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Corporate Support Account Executive

The Account Executive is responsible for securing revenue from local businesses, corporations, community organizations, and advertising agencies through sponsorship of WKNO’s radio, television, digital and other platforms.  Growing existing client revenue as well as generating new clients is the focus of this role and a key requirement.

·   Sustain and grow existing underwriter support by presenting opportunities to current underwriters to increase yearly spend and providing programming information and sponsorship opportunities that meet the clients’ marketing, branding, and engagement needs.

·   Generate new business; research, identify, and cultivate new underwriters, especially in the B2B and corporate space.

·   Prepare action plans to report the number of contacts to be made to increase revenue and prospect pipeline.

·   Cold call via phone, email solicitation, and setting up face to face or Zoom meetings.  Follow up on new leads and referrals.

·   Become familiar with core national and local programming as well as value propositions for each.

·   Develop proficiency in learning and understanding FCC guidelines in order to write and/or edit copy for sponsor message compliance.

·   Attend civic and chamber of commerce events for the purpose of lead and prospect generation.

·   Prepare proposals and contracts by providing all details to execute contracts.  Manage account services through quality checks and other follow-up.

·   Identify and resolve client concerns as a function of account management.

·   Prepare weekly and quarterly reports highlighting activity, revenue projections, closings, performance to goal forecasts and follow-up.

·   Self-manage and incorporate best practice time management skills to optimize weekly scheduling, book of business responsibilities, and outreach activities.

·   Review monthly aging report and follow up with clients on payments owed.

·   Log and track all contact activity in a CRM database.

·   Work with traffic and production departments to ensure spots air correctly.  Collect all materials from underwriters needed to produce radio, television, and digital spots.

·   Work with accounting to ensure invoicing information is correct.

·   Meet or exceed revenue goals as outlined for the department.

·   Assist members of the WKNO team with special events as needed.

·   Other duties as assigned.

 

Years of Experience:  3+ years in media sales or sponsorship development for purpose-driven organizations required.  Business to business corporate sales also considered.
Education:  Bachelor’s Degree
Additional Requirements:  Must hold and maintain a valid driver’s license.

 

Skills

·   Will have a winning attitude, as well as a track record for generating and growing business.

·   Familiar with strategic selling, able to work with sales reporting, research tools, and understand quantitative and qualitative data.

·   Must be organized, able to execute sales strategies, and able to create and deliver sales presentations.

·   Must be articulate, energetic, goal oriented, and able to work in a collaborative team environment across department lines.

·   Must be comfortable with cold calling to develop prospect lists.

·   Must be able to multi-task in a fast-paced, revenue goal-oriented environment.

 

Knowledge

 

 

·   Strategic selling, sales reporting, and research tools

·   Microsoft Office (Word, Excel, PowerPoint), Microsoft Teams

·   CRM, Media Audit, and other media related programs

·   Interest in and familiarity with PBS and NPR programming a plus