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PR Newswire is the global leader in innovative communications and marketing services, enabling organizations to connect and engage with their target audiences worldwide. Through its multi-channel distribution network, audience intelligence, targeting, measurement and compliance services, PR Newswire helps corporations and organizations conduct rich, timely and dynamic dialogues with the media, consumers, policymakers, investors and the general public, in support of building brands, generating awareness, impacting public policy, driving sales, and raising capital. PR Newswire is an equal opportunity employer and does not discriminate against otherwise qualified applicants on the basis of race, color, creed, religion, ancestry, age, sex, marital status, national origin, sexual orientation, disability or veteran status.
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Responsible for the retention and profitable growth of revenue within assigned customer accounts. Serves as the focal point of client contact, marshalling other PRN resources (e.g., MV Specialists, Vintage reps, sales leadership, executive management, billing, contracts, editorial, Customer Advocate Representatives, etc.) to ensure the client is well serviced and takes advantage of all appropriate products/solutions. Advises clients in the areas of message development, distribution, monitoring, and measurement. May be assigned specific account types (agencies vs. non-agencies, public vs. private), industries (entertainment & sports, government, etc.), or work across a variety of customer segments. Total of assigned accounts will be $2.5M to $5M in annualized revenue across the entire PRN service/product portfolio.
: Analyzes customer assignment and develops a plan of action in conjunction with the Sales Director for how they will grow revenues and achieve their assigned quota through a mix of retention and expansion.
: Proactively and regularly calls on existing customers (at least quarterly) to monitor service/product usage, issues, opportunities, and competitive activity, ensuring a high rate of revenue retention (at least 85%) and product renewal.
: Builds strong and broad relationships with multiple points of contacts at each account (e.g., account executives, senior leadership, and support staff within agencies; investor relations; public relations; marketing; product management; the VP Sales; and the VP HR within non-agency accounts) based upon the ability to add value to their business.
: Expands existing business by positioning and selling the appropriate PRN product/service to address needs. Must sell across the full line of PRN products/services. Presents and sells structured payment deals when appropriate.
: Networks within local geography, account, or industry focus.
: Works collaboratively the New Business Development team to transition after a New Business Development Rep secures a new account. Focus on retaining and expanding these new accounts.
: Onboard assigned new members that proactively reach out to the Member Service Center. Focus on retaining and expanding these new accounts.
: Fully satisfies the company's and their manager's expectations related to sales activity (e.g., calls per week, proposals per week, account reviews, etc.), behavior, reporting (sales activity, opportunity pipeline management, customer profiling, etc.), and administration.
: Bachelor's Degree required
: At least three years of successful sales experience with demonstrated ability to exceed assigned quotas through retention and expansion and to meet sales activity and behavior expectations
: Proficient with sales force automation tools (ex. Siebel, Salesforce.com, Goldmine, etc.)
: Ability to travel to client sites daily, with the potential for 20% - 40% overnight travel
: Valid driver's license required
: Excellent networking, relationship building, communication, presentation, and persuasion skills
: Keen interest in business news
: Understanding of multimedia and social media
At UBM plc, we invite you to be part of an organization that is committed to building a diverse and inclusive culture and to being a responsible, sustainable business. UBM is proud to be an equal opportunity workplace and an affirmative action employer.
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