Key Account Executive at McClatchy

Posted in Other 8 days ago.

Location: Sacramento, California

Job Description:

The Key Account Executive position will be responsible for advertising sales to national, major retail, grocery and ad agencies across all of the McClatchy markets.  The position will require the ability to grow and develop deep account and category insights. Must possess a strong grasp of all products to help craft complex ROI-impacted solutions.

  • Drive growth through new accounts and upsell of existing Key accounts
  • Comfortable crafting client-centric solutions
  • Negotiate rates with large national agencies and accounts 
  • Understand all products and their ability to provide ROI for customers
  • Focus on providing ROI-driven solutions to client
  • Identify and pursue category growth opportunities and new business in identified opportunity categories
  • Learn CRM system for ordering, billing and all required functions 

Primary Responsibilities:

  • Responsible for meeting or exceeding individually assigned goals
  • Develop relationships with Key accounts and identify accounts with upsell opportunity, when designated as the main point of contact, convey to corporate account owners
  • Grow print, digital, and events revenue from new and existing Key customers
  • Prospect and acquire new business toward growing sales revenue
  • Analyze customer/prospect needs and develop solutions utilizing the Core 4+ Sales Process
  • Research market trends/competition, be informed of new products/services and incorporate into sales proposals
  • Regularly update data in the system for accurate forecasting

Key Competencies:

  • Digital Mindset
  • Sales Excellence
  • Results-Oriented
  • Coach to Performance
  • Core 4+ Sales Process
  • Salesforce Adoption
  • Critical Thinking
  • Emotional Intelligence
  • Collaboration
  • Communication
  • Accountability

Experience and Education:

  • Candidate will have 3 - 5 years of Sales experience
  • Digital Media/Multimedia experience preferred
  • BS Degree preferred

Must understand and assess areas for growth within identified opportunity categories and share insights with the senior sales team.  Will sell across all McClatchy markets. Target and build relationships with existing clients and potential clients that are strategic for the organization and that are interested in multi-product solutions.  Create proposals with good/better/best solutions after gaining a complete understanding of the client's needs through a CIA.  Communicate ROI solutions and educate the client on solutions, as needed.  Actively manage relationships by reporting campaign results to ensure client satisfaction and identify follow-up opportunities for up-sell and cross-sell.

The full-time position includes a competitive salary, a commission program, and a comprehensive benefits package.

The McClatchy Company is an Equal Opportunity Employer.

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