Job Description: Ad Sales Account Executive

Role summary: 

The Account Executive (AE) is responsible for revenue generation from the properties represented by SPT.  In terms of revenue generation, the AE will seek out new accounts from an agreed upon list of prospects, as well as, service current clients.  The clients will either be media buying agencies, advertising agencies or direct client advertisers.  To be successful the Account Executive must proactively seek to increase share of business on an ongoing basis in order to effectively accomplish or exceed budget objectives.  This person will be actively involved in the preparation of sales proposals, as well as, ensuring proper implementation and management of all phases of the sales lifecycle from proposal to collectible.  To be successful, the AE must evaluate and capitalize on client objectives by finding effective and viable opportunities that can be effectively offered from the SPT portfolio of properties.  Furthermore, they must set and manage expectations to ensure success which is not only measured by gaining:

•            client investments

•            disproportional share of business

•            repeat business

The AE needs to be competent in digital, branded content, marketing, research and overall information analysis in order to develop effective propositions that convince a prospect to begin, as well as, maintain a business partnership with our channels.  Understanding of the overall sales process and of the individual clients needs, she/he will be a key individual in the on-going management and the catalyst to growth of an account.  This individual needs to be tuned into and alert to opportunities that can lead to a stronger, more profitable relationship that satisfy their clients.  Strong strategic skills are important as an AE needs to provide alternative solutions to management on pending issues relative to client relationship, budget attainment, goals, and business opportunities.  Because of the AE’s strong grasp of multiple phases of our business they will be involved in the day-to-day oversight of the team sales coordinator.

The Account Executive teams with the Head of Office and Account Director.  The AE will have responsibility for advertisers and agencies that make buying decisions from Mexico.  Also, the AE as a key contact for SPT to the industry needs to promote a positive corporate image.  On an internal basis, this individual needs to support and make a positive impact in creating and maintaining a positive working environment.

Core Responsibilities: 

• Direct Sales Development Responsibility for linear and digital revenue generation from assigned advertisers and agencies, for properties represented by SPT.
• New Business Development identification of new prospects and conversion to active SPT advertisers
• Day-to-day Sales Maintenance manage the key client relationship including but not limited to development of multi-platform presentations and proposal oversight and development
• Strategic Planning and Sales Support share insights that are gained from their practical client insights that will aid in the development of new offers and propositions that will grow revenue and exploit the full leverage of the SPT portfolio properties and partnerships.

Preferred Education:

• BA or BS degree – Marketing, Communications, or Administration.

Knowledge:

• Languages: Bilingual (Spanish/English) with high proficiency in English both oral and written
• Relevant sales and/or media experience
• Proficient in Microsoft Office Programs

Requirements:

• 3 to 5 years of experience before in the Entertainment Industry.
• Available for travel on an as required basis
• Understanding of the Mexican Ad Sales Environment: The AE must have base knowledge of the industry, competitive networks and their programming offer, cable efficiencies and cable and satellite penetration. Understanding of advertising industry.
• Practical Knowledge of the Sales Process: This area includes the ability to present, perform client needed analysis, handle objections, trial close, control the sales process, forecast accurately, makes cold calls, and implement the necessary changes to their sales strategy in order to attain their budgets.
• Knowledge of Research: IBOPE/AGB quantitative ratings services, including share, HUT /PUT levels, trending, projections, CPM and GRP levels. TGI qualitative measurements service including indexing, product usage analysis, network comparisons and positioning and psychographic analysis.  
• Identification of Agency/Client Prospects: Base knowledge of key prospects and critical players at agency and client, as well as, key agency accounts.  Client product characteristics, launches and marketing strategy, promotions. Key markets and budgets. Pricing strategy for gaining share of business and maximum sales efficiency.
• Channel Knowledge: The AE must have a solid command of the digital media, branded content, programming, marketing, promotional efforts and original production opportunities on all networks. They must understand channel positioning, target audience, distribution, competitive advantages and disadvantages. Feeds, product integration opportunities and audience composition. They must develop an effective working relationship with all departments including marketing, research, traffic, production, accounting, programming, promotions and public relations.

Skills:

• Strong interpersonal skills with an ability to build effective relationships
• Ability to work effectively in team environment
• Ability to multitask and effectively function in an ever-changing business environment
• Self-motivated individual who knows where to go to find answers to questions
• Ability to prioritize effectively and efficiently
• Creativity
• Strong numerical aptitude and business decision-making

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