Account Executive II - Local Sales

We have a key role as an Account Executive for our Automotive Team. This is an opportunity to be part of The USA TODAY Network Automotive enterprise-wide solutions sales team that will drive a retail auto industry transformation. Our team is tasked with building the strongest portfolio in the industry that will provide end-to-end digital marketing, wholesale and commerce solutions for major account automotive segment customers. You will be part of an elite team of Sales Executives across Gannett working to develop building exceptional business solutions for our clients so they can focus on what matters most to them – growing their business. Our teams capitalize on the utilization of data, leveraging for retention and strategic selling opportunities to grow revenue. In-depth knowledge of the Automotive industry is a plus but a proven track record of driving product penetration, upsell and retention of Major Accounts through the combination of acquiring new business and increasing current client spend while increasing client satisfaction. We are looking for someone that can demonstrate their initiative, resourcefulness and ingenuity along with high level of strategy coupled with strong sales background.

The successful candidate builds solutions and drives results for our Automotive clients, develops relationships with senior executives at local dealerships and rooftops. Has a strong foundation for strategic and tactical selling within a solution-based sale. The ideal candidate will have delivered results in both “traditional” and “new” media environments.

Responsibilities:

• Primary responsibility is to drive product penetration, upsell and retention of Accounts through the combination of acquiring new business and increasing current client spend while increasing client satisfaction.
• Develop relationships with senior executives at local dealerships and rooftops. Develop an understanding of account base and related industries. Performs face to face sales calls, retention meetings and delivers valuable insights with every interaction. Shares marketing and campaign results, implications and recommendations with clients.
• Creates solutions with CSM and delivers custom solutions that provide and deliver ROI to clients. Focus on delivering and obtaining long term commitments and campaigns.
• Effectively uses SalesForce.com to manage the pipeline, maintains an awareness of revenue responsibilities and performance to goal, and stays abreast of details that require attention. Develops and works a pipeline of potential customers’ growth within existing base and growth from new high-potential prospects. Produces accurate forecasts
• Develops or synthesizes insights and can effectively create an account plan that helps shape a customized account strategy. Collaboratively develops and executes strategies to gain market share within Majors segment.

Qualifications:

• Bachelor’s degree in marketing, advertising or equivalent combination of education and experience.
• 3 to 5+ years sales experience with a history of successful sales, innovation and goal achievement.
• Must be able to identify the current needs of client base; communicate the benefits of our audience-based marketing solutions as they relate to each need and then sell the appropriate campaign.
• Work through objections/concerns regarding costs, budgets and selling strategies.
• Must have ability to research problems and provide solutions.
• Strong understanding of digital media platforms. Demonstrated ability to grow and maintain market share. Ability to accurately develop forecasts and manage pipelines.
• Proficient in face-to-face sales calling including up-selling, appointment setting and cold calling. Ability to effectively articulate product values propositions to customers.
• Demonstrated record of success in a goal-oriented, highly accountable environment; in building customer-based revenue and in delivering customer solutions based on identified needs.
• Ability to work effectively as part of a team. Ability to effectively manage time as it relates to focus on sales related activities. Ability to drive initiatives for positive, constructive change.
• Experience working with Salesforce or another CRM platform.
• Thrives in a fast-paced, rapidly changing environment. Proven agent for change.
• Enthusiastic and passionate, drives success through direct reports as well as “influences” and works effectively in a matrix environment.
• Excellent organizational, written and verbal communication skills.

What we offer:

As a part of Gannett Co., Inc., the nation's largest media and marketing solutions company, we offer a dynamic, community-focused environment where individuals are rewarded for exceptional performance. We offer competitive salaries and benefits, including health care, dental and vision coverage, flexible spending account, 401(k), paid time off, and tuition reimbursement. Pre-employment drug testing and background screening are required. 
 

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The annualized base salary for this role will range between $38,700 and $93,150.  Variable compensation is not reflected in these figures and based on the role, may be applicable. Exact compensation may vary based on skills, experience, location, and union representation, if applicable.