Your Opportunity - We are looking for self-motivated, results-driven people interested in a career of personal development and growth. If this describes you, we have an exciting opportunity as a Strategic Sales Executive. This high level sales position is accountable for meeting and exceeding revenue objectives through servicing and growing accounts. In addition, you will lead the acquisition of new mid-size to large business by demonstrating Valassis' abilities to meet clients' advertising needs through effective targeted advertising.
Know and meet all individual, team, customer, division and company-wide sales goals
Assist in growing total revenue in all accounts
Know and position Valassis Vision in the marketplace
Create demand for all Valassis Products, Services & Solutions in both existing and new customers
Develop and execute an Annual Customer/Account Plan to assist in achieving all sales goals and satisfying customer objectives
Identify and secure incremental revenue opportunities to include:
Ancillary product opportunities
Know how Customers' consumer marketing, advertising and trade/sales dollars are being spent to include:
Competing for and securing every order or reporting it as competitive activity
Creating cross-selling and up-selling opportunities
Embrace the sales process consistent with customers’ profile
Possess the necessary competence level with all Valassis products, services and solutions
Exhibit strong skills in: Lead generation, qualification, conceptual selling, presentation delivery and negotiation
Be able to obtain and understand Customers' marketing and advertising requirements & objectives
Understand and appropriately utilize all company resources and sales tools
Actively participate on and with Customer Business Teams and Customer Business Managers as assigned
Reach, influence and persuade key decision-makers
Make sales calls for the purpose of:
Identifying and capturing all revenue opportunities
Expanding knowledge base of customer business/objectives & requirements
Building meaningful value-added relationships
Selling the value of Valassis products, services and solutions
Work toward establishing a partnership (as defined by VCI pyramid)
Have a broad penetration base among key customer constituencies:
Marketing, Advertising, Trade, Agencies and other appropriate disciplines as necessary
Establish/maintain working relationships with all internal personnel
Manage all internal and external requests in a timely fashion
Be accountable for your Account Responsibility List
Manage customer information/intelligence in accordance with company policy
Provide accurate forecasts
Submit all planning and call reports as required
Comply with all pricing and profit guidelines
BA/BS degree in Business, Marketing, Communications or related field - Sound and seasoned knowledge of selling techniques.
Strong verbal/written communication and presentation skills.
Highly developed client solution selling skills / targeting skills.
Strategic account planning.
Team selling skills and strong potential for team leadership.
Media/Advertising Sales experience
Print media a plus.
Knowledge of media industry.
Ability to close new business from mid-size to large clients.
5+ years of direct selling & prospecting experience.
Media/advertising/marketing industries preferred, but not required.
Well developed PC skills.
Well developed administrative skills
- Multi-year experience in working directly or indirectly through agencies within the Television Network vertical
- Strong hunter who can open doors & shows a successful track record in closing multi-million national platform deals
- A self starter who is driven to succeed.
Valassis - 2 years ago
Valassis Communications, Inc. (Valassis) is a media and marketing services company, offering reach and scale to more than 15,000 advertisers...