Regional Account Executive (1347/912) Washington, District of Columbia
G/O Regional Account Executive (reports to G/O Regional Sales Director)
G/O Digital offers a dynamic, entrepreneurial culture where innovation, work ethic and a desire to excel and grow are fostered and rewarded. We're looking for passionate, talented, hard-working individuals who are comfortable working in a fast-paced environment. Outside Sales Reps should love their city and take pride in knowing the ins and outs of their local business community.
- Highly competitive base salary, with an UNCAPPED commission structure
- Flexible hours and emphasis on Work/Life balance
- Week of paid product training in our downtown Phoenix office
Modus Operandi
For this role, we seek a seasoned Outside Sales Executive (“hunter” mentality) to sell TEGNA’s Digital Marketing Solutions to the SMB market (B2B). These solutions span across multiple industries and types of businesses. Our digital marketing solutions help SMB’s to
- Acquire more new customers
- Drive better overall sales and marketing intelligence/insight into their businesses
- Foster customer relationships
- Expand revenues with customers
- Drive new revenue streams through better execution of their marketing & lead generation campaigns and programs
- Take marketing operational costs out of their business, driving better marketing ROI
The Account Executive will be able to understand client and prospect business goals; recognize buying signals/selling opportunities, and present TEGNA’s Digital Marketing Solutions, to show our value over our competitors. This role is a blend of developing new business from prospects within a defined territory, as well as expanding existing client relationships through cross-selling.
Your Mission
- Create, implement & execute on a Sales Territory/Account Plan to drive G/O direct sales efforts & revenue results in an assigned local market territory
- Maximize cross selling opportunities within targeted existing G/O client relationships
- Work with G/O account management and TEGNA Affiliate Advertising & Digital sales reps to maintain a robust pipeline of new opportunities in Salesforce.com
- Lead all aspects of the G/O Solution sales effort - from initial qualification of a prospect thru the execution of contracts and hand offs upon conclusion of the sale
- Perform extensive needs assessments with prospects (acquisition), and existing customers (cross sell) to determine how G/O can offer the best solutions that improve the efficiency and effectiveness of the SMB’s marketing programs
- Deliver compelling presentations and product demonstrations that highlight G/O competitive advantages and superior marketing ROI for prospects/clients
- Fully understand, and effectively articulate the features, competitive advantages, and applications of G/O solutions (competitive positioning) to prospects/clients
- Occasional Travel up to 10%
Your Arsenal
- Minimum 3 years sales experience as an individual contributor in a sales (hunter) role
- Experience selling into the SMB (B2B) market
- Consultative/Solutions/ROI selling experience vs. a single Product selling background
- Proven track record in meeting/exceeding monthly, quarterly and annual revenue goals
- Technically proficient in CRM, Campaign Management and Marketing related reporting tools
- Demonstrated & quantifiable history of meeting and exceeding annual sales objectives
- Superior knowledge of new/emerging digital advertising technologies and techniques
- Strong client related presentation and communication skills
- Bachelor’s Degree or equivalent experience is required
What We Stand For
About G/O Digital
G/O Digital is a division of TEGNA Inc. (NYSE: TGNA). We help businesses, big & small #WinLocal. For National Brands and Agencies, we transform content into commerce. For Small and Medium Sized Businesses (SMBs), G/O Digital is a one-stop-shop for local businesses looking to connect with consumers through digital marketing. The G/O Digital premise is simple: whether you’re a big brand marketer or local business owner, we deliver a simple suite of digital marketing solutions to connect with consumers locally in a meaningful, personal way that drives measureable results.
About TEGNA
TEGNA Inc. (NYSE: TGNA), formerly Gannett Co., Inc., is comprised of a dynamic portfolio of media and digital businesses that provide content that matters and brands that deliver. TEGNA reaches more than 90 million Americans and delivers highly relevant, useful and smart content, when and how people need it, to make the best decisions possible. TEGNA Media includes 46 television stations and is the largest independent station group of major network affiliates in the top 25 markets, reaching approximately one-third of all television households nationwide. TEGNA Digital is comprised of Cars.com, the leading online destination for automotive consumers, CareerBuilder, a global leader in human capital solutions, and other powerful brands such as G/O Digital and Cofactor. For more information, visit www.TEGNA.com.
TEGNA Inc. is a proud equal opportunity employer. We are a drug free, EEO employer committed to a diverse workforce. We encourage and consider all qualified candidates regardless of race, color, religion, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity, family responsibilities, disability, enrollment in college or vocational school, political affiliation, veteran status or genetic information.