The purpose of the Account Manager is to meet and exceed sales objectives in the assigned territory by promoting and selling B2B (Business to Business) interstate logo signs and/or TODS (Tourist-oriented directional signing). An Account Manager is expected to use professional sales techniques, build relationships, and develop long term advertising relationships that grow Interstate Logos sales.
o Meet and exceed sales targets by targeting every eligible business within the assigned territory/account list, and identify potential growth areas.
o Responsible for tracking annual renewal numbers and making calls to obtain renewal contracts and payments.
o Assist customers with the design of their business logo, drawing on experience to assist customers in developing a logo that is legible and utilizes colors that have proven the most effective for visibility.
o Become proficient in the use of available computer tools and asset management system (database).
o Continually develop product knowledge and acquire better selling skills.
o Actively participate in location's sales meetings and territory seminars/trade shows when needed.
o Assist in monitoring customer payments and collections.
o Review site plans, as-builts (check to ensure correct location and specifications), and work orders.
o Respond to and provide resolution for any questions or concerns by Program participants (customers).
o Plan each day, week, and month before the month starts; plan each sales call.
o Maintain organized, up-to-date records of clients and sales activity.
o Ensure your automobile has a neat and professional appearance.
o Maintain a professional sales appearance.
o Work a minimum 40 hours, five days a week.
o Travel overnight when necessary.
o Cluster your field work geographically, and manage your time effectively.
o Analyze and monitor personal sales data and reports.
o Maintain client files.
o Be prepared to submit daily planners/call reports, sales plans, and sales forecasts on a timely basis.
o Follow-up on all client production orders, and ensure timely signs installations.
o Communicate with clients and managers to resolve any customer issues or concerns in real time.
o Check signs, participant eligibility, etc. on a regular basis.
KNOWLEDGE, SKILLS, AND ABILITY REQUIREMENTS Working knowledge of personal computers, including Microsoft Office (Word, Excel, PowerPoint)
Ability to speak on a one-to-one basis using appropriate vocabulary and grammar to explain information to others
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.
Ability to explain the advertising business to customers 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 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 is required
College degree preferred
Previous sales experience is preferred
PHYSICAL DEMANDS AND WORK ENVIRONMENT The primary work environment is an office.
The physical demands for this position include light lifting (20 to 30 pounds), pushing, reaching, seeing (with focus on reading, color distinction, acuity, peripheral vision, and depth perception), some sitting, standing, stooping, walking, talking, and turning.
Nights spent traveling are 25 to 50%.
ADDITIONAL INFORMATION The first year earning potential for this position is around $40,000 / year.
Lamar Advertising Company