Account Manager, Media - Licensing Expo

About the Role

Key Responsibilities

• Meeting sales targets in assigned territory by strategically selling across the Global Licensing Group portfolio.
• Create business development strategy, inclusive of pricing strategies, and approaches to increase revenue spend from existing customers via cross and up selling throughout our media and event offerings.
• Sell to current accounts and prospects with engaging conversations and compelling proposals while guiding them through the buying process.
• Developing and maintaining close relationships with accounts to understand their business needs, meet and exceed expectations and provide exceptional customer service.
• Prospect, generate and seek new business opportunities inside and outside of existing client base through cold calling, follow-up calls, presentations, in office visits and attendance at industry related events.
• Balance multiple sales targets/deadlines concurrently across portfolio of media and tradeshows.
• Build upon category specific knowledge, including attending competitor events, analyzing customer data and sharing experiences across the team.
• Work collaboratively with other groups within the GLG including, marketing, events, operations, PR and editorial to create a tailored approach to support new revenue growth.
• Leverage understanding of customer buying trends to help develop sales plans and approaches.
• Maintain accurate pipeline, sales activity and customer information within Salesforce (CRM system) for new and existing business.
• Travel as requested to events, clients, tradeshows and internal meetings. Up to 20% travel required.
• Provide consistent, timely reporting of projects and pipelines and meet identified deadlines.
• Use identified software and tools for prospecting, record keeping and media/event management.
• Understand and present all facets of our media products, events and services and how each may benefit the client.

Requirements

• Experience in business development with a proven track record of selling digital advertising, content marketing and lead generation solutions.
• Exceeds revenue targets and is skilled in driving revenue, optimizing sales process and building their own pipeline.
• Self-starter able to partner with existing and new customers to develop creative solutions that achieve client objectives.
• Ability to manage a sales territory and sell across media solutions and tradeshows.
• Strong communication skills for engaging conversations and compelling proposals.
• Experience with prospecting, cold calling, follow-up, and attending industry events.
• Ability to work collaboratively with cross-functional teams.
• Proficiency with CRM systems, specifically Salesforce, for maintaining accurate sales data.
• Willingness to travel up to 20% for events, meetings, and tradeshows.

Nice to Have

• Experience selling tradeshows is a plus.