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Opportunity Description
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Senior Sales Consultant
OH - Cleveland

Opportunity Snapshot

This role offers you the opportunity to make a direct and immediate impact on an exciting initiative by bringing innovative print and digital advertising solutions to local retail accounts. As Senior Sales Consultant, you will be charged with coordinating with Account Executives to sell both print and online advertising solutions to new and existing accounts. You'll have the chance to leverage your consultative sales skills and solutions-based approach, as well as to help Account Executives to learn value-based selling and develop their knowledge of digital media. This is an exciting time to join our team and we're looking for strong performers to move into leadership roles. Consider the advantages we offer:
  • High earnings potential with an un-capped commission structure
  • Fast-paced, exciting environment
  • Opportunity to work with a proven market leader
  • Advancement potential and professional development opportunities
We have multiple openings in several markets in the Northeast Ohio area, so feel free to share this information with your network of talented colleagues.

Northeast Ohio Media Group is a digitally focused company that operates cleveland.com and Sun News and is responsible for multimedia ad sales, marketing and content for The Plain Dealer, Sun News, and cleveland.com.

Northeast Ohio Media Group is a part of Advance Local, one of the largest media groups in the U.S. reaching more than 40 million consumers through its 12 local news and information websites that rank #1 among local media in their respective markets, and more than 30 newspapers. Our affiliated websites and newspapers are well known for their award-winning journalism. Advance Local is part of Advance Publications, along with Condé Nast and American City Business Journals.

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, and a track record of success in consultative, solutions-oriented sales, with a strong preference given to media (print and digital) sales experience
  • Proven success increasing sales in a competitive marketplace
  • Experience with digital media sales is strongly preferred, but at a minimum you will need a passion for all things digital including strong computer skills, internet savvy, and enthusiasm for learning new systems
  • The ability to prospect, propose, and close new digital campaigns while expanding existing client programs through a team-selling approach
  • The ability to coach Account Executives to grow business by representing our most advanced digital products and to ensure campaigns are properly implemented, monitored and optimized
  • The ability to meet with clients along with Account Executives, providing expertise in digital advertising solutions as well as guidance on needs-based selling to include pre-call planning, need assessments, proposals, and closing techniques
  • Proficiency in MS Office Suite (Excel, Word, PowerPoint and Outlook)
  • Experience with a leading CRM/sales management application, ideally salesforce.com
  • A valid driver’s license, reliable transportation and verifiable automobile insurance
You also will need the following characteristics and competencies:
  • Strong self-motivation and a high-energy, positive approach
  • An outgoing personality with expertise in developing relationships
  • Openness to change, flexibility, and the ability to learn quickly
  • Excellent written and verbal communication and presentation skills
  • The ability to multi-task, handle pressure and work under deadlines in a goal-oriented sales environment
  • Strong organizational skills
  • The desire to be a team player, and a can-do attitude

The Role

You will be responsible for selling advertising both in print and online for the Northeast Ohio Media Group. Your overall mission will be to generate digital revenue primarily through coordinated sales calls with Account Executives across the local offices. You will use your digital advertising expertise to help existing and prospective clients and to generate revenue across all platforms according the client’s needs.

You'll take a consultative approach to your activities, offering your clients a variety of targeted products and solutions—from digital campaigns and SEO/SEM solutions to special print ad inserts for a holiday promotion. You will also work with the sales team to prepare for client presentations and to assist in the individual assessment for each client, working together to come up with individual proposals tailored to each client's need.

Some of your specific activities 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 and 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 will need to be flexible and outgoing, and have outstanding multi-tasking abilities. The most successful people in this role will be dialed into digital media—avid users of social networking who can't imagine living without the Internet. In addition, you'll need a strong sense of ownership, a competitive nature and a drive for results. 

This is a fast-paced environment and we have a very comprehensive and extensive portfolio of products. This means you will need to have the ability to not only gain an in-depth understanding of the products, but to also serve as an expert on the offerings, making recommendations on which product is appropriate for each client's specific needs. We're looking for someone who has the verbal and written communication skills that underscore an ability to explain a vast array of products and services in a simple and concise manner.

If you have an entrepreneurial mindset and you're eager to grow your career in a collaborative team environment, then this could be the ideal opportunity for 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 position.

Question Yes No Comment
Are you legally authorized to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship?
Do you have a Bachelor's degree or equivalent combination of education and experience?
Do you have a reliable, insured vehicle, and a current, unrestricted driver's license?
Do you currently live within a reasonable and realistic commuting distance to the Cleveland, Ohio market or willing to relocate?
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?
Item Experience Comment
Within the last 5 years, what role did the following play in your job:
Please describe your experience coaching and mentoring other sales executives/consultants
Managing the digital sales fulfillment team, to optimize the ordering and fulfillment of customer campaigns.
Question / Choice Comment
How many years experience do you have in print/digital sales?
Have you used Salesforce.com? If not, have you used similar CRM systems?
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