Junior Account Executive / Sales Associate

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Full-time Regular Arlington, VA, US

Salary Range: $63,760.00 To $79,080.00 Annually

JOB SUMMARY
This entry level position reports directly to the Vice President of Sales. The Junior Account Executive will be responsible for identifying and attaining new advertisers and sponsors for AFA products which may include but are not limited to Air and Space Forces Magazine (print and digital) display advertising on Airandspaceforces.com, newsletters, content marketing, thought leadership programs, and event sponsorships for AFA self-produced events through the sale of integrated marketing programs. This position assists the Vice President of Sales in the research and execution of sales programs while performing a broad range of sales-related duties for the greater Sales team.

Build and Manage New Business Pipeline

Build and maintain an active sales pipeline for all assigned programs within AFA product line which may include but are not limited to advertising, media, and event sponsorship

Conducts daily dedicated outreach to warm leads and cold calls based upon assignment

Prospect within designated areas of focus as assigned by the Vice President of Sales

Convert leads from assigned list of existing AFA Corporate members into active AFA Advertisers / Sponsors.

Work cross departmentally to research, curate, create and maintain lead lists for new business

Executing Sales Functions

Meet or exceed aggressive new business sales targets

Conduct outreach and relationship-building with external stakeholders to secure sales contracts, sponsorships, and general support and awareness of AFA.

Manages existing relationships with advertisers while growing YOY investment

Promote AFA product line through use of media kit, prospecti, and customized sales and marketing collateral.

Build comprehensive integrated marketing proposals to present to clients ranging from junior level to senior agency buyers.

Host virtual and in-person presentations

Attends consumer, trade, and other industry events to solicit new sponsors

Consistently analyzes metrics, maximizes revenue, identifies opportunities, optimizes campaigns, and troubleshoots issues.

Administrative Functions

Forecast, track and report on sales performance

Curate sales forecasts and other related data for internal presentations

Create, modify, edit, draft or proofread outbound sales and marketing collateral

Enters and maintains sales leads into sales contact database / CRM

Research best practices, strategies, and industry standards in online, print and event marketing

Other duties as assigned

Demonstrated ability to creatively problem solve revenue generating solutions/products/strategies to answer client business challenges

Collaboration, negotiation, and customer service skills

Ability to effectively collaborate with internal partner teams while being independent in managing your business

Ability to work in a team environment, focusing on the overall success of the sales department

Positive, problem-solving attitude

Ability to thrive in a rapidly changing organization, highly motivated, entrepreneurial, and energetic

Highly organized and motivated self-starter

Excellent verbal and written communications, negotiation, and consultative selling skills.

Standard office computer skills (Word, PowerPoint, Excel)

Ability to analyze current market trends, research appropriate business opportunities, and follow through on leads

Ability to adjust sales efforts as the market demands

Must be a strategic thinker, self-motivated, task, detail and deadline oriented

Able to work efficiently in a fast-paced environment

Must possess exceptional customer relations skills and telephone etiquette

Strong organizational skills and ability to consistently attend to details and meet deadlines.

Ability and commitment to act with integrity, professionalism, and confidentiality and interact effectively with high profile individuals.

REQUIRED JOB QUALIFICATIONS
Education and Experience Required

Bachelors’ degree in marketing, PR, communications, business, hospitality management or a related field, or equivalent work experience.

1+ years of sales experience with proven track record of meeting quotas, successfully driving revenue through prospecting, discovery, pitching, closing, renewing and upselling

Experience Preferred

Experience selling a comprehensive product line to include media and events

CRM Systems

COMPENSATION
AFA has a generous employee benefits package in addition to cash compensation. Our hiring range for this role is $63,760-$79,080. More experienced candidates are invited to apply and you are encouraged to add your salary requirements in answer to our application. Thank you for your interest in AFA, we look forward to learning more about you.

WORKING CONDITIONS

Works hybrid schedule consisting of both remote work and onsite work at AFA’s headquarters in Arlington, VA.

Office hours are 8:30 a.m. to 5:00 p.m. Monday to Friday, subject to modification based on the needs of each program or site.

Operates in a professional office environment with travel to local offices, community partners, and events.

Routinely uses standard office equipment such as computers, phones, copiers, filing cabinets and fax machines.

Must be able to work overtime and travel as needed.

Physical Demands

The position requires sedentary work (sitting most of the time with no adverse environmental exposure) and occasional exertion of up to 25 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. The position also includes the following physical requirements:

Movement. The employee in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.

The employee in this position needs to be able to operate a computer and other office productivity machinery such as a copy machine and printer.

The employee is required to communicate and hold verbal conversations with others by means of the spoken word. Employee must be able to exchange accurate information in these situations.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

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