Account Executive Digital Sales

Company Description

Valassis, a Vericast business, is the leader in marketing technology and consumer engagement. We work with over 60,000 companies and brands in a wide array of industries, partnering to anticipate consumer intent, inspire action, and create demand. NCH Marketing Services, Inc. and Clipper Magazine are Valassis subsidiaries. Its signature Have You Seen Me?® program delivers hope to missing children and their families. 

Job Description

Position Summary:  The Senior Digital Account Executive is responsible to meet or exceed revenue objectives and sales goals, through servicing and growing accounts as well as new business acquisition. The Sr. Account Executive is viewed as an expert in Valassis Products and provides business insights to the client.

Key Responsibilities:

• Make sales calls for the purpose of: Identifying and capturing all revenue opportunities, expanding knowledge base of customer business/objectives and requirements, building meaningful value-added relationships, selling the value of Valassis products/services and solutions and work toward establishing partnerships.
• Penetrate and close new business opportunities (organic and inorganic)
• Create a compelling story/vision for the customer on why they should change their marketing strategy
• Propose omni-channel solutions that will fulfill the clients goals
• Build  and cultivate relationships to maintain and grow revenue in all accounts
• Acquire and sell to close, accounts with varying complexity levels
• Primary product knowledge is Valassis Digital products; but has the ability to sell or partner on omni-channel product solutions
• Maintain and grow customer accounts optimizing revenue opportunities:
• Effectively partner with print sellers to maximize revenue opportunities
• Provide creative solutions to drive revenue
• Act as a trusted business partner, build meaningful value-add relationships
• Build successful relationships with Senior Level Clients and decision makers
• Tactical and flawless implementation of programs
• Point of client contact for problem solving and strategic account management
• Develop and cultivate new business opportunities with the client
• Develop strategic advertising ideas / programs
• Participate in account strategy sessions
• Negotiate contracts; engaging internal resources as needed

Client interaction includes:

• Engage with decision makers
• Lead with Client Solutions
• Use data, research and insights lead clients toward a Valassis solution
• Sell product mix as appropriate to ensure success, with a strong emphasis on digital solutions
• Research, tailor and teach commercial insights to clients
• Obtain and understand Customers’ marketing and advertising requirements and objectives
• Create demand for all Valassis Products, Services and Solutions
• Participate in financial conversations with senior executives
• Effectively work through internal processes and procedures to support optimization of Reporting and Sales:
• Maintain accurate forecasts and pipelines through effective utilization of Salesforce.com.  Use salesforce to manage business
• Submit all planning and reports as required

Qualifications

Education & Knowledge:

•  Bachelor’s degree preferably in the fields of Business, Marketing, or Communications; or equivalent combination of education and experience

Experience / Skills and Competencies:

• 7 years of successful outside sales and/or account management experience; preferably selling Valassis solutions
• Preferably 5 years of experience selling digital media client solutions (IAB or any others) in the programmatic space
  • Selling programmatic vs. platforms for specific publishers
• Understanding of the digital landscape, industry and privacy issues
• Experience and proficiency required in:
  • Industry: Marketing, Media,  Advertising
  • Selling through creating a compelling vision or story
  • Use of data and insights as a selling tool
  • Prospecting/new business development
  • Managing client relationships
  • Understanding and selling the Valassis suite of product offerings through integrated product campaigns
  • Understanding of the clients market, competition, etc to offer the best solution
• Experience in sales reporting/forecasting
• Proficient at solution selling and closing opportunities
• Show a consistent track record of success in achieving and exceeding annual quota and business objectives
• Strong skills in:  problem resolution, overcoming objections, initiative, conceptual selling, presentation delivery, negotiation, innovation and managing multiple priorities
• Manage client expectations
• Ability to interpret marketplace needs and translate them into products/services
• Highly developed client solution selling and targeting skills.  Requires very little support from management to sell or close business.
• Looked at as a Subject Matter expert and leader, by clients, vendors and co-workers
• Persuasive Storytelling ability
• Build strong internal relationships and positive brand
• Think and acts strategically
• Innovative, analytical and strategic thinking
• Display Emotional (EQ) and Cognitive (IQ) Intelligence; the ability to read those around you and appropriately respond intellectually and emotionally
• Adapt easily to change; including the market, products and internal company initiatives
• Excellent communication (written and verbal) and interpersonal skills.  Ability to communicate at all levels within the organization and outside
• Come across as credible in the clients business, our product offerings and in professionalism; develop the clients trust easily
• Ability to effectively communicate complex strategies in easy to understand, high impact presentations to clients and internally as needed
• Organized, detail-oriented and thorough approach to all responsibilities
• Exude credibility (product knowledge and professionalism)
• Develops trust easily

Additional Information

WHAT'S IN IT FOR YOU?

Valassis offers a generous total rewards benefits package that includes medical, dental and vision coverage, 401K and generous PTO allowance. A wide variety of additional benefits like life insurance, employee assistance and pet insurance are also available, not to mention smart and friendly coworkers!

Valassis considers applicants for all positions without regard to race, color, creed, religion, national origin or ancestry, sex, age, disability, genetic information, veteran status, or any other legally protected status. In addition, Valassis will provide reasonable accommodations for qualified individuals with disabilities. 

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