Media/Advertising SalesJob Description, Salary, Career Path, and Trends
Companies need to advertise to reach potential customers, so they buy advertising space on radio, television, billboards, and in print publications. Media/advertising sales representatives work with these clients to place advertisements where they can reach their target audiences. Selling advertising involves cold-calling, networking, and deep knowledge of the demographic information about the media outlet’s audience.
A media/advertising sales representative must be skilled at compiling audience data and research and presenting it to clients. Also, it’s essential to possess skills like relationship-building and verbal and written communication. Media/advertising sales representatives must be able to develop and maintain a network of clients as well as find and develop new prospects.
Sample job description #1
If you have a winning attitude and are highly motivated, ABC Company has an exciting sales position selling integrated, multi-media advertising plans. This position is responsible for generating revenue through the sale of all our print and digital advertising products.
The successful candidate will enhance relationships with current accounts and target potential advertisers to acquire new accounts. A wide degree of creativity and latitude is expected to develop advertising programs that address client needs and grow revenue. Well-developed organization and planning skills will ensure your success in servicing the account including managing the order, complying with Company deadlines for ad copy, handling the credit and billing processes, and preparing layout and artwork specifications for advertisements. This is a collaborative team based position that requires a solid knowledge of competing media, marketing, and industry practices.
Bachelor’s degree in business, marketing, or communications or commensurate work experience
1 year of media experience, preferably digital marketing is required
Prior experience with digital and print advertising sales experience preferred
An understanding and passion for digital marketing including paid search, paid social, streaming radio, CTV, email marketing, and YELP
Experience in consultative selling process, including pre-call discovery and setting appointments, completing a comprehensive needs analysis with potential clients, creating proposals, and presenting and closing business
Ability to use a CRM to track sales activity and revenue
The ability to use research materials and data to create marketing solution proposals using PowerPoint
The ability to assist clients with advertising copy and coordinating the production and scheduling of advertising in collaboration with other departments
Skills, experience, and attributes:
You must think and act like a sales hunter. Aggressive sales activity is expected
Strong client and agency contacts; well networked
Strong desire to bring positive energy and strong sales activity to the team
Keen ability to identify and present big picture concepts, yet pay attention to detail
Flawless written and verbal communication skills
Ability to multitask and balance the needs of multiple departments within the company
Proficiency in Microsoft Suite of products, CRM, and other internal systems
Outstanding customer service skills required
Desire to be proficient in ABC Company products and services across digital, print, and event categories
Reliable car transportation and valid driver’s license required
Sample job description #2
This Account Executive, Business Development position sells XYZ advertising and marketing services and ABC Company events and services to a pre-determined base of supplier clients. This includes, but is not limited to, advertising in our ESP and ESP Websites programs, e-newsletters, email marketing service, ad placements on our various websites, research tools and other media, and exhibit space, suites, and sponsorships at ABC Company events.
Position responsibilities include:
Driving sales while meeting and exceeding all daily, weekly, monthly, and annual sales goals
Aggressively and regularly informing clients of XYZ and ABC Company products and services
Developing prospects through active communication to all assigned accounts
Collaborating with Account Manager to sell all ABC Company events and sponsorships
Communicating sales confirmations to customers and maintaining detailed records of each customer call
Bachelor’s degree preferred or equivalent work experience
2-3 years business to business phone sales experience required
Strong communication skills and proven ability to articulate the value of advertising products to business decision makers
MS Word, Excel, Outlook, and basic knowledge of Internet
Experience with sales databases, Sales Force is a plus
Open to travel requirement of 25%.
Sample job description #3
Ability to “hunt” – search for and develop new broadcast and digital business and grow existing digital and traditional radio business
Generate new business through persistent focus on new client development and strategic sourcing
Prospect and identify marketing revenue opportunities, create broadcast and digital sales packages, present to clients, and close the sale
Develop and maintain effective relationships with key decision-makers
Create holistic digital marketing solutions with the ability to manipulate and calculate pricing structures utilizing CPM (cost per thousand) and CPC (cost per click)
Create fully integrated marketing campaigns to deliver strong ROI for clients utilizing both traditional radio and digital extension
Meet and exceed individual quarterly and annual budgets
Fully participate in CRM (Client Relationship Management) system
Participate in training to enhance professional skills and overall understanding of new and evolving media
To be successful in this role, you will need:
Ability to successfully execute the sales process whether working remotely or onsite
Demonstrated success in outside advertising sales (three years experience preferred)
Ability to organize, analyze, and interpret statistical data to draw conclusions from findings
Self-starter and a Team player
Capable and willing to resolve issues as they surface
High level of proficiency with computers, software, and new technologies
Advertising enthusiast, from ad copy to social posts, you embrace it all
Enthusiastic, positive and creative perspective with new business development
A commitment to personal growth through continual training
Excellent oral, written, presentation, and interpersonal skills
A high level of proficiency with computers, software, and new technologies
Receive, process, and maintain information through oral and/or written communication effectively
Substantial physical movements (motions) of the wrists, hands, and/or fingers
Extending hand(s) and arm(s) in any direction with good eye and hand coordination
Lift, move, and carry up to 50 pounds on occasion
Average salary and compensation
The average salary for media/advertising sales is $62,200 in the United States. Position salary will vary based on experience, education, company size, industry, and market.
Los Angeles, California
Minneapolis-St. Paul, Minnesota
New York City, New York
Sample interview questions
What is a key to success when communicating with the public?
How do you maintain accounts while regularly gaining new ones?
What are your strategies for ensuring sales quotas are met?
How can you tell when someone wants to purchase advertising space?
Tell me about a time you closed a difficult sale and how you handled it.
How would you close a sale with a client who has expressed they wish to use a competitor’s advertising services?
How do you handle rejections?
What do you look for when researching a competitor’s services and pricing?
When compiling information from multiple sources, how do you decide what information is relevant?
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