44 days ago

Channel Sales Executive

Houston, TX


Channel Sales Executive

Channel Sales Executive

Job Title: Channel Sales Executive

Location: Houston

Department: Advertising

Reports To: Advertising Director

Job Summary: Generate channel and classified advertising revenue both in print and digital by developing and maintaining relationships with prospects and current clients.

Duties: The performance of Channel Sales Executives will be evaluated according to the standards below. The target standard defined for each duty is the expected level of performance. Performance that falls below the minimum defined standard could be job threatening.

  1. Goals and Quotas. Yearly and monthly quotas will be set in consultation with the Advertising Director and will be based on assigned categories, the previous year’s actual revenue and the category’s estimated growth potential among other criteria. Channel Sales Executives should, at a minimum, meet their monthly and yearly quotas and strive to exceed them.
  2. Revenue Mix. Of the total amount booked each month, a minimum of 60 percent should be Classified advertising with the remaining 40 percent a combination of Digital, Special Reports and Book of Lists ads.
  3. Prospecting. Channel Sales Executives should spend a minimum of 30 percent, and a target of 50 percent, of their time identifying sales prospects. Resources such as referrals, competing media, trade shows and networking events are among the best sources for sales leads. Once a prospect is identified, a Channel Sales Executive should spend adequate time qualifying the lead by learning as much as possible about the company. Channel Sales Executives should make a minimum of 30 and a target of 50 prospecting telephone calls each week.
  4. Sales Calls. Channel Sales Executives are expected to make a minimum of 150 and a target of 200 sales telephone calls each week.
  5. Contracts. Eighty percent of a Channel Sales Executive’s monthly revenue should come from contract advertisers. Contract advertisers should always be on a schedule, and the schedule should be designed to match their company’s marketing goals. Channel Sales Executives are expected to average a minimum of one, and a target of two, $20,000 Volume or more signed contracts each week. In addition, they are expected to contact clients regarding past-due accounts.
  6. Database. Channel Sales Executives should maintain a database of a minimum of 150, and a target of 200, accounts that they are actively pursuing. The database should be updated each time an advertiser is signed to a contract.
  7. Pre-billing. Channel Sales Executives are expected to begin each month at 50 percent of their monthly quota. Must manage sales pipeline and revenue forecast in Salesforce to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities at each stage of the sales process as well as future new business revenue.
  8. Product Familiarity/Market Intelligence. Channel Sales Executives are expected to read their publication every week and to be familiar with all competing media.
  9. Paperwork. Channel Sales Executives should complete all required paperwork accurately and on time. This includes, but is not limited to, credit applications, contracts, sales projections, expense reports, call reports, commission reports and bonus reports.
  10. Forecast. Manage sales pipeline and revenue forecast in Salesforce to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities at each stage of the sales process as well as future new business revenue.
  11. Managing Prospect and Client Information. Keep accurate and clear records within Salesforce to provide a solid deal history that clearly shows the steps taken to reach each transaction.
  12. Policies and Guidelines. Adhere to the ACBJ corporate policies set in place.
  13. Communication and Teamwork. Channel Sales Executives should keep the Advertising Director apprised of their schedules and developments with their accounts. They are expected to work cooperatively and collaboratively with members of other departments.
  14. Customer Service. Channel Sales Executives should respond to all customer calls as soon as possible, at a minimum within 24 hours. Requests for makegoods on ads run incorrectly because of a publication or printing error should be resolved in consultation with the Advertising Director. Makegoods do not count toward contract fulfillment, nor are they commissionable.
  15. Community. Channel Sales Executives are expected to participate in all Business Unit-sponsored events and to provide input as to which of their clients and prospects should be invited to attend. They should attend a minimum of one, and a target of two, networking events each month.
  16. Professional Development. Channel Sales Executives are expected to participate in all training offered by their Business Unit or by ACBJ. In addition, they should participate in at least one other training opportunity each year, as agreed upon with the Advertising Director.
  17. Other. Channel Sales Executives should be prepared to assist with any other task or project assigned by the Advertising Director.

Minimum Job Requirements

  1. Education. College degree or comparable work experience.
  2. Experience. Two years media sales experience preferred; new graduates considered.
  3. Specific Skills. Proficient with Microsoft Office Suite, CRM tools like SalesForce.
  4. Well versed in a variety of social media platforms including Facebook, Twitter, LinkedInMicrosoft Office,Word processing, internet.

Supervisory Responsibilities: None.

Working Conditions: Occasional overtime to meet deadlines or to attend events or training programs is expected.

Success Factors. Engaging telephone demeanor, discipline, focus, enthusiastic, goal oriented, accountable, organizational skills, sales skills and outstanding customer service orientation.  




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