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Opportunity Description
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Senior Sales Consultant (Mobile)
OH - Cleveland

Opportunity Snapshot

If you are a dynamic advertising sales leader with experience in the digital space who knows how to drive results and inspire confidence, then this is your opportunity to expand your career as you coach a team of Account Executives to ensure execution of our value-based selling approach at the preeminent local media organization.

As Senior Sales Consultant you will work with Account Executives and clients to provide expertise with digital advertising, representing a suite of solutions that is second-to-none in the region. If you want to grow with a thriving market leader in the digital and print space that boasts one of the largest customer bases in the region, then this could be the right role for you.

Northeast Ohio Media Group is a new, digitally focused company that operates cleveland.com, publishes the Sun News and represents The Plain Dealer, the Sun News and cleveland.com for all multimedia ad sales and marketing. It also creates content for cleveland.com and the Sun News and is a source of content for The Plain Dealer.

The Requirements

To be a good fit for this opportunity, you will have:
  • A bachelor’s degree or equivalent experience.
  • A comprehensive knowledge of needs-based selling.
  • Proven success increasing sales in a competitive marketplace.
  • Experience with a leading CRM sales management platform; salesforce.com is preferred.
  • Excellent communication and presentation skills, both written and verbal.
  • The desire to be a strong team player.
  • An assertive demeanor, with a strong goal-orientation and self-motivation.
  • The ability to multi-task, handle pressure and work under deadlines.
  • Proficiency in MS Office Suite including Excel, Word, Power Point and Outlook.
  • A passion for digital advertising.
  • The ability to prospect, propose and close new digital campaigns while expanding existing client programs through a team-based selling approach.
  • The ability to coach Account Executives to grow business by representing our most advanced digital products and ensuring campaigns are properly implemented, monitored and optimized.
  • The willingness to meet with clients along with Account Executives, providing expertise in digital advertising solutions as well as guidance on needs-based selling, including pre-call planning, needs assessments, proposals, and closing techniques.
Some local travel will be required.

The Role

You'll be the senior sales leader, working with the print sales team and their current list of customers in the digital space. You'll provide coaching to prepare for client presentations and assisting in the individual assessment for each client. This will require a strong grasp of digital technology and our available products so you can work together to come up with individual proposals tailored to each client need. You will go on calls with team members to help close clients, bring clients who aren’t using digital on board, and help bring the sales team to a higher level of comfort and aptitude with our products.

Most of your time will be spent prospecting and attending sales calls to expand the products, so you'll be working with customers for a good part of each day, acting as another set of eyes with managerial experience and being very hands-on with the sales team.

Some of your specific responsibilities will be to:
  • Coach small teams of Account Executives in value-based selling, and develop their knowledge of digital media.
  • Exceed established revenue goals.
  • Proactively identify opportunities not uncovered by the sales team.
  • Develop and maintain relationships with marketing executives and advertising agencies.
  • Maintain and optimize campaigns and renew or up-sell.
  • Serve as a marketing consultant by providing industry insights through up-to-date knowledge of industry trends.
  • Build relationships/partnerships through networking.
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

Keys to Success

To excel in this role you'll need to have strong experience in advertising sales, with a great understanding of prospecting and the consultative environment. It would also be helpful if you have a good deal of experience in the digital space with knowledge of impressions, reach extension, behavioral targeting, etc.

We need someone who can push the envelope to get in the door with new customers, and to build existing customers’ digital campaigns. You will often work with higher-level customers, so you will need to consistently display a professional demeanor and be great at customer service.

Though you’ll spend a lot of time as one of our top salespeople, we’re looking for someone who has sales skill combined with the ability to guide others. You’ll need to be a strong leader and coach to show other Account Executives how to do what you do, combined with a personable nature that will help them to be comfortable with your guidance.

We have great resources for training, so if you have strong skills and a good work ethic, and you want to succeed in the digital space, then we want to hear from you.
Northeast Ohio Media Group offers a comprehensive benefits program that includes: medical, prescription drug, vision, and dental benefits; a 401(k) Plan; life insurance and disability plans and commuter accounts.

Northeast Ohio Media Group is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, gender, national origin, age, physical or mental impairment, sexual orientation or any other category protected under federal, state or local law.

Northeast Ohio Media Group endeavors to make cleveland.com accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact tdavis@dtoolbox.com.
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Resume Supplement
Please take a few minutes to answer questions about your background and expertise specific to the Senior Sales Consultant (Mobile) position.

Question Yes No Comment
Do you have a non-compete, restrictive covenant or any other type of employment agreement with your current or former employer that would have any affect on your ability to work for a new employer?
Are you legally authorized to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship?
Do you currently live within a reasonable and realistic commuting distance from Cleveland, OH? If not, are you willing to relocate?
Do you have a VERIFIABLE Bachelors or higher degree?
Item Experience Comment
Within the last 5 years, what role did the following play in your job:
How much of your current/past experience is in digital media sales?
Please describe your experience coaching and mentoring other sales executives/consultants
Serve as a marketing consultant by providing industry insights through up-to-date knowledge of industry trends.
Question / Choice Comment
Have you used Salesforce.com? If not, have you used similar CRM systems?
Have you ever attended a consultative sales training program? If so, which one?
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