Preferred Skills and Experience:

• Knowledge of American Public Media Group's products.
• Knowledge of Salesforce is helpful but not mandatory.
• Knowledge of general marketing principles.

Reporting To This Position: None

Physical Demands and Working Conditions:

• Must be able to perform the essential duties of the position with or without reasonable accommodation.
• Ability to travel during the day, with occasional overnight travel required.
• Must have a personal vehicle available for use to call on clients. Mileage reimbursement will be provided.
• Must have a valid, current driver's license.
• Must have a clean driving record with no DWIs or excessive amount of traffic violations or accidents.
• Physical Demands:
• Required to move about in an office environment and sit for extended periods of time.
• Required to move about in the community.
• Frequent use of hands for data entry/keystrokes and simple grasping
• Working Conditions:
• Moderate noise level
• Occasional exposure to prevalent weather conditions

APMG offers a comprehensive benefits package including Medical plans with HSA and FSA options, Dental, Vision, Life and AD&D, Short-Term and Long-Term Disability, Paid Parental Leave and Paid Caregiver Leave after 1 year, Vacation (3 wks./per year, pro-rated, based on hours worked), Sick time (12 days, pro-rated, based on hours worked), Holiday Pay (10 holidays + 2 floating holidays each year), Volunteer Time (8 hours per year), Long-Term Care and Critical Illness insurance options, Employee Assistance Program, 403(b) Retirement Plan, and more.

Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

We are committed to hiring a breadth of diverse professionals and encourage members of diverse groups to apply.