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.
High School Diploma. College degree strongly preferred.
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.
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.).
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.
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.
Internal contacts include: ad Operations & client services staff, Marketing, Finance, Ad Management. Outside contacts include advertising accounts in and out of market, ad agencies.
Prepares quarterly account list goal setting plan, individual account strategy plans, annual budgeting input and accurate weekly/quarterly account record and reporting.
Maintain and grow existing & new print & digital business account list. Revenue scope to be determined by Sales Manager.
Normal 8 AM - 5 PM business working hours.