Media Consultant II - Cox Media
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POST DATE 8/13/2016
END DATE 11/11/2016
Cox Corporate Services, Inc.
Las Vegas, NV
The Media Consultant II - Generalist, Cox Media sells local commercial advertising on 50+ cable and/or broadcast networks and other media to new and existing clients. Identifies and makes cold calls on prospective clients, is accountable for meeting sales goals, servicing accounts after the sale is made, and for maintaining an up-to-date client database. Identifies the client s marketing needs, presents proposed campaigns, and negotiates terms, conditions, and pricing. Builds and maintains ongoing relationships with clients. Follows up and coordinating order processing through all phases of the commercial insertion process.
Primary Responsibilities and Essential Functions
Sells local advertising and products on cable and/or broadcast networks to new and existing clients from a range of industries and business sizes. Leverages the position of Cox to influence clients marketing strategies
Cultivates consulting relationships with clients and their ad agencies, forming customer relationships at multiple levels. Makes frequent contact; maintains in-depth knowledge of their business, industry and key competitors; regularly updates needs analysis; monitors ad campaign effectiveness and makes changes as required; and solves problems. May entertain clients
Identifies new prospective clients by observing other media, networking inside and outside of Cox, and looking for new businesses that might want to advertise in order to develop own client list. Prospecting (tasks 3 5) may take up 80% of time for new AEs
Cold calls prospective clients and tries to interest them in on-air advertising by explaining the process and benefits of advertising through Cox
Meets with prospective or existing clients in person to learn the client s advertising needs.
Prepares sales proposals and presentations designed to meet individual client needs by reviewing rating data and other research; and consulting with internal resources as needed, primarily Marketing, Research, and Sales Support. [Proposal development]
Delivers sales presentations regarding proposed advertising campaigns to prospective and existing clients
Negotiates the terms, conditions, and pricing of advertising campaigns with the client.
Manages and coordinates communication between the client and the production department during the creation of the client s commercial (e.g. solves problems, develops concepts, monitors quality, sometimes writes scripts, ensures that ad copy supports the client s marketing plans, gathers information regarding what details are needed in the commercial, facilitates contact between client and production, sets up and attends initial meetings)
Prepares weekly and monthly sales activity reports using software designed for that purpose (e.g., SalesMinder, AvailPro).
Keeps client database up to date by recording all activities, transactions, and communications with clients
Creates opportunities to serve as a public representative and image builder of Cox in the local community in order to network and develop and maintain the presence of Cox in the community (e.g. promotes and/or attends non-profit events, serves as a member of the Chamber of Commerce and other local councils, becomes a member of the Ad Federation or American Marketing Association)
Manages and coordinates fulfillment of client advertising orders (e.g., solves problems, develops concepts, monitors quality, ensures that ad copy supports the client s marketing plans, facilitates communication between client and production). Attends job-related training as well as strategic and/or development meetings with their Local Sales Manager
Participates in many internal meetings to create product packages, communicates and coordinates sales, reports on sales activities and the implementation of new products, solves problems, and keeps up-to-date with information about Cox.
Complies with all published rate, package and pricing guidelines
Maintains collections to keep bad debt to an absolute minimum
Participates in the creation of processes required to sell, implement, and bill for new products
Must be able to multitask and manage all phases of the business sales cycle. Long learning curve (3 - 6 months) due to large portfolio of complex products
Continuous learning is required due to regular introduction of new products
Lack of structure, ambiguity, products, processes, metrics, etc. are created and defined on the fly
Success is dependent on successful collaboration within Cox and development of internal relationships
Team selling is critical to ensure clients needs are met; often requires selling new and bundled products and services
1 year media sales experience
Valid state driver s license, good driving record, reliable transportation
6 months experience using a computer
18 years of age or older
Eligibility to work in the United States
1-3 years media/agency outside sales/new business experience
Post-high school education in a related field
ORGANIZATION: Cox Communications, Inc.
PRIMARY LOCATION: US-NV-Las Vegas
EMPLOYEE STATUS: Regular
JOB LEVEL: Individual Contributor
SHIFT: Day Job