Vericast is a premier marketing solutions company that accelerates profitable revenue growth for the 70,000 businesses it serves directly by influencing consumer purchasing and transaction behavior at scale while engaging with over 120 million households daily.  Its major business units, Valassis, Harland Clarke, Save.com, and QuickPivot are recognized as leading providers of incentives, advertising, marketing services, transaction solutions, customer data and cross-channel campaign management, and intelligent media delivery that create millions of customer touch points annually for their clients. For more information, visit http://www.vericast.com or follow Vericast on LinkedIn.

Open to candidates residing in the Baltimore, MD area; Remote

JOB SUMMARY
The Account Executive Digital Sales is responsible to meet or exceed revenue objectives and sales goals through servicing and growing accounts as well as new business acquisition. 

KEY DUTIES/RESPONSIBILITIES 
•    Make sales calls for the purpose of: Identifying and capturing all revenue opportunities, expanding knowledge base of customer business/objectives and requirements, building meaningful value-added relationships, selling the value of Valassis products/services and solutions and work toward establishing partnerships. Penetrate and close new business opportunities (organic and inorganic). Create a compelling story/vision for the customer on why they should change their marketing strategy. Propose omni-channel solutions that will fulfill the clients’ goals. Build and cultivate relationships to maintain and grow revenue in all accounts. Acquire and sell to close, accounts with varying complexity levels. Primary product knowledge is Valassis Digital products; but has the ability to sell or partner on omni-channel product solutions.

•    Maintain and grow customer accounts optimizing revenue opportunities:   Effectively partner with print sellers to maximize revenue opportunities.  Act as a trusted business partner, build meaningful value-add relationships.  Successful at building relationships with senior level clients and decision makers.  Tactical and flawless implementation of programs.  Point of client contact for problem solving and comprehensive and strategic account management.  Develop and cultivate new business opportunities with the client.   Develop strategic advertising ideas / programs.  Participate in account strategy sessions.  Negotiate contracts; engaging internal resources as needed.

•    Exceed revenue goals and be pro-active in driving revenue.  Prospect / new business development to maintain pipelines and increase revenue opportunities. 

•    Client interaction includes: Engaging with decision makers.  Lead with client solutions, understanding their end goal, provide integrated product solutions.   Using data, research, and insights to lead clients toward a Valassis solution. Understanding of how Customers’ consumer marketing, advertising and trade/sales dollars are being spent to include:  Competing for and securing every order or reporting it as competitive activity; create cross-selling and up-selling opportunities. Sell product mix (integrated solutions) as appropriate to ensure successful campaigns. With primary product knowledge on Digital offerings; engage other sales product experts and support teams, to sell an omni-channel solution. Research, tailor and teach commercial insights to clients. Obtain and understand Customers’ marketing and advertising requirements and objectives.  Create demand for all Valassis Products, Services and Solutions.

•    Effectively work through internal processes and procedures to support optimization of Reporting and Sales: Maintain accurate forecasts and pipelines through effective utilization of Salesforce.com; use as a tool to manage your business. Submit all planning and reports as required. Manage customer information/intelligence in accordance with company policy. Comply with all pricing and profit guidelines. Manage all internal and external requests in a professional and timely fashion. Establish/maintain working relationships with internal personnel.
 

KNOWLEDGE/SKILLS/ABILITIES

• Show a consistent track record of success in achieving and exceeding annual quota and business objectives
• Continually developing and exhibiting strong skills in:  problem resolution, overcoming objections, initiative, conceptual selling, presentation delivery, negotiation, innovation and managing multiple priorities
• Develop full product knowledge
• Ability to think and act more strategically
• Manage client expectations
• Ability to interpret marketplace needs and translate them into products/services
• Highly developed client solution selling and targeting skills
• Innovative, analytical, and strategic thinking
• Travel may be required

EXPERIENCE

• Financial Industry digital selling experience REQUIRED
• 3 - 5 years Selling digital media client solutions 
• 3 - 5 years Solution selling and closing opportunities 
• 3 - 5 years Sales reporting and forecasting 
• 5 - 7 years Successful/proven outside sales and/or account management experience 
• Selling through creating a compelling vision or story. Use of data and insights as a selling tool. Prospecting/new business development. Managing client relationships. Understanding the Valassis suite of product offerings, including Digital products. Selling multiple / integrated product campaigns  

EDUCATION

• High School Diploma or GED (Required)
• Bachelor's Degree (Preferred)
• In lieu of the above education requirements, a combination of experience and education will be considered
   

• Salary: $120,000
• Position is eligible for a sales incentive/commission program
• The ultimate compensation offered for the position will depend upon several factors such as skill level, cost of living, experience, and responsibilities.
• Vericast offers a generous total rewards benefits package that includes medical, dental and vision coverage, 401K matching and generous PTO allowance. A wide variety of additional benefits like life insurance, employee assistance and pet insurance are also available, not to mention smart and friendly coworkers!

At Vericast, we do not just accept differences - we celebrate them, we support them, and we thrive on them for the benefit of our employees, our clients, and our community. As an Equal Opportunity employer, Vericast considers applicants for all positions without regard to race, color, creed, religion, national origin or ancestry, sex, sexual orientation, gender identity, age, disability, genetic information, veteran status, or any other classifications protected by law. Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting our Talent Acquisition team at [email protected] EEO is the law. To review your rights under Equal Employment Opportunity please visit: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.

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