The purpose of the Sales Account Executive position is to meet and exceed sales objectives in the assigned territory by promoting and selling outdoor advertising to qualified advertisers. An Account Executive is expected to use professional sales techniques, build relationships, and develop long term advertising relationships that grow Lamar advertising sales.
o Meet and exceed sales targets, make at least 10 sales calls per day of which 2 calls are new business.
o Target every business within their assigned territory/account list, visit each established Lamar client and our competitor's client at least once per month, Identify potential growth areas and open new accounts, Increase Lamar's market share Sell all products Posters, Bulletins and Transit (where applicable)
o Become proficient in the use of Lamar computer tools to locate Co-op prospects, follow-up on Hot Leads, prepare proposals, and research
o Prepare written presentations, reports and proposals, become an active team member of Lamar, become an active member of the advertising community
o Develop presentation skills utilizing computer tools and present to clients on a regular basis
o Maintain accounts receivable
o Continually develop new product knowledge and acquire better
o Keep abreast of competition particularly newspaper, radio, TV, cable and yellow pages
o Actively participate in sale meetings, regional meeting, seminars and trade shows
o Plan each day, week and month before the month starts, plan each call
o Maintain a professional sales appearance
o Use sales tools, Complete daily planner/sales program after each call and at the end of the day
o Maintain organized up to date records of clients and sales activity
o Ensure your automobile has a neat and professional appearance
o Minimize travel time, Maximize time in the field with clients
o Use the Lamar Sales Support Center and the Multi Market Coordinators to sell multi Lamar markets, cluster your accounts to work them geographically and manage your time effectively
o Maintain client profiles, be prepared to submit daily planners/call reports, sales plans, forecasts and expense reports on a timely basis
o Follow-up on all client production orders and insure campaigns begin and end as the client requested. If any problems exists, AE will communicate immediately with the client and manager to find a solution
o Agree to check lights etc. on a regular basis when called upon
o Use Lamar technology to save time
o Analyze and monitor personal sales data and reports
o Operate within your expense budget
KNOWLEDGE, SKILLS, AND ABILITY REQUIREMENTS Ability to make oral presentations to provide information or explain policies and procedures.
Skill in speaking with persons of various social, cultural, economic, and educational backgrounds.
Working knowledge of personal computers, including Microsoft Office Suite
Ability to explain the outdoor advertising business to customers and account executives from
installation and product standpoints.
Skill in writing grammatically correct routine business correspondence.
Ability to perform effectively under fluctuating workloads.
Skill in selling or promoting outdoor advertisements.
Skill in establishing rapport and gaining the trust of others.
Ability to establish and maintain cooperative working relationships.
Ability to meet a sales quota.
Working knowledge of general sales techniques.
Ability to cold call businesses.
Ability to be intrinsically motivated to succeed and withstand rejection.
Skill in working independently and following through on assignments with minimal direction.
EDUCATION AND EXPERIENCE REQUIREMENTS High School Diploma or Equivalent
Current and Valid Driver's License
College Degree preferred
Previous sales experience required
PHYSICAL DEMANDS AND WORK ENVIRONMENT The primary work environment for this position is a combination of an office environment and work in the field making sales calls and servicing existing accounts.
The physical demands for this position include light lifting, seeing (with a focus on reading, color distinction, acuity, depth perception, and peripheral vision), sitting less than 50% of the time, standing, talking, turning, and walking.
Nights spent away from home traveling are less than 10%
ADDITIONAL INFORMATION JobIDSales
Lamar Advertising Company