Digital Account Director, USA TODAY

San Francisco
Nov 28, 2012
Dec 28, 2012
Ms. Sydney Murphy
Full Time
The Digital Account Director is responsible for selling advertising, sponsorships and cross-platform solutions on the USA TODAY web site as well as across our 100+ news/broadcast sites which make up our owned and operated portfolio of websites. This job also includes selling advertising on our award winning iPad app, and all Gannett mobile platforms.

We pioneered the hybrid model that many media companies sell on today. While is a primary focus, we also leverage the scale and brand recognition of 105 sites in the Gannett Portfolio. We utilize class-leading behavioral and data-based targeting to meet advertisers needs and our 65 million people monthly (comScore March 2012) puts us in the top 15 of all online publishers.

This is NOT a Banner Slinger job --the ideal candidate will be will be able to sell across our digital platforms to provide real solutions to our clients marketing needs.

Responsibilites will include:

Highly experienced mulit-platform sales background, with a unique skill-set: must be creative, collaborative and strategic, with a lean towards creating custom programs, have a strong understanding of the principles of lead generation, and know how to sell value of editorial engagement and audience. Solid knowledge base of digital media sales solutions, including sponsorship, and display sales. Identifies client needs and uses demographic and market analysis, and knowledge of the client’s business and competition, to deliver effective proposals to clients, producing sales that meet an annual revenue goal of $3.5-$5 million annually. Negotiates with internal resources and clients on advertising programs to assure that customer satisfaction is achieved and revenue objectives are met.
Using knowledge of the competition and the industry, develops and executes value added strategies that generate business and strengthen USA TODAY’s marketplace position. Identifies the needs of a client through discussions of their objectives and strategies, and collaborates with client solutions to develop advertising opportunities to meet them. This includes, but is not limited to, planning and participating in special sales event functions that impact revenue, developing advertising prospects, active participation in business organizations and industry groups that lend to the business growth areas. Must be able to work and thrive in a team environment and invest in a long-term commitment to team and category of business all while supporting company goals and objectives.
Develops a high level of competency of USA TODAY’s competitive advertising environment and builds knowledge of the clients’ business. Identifies opportunities for new advertising strategies and recommends creative ideas that improve USA TODAY’s competitive position and the bottom line. Represents USA TODAY with knowledge and confidence.
Reacts to change productively and handles other essential tasks as assigned all while working in a fast paced environment. Able to work and thrive in a team environment and invest in a long-term commitment to team and category of business growth, all while supporting company goals and objectives and contributing to team’s success.

Bachelors’ degree, preferably in business, marketing, or journalism
A minimum of five years experience as a sales/marketing representative with a high concentration in digital sales. An equivalent combination of education and experience may be substituted.
Strong knowledge of publishing/media industry.
Excellent negotiating skills.
Proven track record in achieving/exceeding advertising sales goals.
Must have demonstrable expertise in prospecting, inside and outside sales, closing deals, and maintaining multiple client accounts on a renewal basis.
Excellent oral and written communication and interpersonal skills with the ability to interact successfully with clients and advertising agencies at all levels.
The candidate should already have established strong and widespread network of contacts within the media industry i.e. agencies and clients. (Background in working with travel accounts is a plus).
Good word processing and electronic communication skills are essential. Any work in CRM data management systems is a plus i.e.
Must have good math skills and the ability to analyze data in order to develop presentations and effectively bring in advertising revenue, and to accurately account for associated expenses.
Must be aggressive and self motivated, organized and entrepreneurial by nature. Self starter, dynamic and results oriented all while working in a team environment.
In addition this position is required to consistently demonstrate the values of the Advertising department’s culture of success:

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