ACCOUNT EXECUTIVE

Overall Responsibilities:

• Represent the company in a professional manner.
• Build strong relationships with clients through understanding of clients’ business and only recommending appropriate marketing plans that may include other stations, schedules, promotions, digital products and events.
• Responsible for meeting or exceeding all revenue goals through selling/upselling/cross-selling current clients and expanding station revenue base by prospecting for new business leads. 
• Maintain strong collections by adhering to the credit terms.
• Actively participate in the Great Game of Business philosophies to ensure the success of the broadcast division.
• Maintain a “customer comes first” environment with pro-active commitment to internal and external customer service.

Specific Responsibilities:

• Propose a complete marketing plan to match clients’ needs that includes broadcast and digital. Display skill in needs analysis, overcoming objections, and closing while always working to establish a relationship with clients.
• Work to meet or exceed monthly sales revenue and progress goals that include radio and digital (owned/operated and programmatic) components as mutually agreed upon with the sales manager.
• Inform clients of station credit/collection terms at time of sale and ensure timely collection of amounts due. Consistently review monthly aging reports to ensure timely collection of monies due. Work with the Business Manager and adhere to any credit terms set up for specific clients (such as cash-in-advance or special credit terms).
• Service, sell, and upsell clients. Present additional opportunities that include digital products to clients that expand their present advertising investment with the station as long as it works for a client’s specific need.
• Pursue sales to inactive accounts from assigned list and prospect for new unclaimed accounts in the market (with a specific focus on local/direct business).
• Stay informed and up-to-date on market conditions and all competitive media. Recognize and communicate stations' position in the advertising market. Educate clients on all available media opportunities in WRG���s current markets.
• Set performance goals with the Sales Manager: short, medium, and long-range goals must be established.
• Maintain a daily planning system, keep record of appointments, future tasks and deadlines, client copy changes, and other pertinent information.
• Communicate clearly with:
  • Clients (external)
  • Co-workers (internal) by following proper channels of communication via voice, written, etc.
• Maintain a neat and professional appearance as defined by the Woodward Radio dress code policy.
• Assist at large station events throughout the year as needed.
• Other duties as assigned.

Behavior:  Be a team player. Respectful of others' time and their responsibilities. Conduct self in a professional manner that enhances one’s own self-image and the company’s. Self-starter. Trustworthy.  Highly motivated. Persuasive. Exhibits positive, professional, and constructive behavior while working with co-workers and clients. Empathetic. Maintain a valid driver’s license and adequate automobile insurance.

Skills: Good listening and communication skills.  Proficient i