Job Description

The Account Manager for Southern California News Group is responsible for delivering world-class service, partnering with clients to meet their advertising campaign objectives and working with colleagues to manage the development of assigned accounts. The Account Manager partners with internal teams for sales, marketing and ad operations to exceed KPI goals for our clients. The Account Manager proactively provides campaign feedback, presents up-sell opportunities to existing clients in order to grow a book of business and interprets/presents complex data to the client in regards to campaign performance and market analysis.

Essential Functions

• Proactively prospect, qualify, grow and maintain an account list of medium to large size advertisers/category using a consultative (customer-centric) selling approach

• Share sales expertise with Account Executives to help develop their skills

• Possess a thorough knowledge of print and digital product portfolio (features, benefits, rates, etc.)

• Create marketing ideas and opportunities outside of our print and digital product portfolio (i.e., non-traditional revenue)

• Create and update marketing presentations using research to sell against other competitive media

• Effectively prepare and execute revenue contracts and business proposals

• Stay current and up-to-date on business trends, new directions and key changes in products (both print and digital) or management within a specific company and/or industry; clearly explain non-print competitors and their metrics of measurement vs. print and digital newspapers metrics

• Analyze and interpret key sales metrics and develop strategies to reach sales success

• Work internally with various departments to create compelling media solutions for advertisers

• Work closely with client post-sale to ensure client retention, renewal and overall campaign success

• Responsible for client revenue growth, financial forecasting and accurate customer billing

• Acknowledge and overcome client objections by analyzing and resolving campaign issues

• Develop internal and client-facing custom reports via Google Analytics, Excel and other internal tools

• Job duties and priorities may shift as revenue and department needs fluctuate

Competencies & Skills

• Proven track record of success driving revenue through the development of long-term strategic relationships and demonstrated track record of structuring and managing complex negotiations to successful closure and delivery.

• Strong understanding of digital and print advertising products.

• Demonstrated sales leadership skills

• Ability to work well in a fast-paced, dynamic environment.

• Excellent presentation and customer relationship skills

• Strong written and verbal communication skills.

• Must be detail oriented and have strong organizational and time management skills.

Required Education

• High school diploma / GED

Preferred Education

• Bachelor’s degree or equivalent amount of work experience.

Required Experience

• 5-7 years media sales experience managing medium to large size advertisers.

Required Applications, Platform Knowledge, Softwares, etc...

• Proficiency in MS Word, Excel and PowerPoint.

• Proficiency in Google Analytics and Google AdWords

Work Environment

• This position may be permanent remote. This job operates in a professional office environment and at the Company and client sites for business meetings and presentations. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms and requires the ability to occasionally lift office products and supplies up to 30 pounds.

Other Duties

• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice