MediaNews Group, Inc.

  • Multimedia Sales Representative - Local

    Job Locations US-MN-Saint Paul
    Posted Date 3 weeks ago(11/15/2019 11:21 AM)
    Requisition ID
    2019-2339
    Time Type
    Full-Time
    Employment Type
    Regular
  •  

    Job_Logo_Pioneer Press

    Overview

    St. Paul Pioneer Press, a subsidiary of MediaNews Group, is seeking a Multimedia Sales Representative to join the team!  MediaNews Group offers news reporting and third party advertising and marketing opportunities through its multi-platform products which include: web, mobile, tablet, and print.  We are one of the largest media groups in the U.S., serving high-value audiences and connecting advertisers to them. MNG publishes award-winning content (49 Pulitzers) that amasses and engages a nationwide audience via 800 multi-media platforms including web, mobile, social, and print.  We are transforming the news industry.

     

    Under the direction of the Multi-Media Sales Management, the MM Rep is responsible for selling local & digital advertising capabilities to local businesses. The job includes selling print & digital products of the newspaper, making formal and informal sales presentations, using sales tools like market research and selling creatively. Primary goal is to build a territory to increase sales revenue while maximizing results for the advertiser and revenue for the company.

    Responsibilities

    • Sells display and on-line advertising to new and assigned advertisers within the above-listed category. Additionally, would be responsible for gaining the customers' confidence, building rapport with all levels of decision-makers, understanding the accounts' marketing goals and learning more about how the Pioneer Press can serve their needs.
    • Contacts all approved businesses on a regular basis. Contacts may be written, by telephone or face-to-face.
    • Meets with advertising decision-makers to present advertising proposals, i.e. speculative campaigns, promotions, layouts, etc. Offers creative solutions to meet complex advertiser needs. Explains persuasively how proposals will help advertiser meet their marketing goals. Confirms advertising decision-maker's commitment to buy advertising by demonstrating sales skills and negotiating annual agreements.
    • Understands and is able to describe competitive media and how newspapers compare. Develops and creates marketing campaigns based on selective use of competing media to complement strengths of newspaper advertising. Maintains and develops a thorough knowledge of the category, industry, and assigned client base.
    • Records all information needed to secure advertising into the newspaper and other products and makes sure that information is sent to the correct destinations. Verifies with appropriate department that advertising order is handled correctly.
    • Achieves at least the minimum sales goals in areas to be determined by sales manager. New hires create daily sales recaps as well as, team month-end reporting.
    • Provides courteous and efficient service to any advertise and adheres to all company policies, procedures and standards of acceptance.
    • Attends and participates in on-going sales seminars and training sessions requested by manager.
    • Functions effectively and efficiently in a team environment working toward specific team sales goals.
    • Monitors advertising in competing media and growth from new businesses within the category to generate new advertisers and suggest opportunities for new sales efforts.
    • Demonstrates consistent follow-through with accounts, management, production and other applicable departments at the paper.
    • Process billing adjustments by getting needed information and approvals, sending documentation to the correct destinations and verifying adjustments as bills are sent out. Accountable for working with our credit & Shared Services Center to collect from delinquent accounts in order to keep them in our products. These instances often occur at publication deadline times. 
    • Completes other activities and programs as are requested and/or necessary by manager.

    Qualifications

    Education:

    High School Diploma. College degree strongly preferred.

    Experience:

    Minimum 2+ year’s successful experience in sales and account management. Experience in media sales not required but, a plus. Demonstrated superior, proven track record in outside sales or marketing, preferably with a media company. Established leadership role in a sales or marketing environment. Internet experience preferred. Full competency on the job would be expected within six months of starting date.

    Skills:

    Organizational/Business Knowledge: 1. Understands the steps in preparing business plans, marketing plans and budgets. 2. Negotiates contracts in a timely manner and with proper strategy to grow business. Submits appropriate documentation to internal departments and customer, including monthly reports and quarterly performance updates to customers. Product Knowledge 1. Willing to learn and become competent with the price structure, marketing strategy and strategic value of our digital agency products & services. Industry, Market, Customer and Competitive Knowledge: 1.Keeps current on multi-media industry trends. 2. Learns and understands the vocabulary and metrics other digital media use when selling packages and calculating rates. Shaping Strategy: 1. Creates clear, specific ad plans that reflect advertiser feedback and market needs. 2. Thinks both long and short term when considering new initiatives and developing ad plans. Driving Execution: 1. Able to measure both results (KPI metrics) and how they get results (product analytics). 2. Adjusts goals and implements contingency plans when plans are not working or market conditions change. Financial and Data Management: 1. Identifies errors, variances and gaps in financial data quickly. 2. Backs up all recommendations with sound business/financial case. 3. Provides consistently accurate sales revenue forecasts. 4. Uses history, mkt share & business conditions to set realistic yet challenging growth targets. Communication: 1. Conveys information clearly and appropriately orally and in writing, considering audience needs. 2. Actively listens and checks for mutual understanding. Research and Analysis 1. Judges the appropriate amount of analysis needed to make educated decisions; does not overanalyze. 2. Gathers and assesses information to find the root cause of problems. Decision Making: 1. Makes decisions in a timely manner considering urgency and risks. 2. Balances profitability, brand integrity, customer needs and own needs when negotiating or making financial decisions. 3. Identifies untapped budgets and new revenue sources within existing, high-potential account list. 4. Leverages internal coaches, gatekeepers and other contacts to open new doors and gather prospecting information. Consultative Selling 1. Uncovers sensitive information about advertisers' businesses (budgets, business plans, etc.). 2. negotiates 'win/win' solutions, company profits, quality and ad customer needs. 3. Sells with the competition, determining the best total multi-media buy for ad customers. 4. Shows ad customers how solutions will help them achieve specific goals (increase share, brand awareness, drive traffic, meet revenue goals etc.). 

     

    Using Technology: 

    Uses digital software systems, applications, analytic tools and other technology to effectively to sell ad campaigns, inspect & present results presentations. 2. Demonstrates digital agency full service approach and its benefits to ad customers.

    Decision Making:

    Excellent decision making skills are mandatory (see skill area for detail) and should include proficiency in the following areas: customer relations, business ethics, developing account strategies and experience with contract negotiation. Results of poor decisions would be loss of revenue and poor customer service affecting the company's image and bottom line.

    Contacts:

    Internal contacts include: ad Operations & client services staff, Marketing, Finance, Ad Management. Outside contacts include advertising accounts in and out of market, ad agencies.

    Management Planning:

    Prepares quarterly account list goal setting plan, individual account strategy plans, annual budgeting input and accurate weekly/quarterly account record and reporting.

    Funds/Property:

    Maintain and grow existing & new print & digital business account list. Revenue scope to be determined by Sales Manager.

    Hours:

    Normal 8 AM - 5 PM business working hours.

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