America's Job ExchangeAJE

Southern Division/Nashville, TN
Spotlight/Advertising Sales

Integrated Sales Planner
Primary Purpose
- This is a comprehensive account planning and maintenance role. You are Integrated Media Consultant's (Account Executive) right hand person and you are part of the sales unit.
- This position will develop a knowledge of all aspects of sales and customer account maintenance
- This position will be a stepping stone to a sales role as an Integrated Media Consultant (Account Executive)
- Responsible for supporting the pre-sale activities for assigned AE's and/or Accounts, with the objective of fulfilling the following goals:
o Increase selling time for sellers by alleviating administrative burden
o Build a sales development layer allowing for efficient processing of all business
o Separate and focus pre- and post-sale stewardship
o Provide consistent, reliable support for sellers and clients
o Enable rapid new product implementation
o Improve overall customer service experience
o Ensure 99%+ booked to bill ratio on all managed accounts


Major Duties and Responsibilities

- Prospecting
o Assist Account Executives in seeking new customers through various prospecting methods including direct mail, television monitoring, radio monitoring, newspaper monitoring, print monitoring and internal research tools (ex. CMR)
o Utilize Ad Mall coop data to identify new clients to call on or upsell with coop dollars
o Add Media Monitors, Sales Fax and Sales Genie (research tools for prospecting)

- Proposals & Presentations
o Aid Integrated Media Consultants (Account Executives) in building client proposals, advertising schedules and pricing focusing on bundled sales (sports, advanced media & promotions) and successful stewardship
o Assist in the development of sales presentations and materials that address customer needs and highlight the benefits of buying our products or services - focusing on bundled sales opportunities
o Utilize Inventory reports to aid in the development of effective, executable customer proposals
o Assist in the planning of client promotions to meet marketing objectives, including working with marketing and promotions to plan, price and arrange each event
o Facilitate document production including correspondence, proposals, advertising schedules, co-op documentation and client presentations

- Research
o Gather research information/data from available sources to assist Integrated Media Consultants (Account Executives) in agency and client positioning (focusing on share growth, churn reduction and new business)
o Build qualitative and quantitative needs based solutions for advertisers that buy network cable or don't include cable in their media plans
o Mapping capabilities (SRC Maps) for Integrated Sales Presentations

- Client Relationships
o Solidify relationships with key agency and client personnel through Integrated Media Consultants (Account Executives) involvement and direction
o Monitor Competitive Media spending for current clients to keep AE's informed on what else a client may be buying to create up sell opportunities
o Keep detailed reports on all added value, bonus, promotions, and entertainment for each client for tracking purposes and to be used at contract negotiating/up sell/retention
- Sales
o Interact with Integrated Media Consultants (Account Executives) regarding research, programming, advanced media, sports and promotions - focusing on Integrated Media Consultants (Account Executives) support needs
o Participate in quarterly business plan meetings and take an active role in target accounts by learning marketing objectives, identifying key influencers and decision-makers and brainstorming ideas ... ..This job description has been truncated.