Please note this is a hybrid (in office 3x/week) role!
Gannett/LOCALiQ is the marketing solution from the USA TODAY NETWORK providing businesses the smarter way to reach local customers. As local marketing becomes more complex, LOCALiQ empowers local businesses with unique insights from 125 million consumers in our network of sites, apps and experiences and learnings from millions of local leads delivered each year. We couple that with end-to-end service from our experts using local marketing best practices proven across the country. LOCALiQ simplifies local marketing and provides our clients the confidence of growing.
Our core values: Community, Progress through Passion, Action with Purpose, and Belief in People. If you share these values, come join our family!
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Gannett is looking for a motivated, organized, and experienced Account Advisor to join our team. As an Account Advisor you will be making a high volume of outbound calls per day, owning the entire life cycle of the sales process from prospecting, to creating and maintaining opportunities, to closing the sale. You will need to prospect qualified businesses, design strategies that influence and deliver thoughtful and engaging presentations to sell a broad set of solutions from our extensive (and expanding) best in class solutions. This role requires a true Sales Professional who seeks the excitement of "Making the Sale." Once you achieve the close, a professional Account Executive will manage the ongoing client relationship so that you can continue to do what you love to do, SELL! If you're highly entrepreneurial, confident, and passionate, with a proven track record of sales achievement and a burning desire for the close, we want to talk to you!
What will you do?
Responsibilities include but are not limited to:
- Perform a high volume of outbound sales activities to prospect for new business.
- Grow assigned book of business, taking a consultative approach, acting as a trusted advisorto customers by connecting their unique needs to products and services that will help their business grow, ensuring high customer satisfaction.
- Become a subject matter expert on assigned verticals
- Quickly develop an understanding of the customer needs and effectively communicate LocalIQ's value proposition.
- Effectively manage daily sales and call activity via CRM (Salesforce)
- Set appointments and deliver sales presentations using virtual meeting tools
- Manage the full sales cycle from prospecting to closing deals
- Place orders for customer campaigns and work with post sales team on fulfillment
- Achieve and exceed monthly, quarterly & annual sales goals
- We are a team and anticipate you'll participate actively in engagement activities, selling contests and other elements of our culture.
What you bring to the table:
- 2-5 years of proven outbound B2B sales center environment or related sales experience which can include previous digital sales experience, cross-selling, upselling, and referrals for products and services.
- College Degree or the equivalent related work experience, Media sales experience a real plus
- Strong communication skills via phone and email with the ability to sell at decision-making levels and close deals quickly.
- Ability to communicate the benefits of our audience based B2B marketing solutions to fill client needs, then sell the appropriate campaign.
- Proven ability to meet and exceed sales goals
- Self-motivated with a strong work ethic
- Ability to work independently and on a team
- Dependability a MUST
We believe that diversity benefits and enhances everyone's development at Gannett. Our goal is to attract, develop, and retain the best and brightest from diverse backgrounds and all walks of life. This requires our organization to cultivate an inclusive culture in which all employees feel valued, are treated fairly, have a work-life balance, and have the opportunity to be successful at Gannett.
We offer an energized, passionate team within a fun & flexible workplace. We offer competitive compensation with uncapped incentives and world-class benefits, including comprehensive Health, Dental and Vision coverage, 401(K), Paid Time Off and more.
Advisors/MSA Reps
1. Outbound sales focus
2. Grow revenue YOY
3. SF adoption
4. Setting appointments using virtual meeting tools:
• What does good call look like: NA, Presentation, Close - All in one call
• This is behavior change. Setting appointment
5. Team Culture
KPIs
- Call and email activity
- Revenue target
- Digital revenue target
- Always on Pipeline & Opportunity Velocity
- Meetings set and conducted
- Close ratio
- Revenue: Total & Digital, NB Revenue
- Daily Outbound Call Volume (50 calls per day target)
- MRR: Monthly Reoccurring Revenue (CRM team to review how to implement)
- # of Appointments Scheduled
- # of Meetings Run
- Close Rate
- % Active Accounts (account penetration)
- Churn rate
- Opportunity Velocity
- # Opportunities, Avg Opp Value
- % Revenue from new business (capture new business growth)
- Monthly Net New (12 months inactive or New)
- Discuss: How to drive behavior from a comp perspective? Is this needed?
- Financial Metrics: Review quarterly: ARPU, Cost-of-sale