Promotes and sells media products and services offered by the employer. Approaches potential customers to make sales and maintains excellent relationships with all clients. Works to reach sales quotas and delivers sales reports to upper management.
Media sales suits people who are naturally outgoing and sociable. An excellent telephone manner is essential as are written and oral communication skills. Executives need to possess or develop the ability to persuade clients of the merits of the product they are selling.
They need good negotiation skills and the ability to respond to objections. Executives need to be persistent, resilient and able to handle pressure but also be good listeners in order to understand clients’ needs. They need to have a good awareness of targets and revenue and have strong self-discipline and attention to detail.
Previous Sales or Media / Advertising Experience, Outgoing Personality, Interpersonal Skills, Persuasiveness, Likeability, Confidence, Customer Service, Maintaining Relationships, Listening, Resilience, Creativity, Adaptability, Organisation, Detail-Orientated, Multi-Tasking, Reliability.
o Contact potential clients to describe advertising opportunities. This usually takes the form of cold calling over the telephone but may involve face to face contact at presentations, meetings and business lunches or dinners
o Take part in internal training about how to handle phone calls and other job requirements
o Contact existing clients to arrange the placement and design of advertisements they have
agreed on and ensure an ongoing relationship
o Research client needs and explain the benefits of buying creative and advertising campaigns,
responding to any objections
o Explain pricing costs to potential clients and negotiate a fee if necessary
o Account manage an existing client to ensure their objectives are satisfied and they are happy
with the service
o Work with production teams to ensure that agreed advertisements and campaigns are carried
in the right place and at the right time
o Track purchases and keep record of sales, contacts and deals
o Attend industry events, exhibitions and conferences, meeting potential and existing clients
o Work to maximise sales and meet targets
o Deliver sales reports to management
o Studies and understands all facets of the media & advertising products and services being
o Trains in various sales tactics and approaches approved by the company
o Hones and delivers a skilled sales pitch to potential clients, either by phone or in person, in an
effort to secure a sale
o Explains the benefits and potential audience of specific media offerings to potential clients
o Details pricing and negotiates costs when necessary
o Facilitates successful sales by collecting client information and providing order information to
o Adds notes to records for each client call or meeting
o Tracks every media purchase made to ensure that it is completed accurately and on time o Works to maximise sales and meet quotas in the short and long term
o Maintains excellent relationships with all clients in the executive's portfolio
o Travels to see clients, attend trade shows, or participate in industry events or trainings
o Meets clients outside of normal business hours when necessary
Associate's or Bachelor's Degree or Diploma in Business, Marketing, Mass Communication, Integrated Marketing or a Related Field.