Sales Executive
Pilot Media - Norfolk, VA

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Pilot Media is looking for a Outside Sales Executive for the Norfolk sales team. This individual will have responsibility for growing the number of Pilot Media advertisers in a territory by selling print and online advertising solutions to local businesses. The position requires an individual be able to balance account management with account development/”cold” calls. Because we have a consultative sales style, Sales Executives are expected to acquire a deep understanding of their customers’ needs and deliver strategic proposals that will yield strong returns for their advertisers.

Essential Functions :
Meet and/or exceed monthly revenue goals

Meet and/or exceed monthly active advertiser goals

Spend a minimum of 65% of time on sales-related activities such as prospecting, appointment setting, conducting needs analysis, developing action plans, closing business, collecting advertising materials, etc.

Develop relationships with decision-makers and influencers within a territory to gather essential sales intelligence using the CSS probing techniques with an overall goal of increasing revenues up-to and beyond budget.

Outstanding communication with Sales Coordinators, Ad Traffic Coordinators, and Graphic Designers to coordinate all sales efforts and maximize selling time.

Ability to collaborate with other individuals within the organization, including other salespeople

Demonstrate detailed knowledge, including features and benefits, of all products and services offered by Pilot Media

Utilize CRM to capture all sales activities related to prospects, accounts and territory

Develop long-term strategic sales plans that increase revenue above budget, meet the customer’s objectives and serve the customer at the highest level possible.

Formulate and deliver template and individualized action plans that include quantifiable business objective, market opportunity, media strategy, recommendation and a deliverable.

Operational Excellence: rebates < 1% of revenue, resolve all billing errors/adjustments within 48 hours, zero Cash-In-Advance violations.

Understands and abides by company policies and procedures.

Forecast revenue 60 days in advance.

Participate in local business organizations, idea/lead exchange groups, etc.

Be proactive in attending all training opportunities and seeking other personal skill development tools and resources.

Required Skills

Minimum Qualifications :
Proven track record of sales plan / key measure achievements

Proficiency of basic consultative selling skills

Effective team player and contributor to the team

Proficiency in Microsoft Office programs, especially Excel, PowerPoint and Word

Proficiency in Web-based software applications

Customer focused and ability to build customer loyalty

Ability to present proposals to customers

Excellent communication and time management

Ability to conceive and execute creative approaches to sales opportunities

Self-motivated and adaptable

Preferred Qualifications :
4 year + college degree

Two or more years media experience

Demonstrated ability to solve problems across department and team lines

Understanding of revenue forecasting and sales reports

Required Experience

Education/Experience :
Minimum High School Diploma or GED

2 years of outside sales experience

Pilot Media Companies are Equal Employment Opportunity employees and support a drug-free work place.