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.
Typical Duties and Responsibilities
- Identify potential customers
- Develop professional relationships and business networks
- Explain specific details about how different ad placements and options can benefit a client
- Seek out and network with new potential prospects
- Give sales presentations
- Deliver proofs of advertisements to clients
Education and Background
This position requires a high school diploma or its equivalent. However, some companies may prefer agents to have a bachelor’s degree, preferably in disciplines like advertising, marketing, business, and communications.
Skills and Competencies
- Written and verbal communication skills, including relationship-building and influencing
- Expertise in negotiation skills
- Ability to interpret market and demographic research data and create reports for clients
- Working knowledge of Microsoft Office Suite or similar software, including spreadsheets and databases
- Strong sense of organization and time management
According to Payscale the median annual salary of a Media/Advertising Sales representative with
1 year of experience:
- Orlando, Florida: $52,000
- Tampa, Florida: $50,000
- Jacksonville, Florida: $55,000
- Miami, Florida: $45,000
- Atlanta, Georgia: $45,000
- Chicago, Illinois: $43,000
- Houston, Texas: $54,000
- Los Angeles, California: $59,000
- New York, New York: $48,000
- Seattle, Washington: $55,000
- Overall: $53,000
5 years of experience:
- Orlando, Florida: $57,000
- Tampa, Florida: $58,000
- Jacksonville, Florida: $59,000
- Miami, Florida: $50,000
- Atlanta, Georgia: $50,000
- Chicago, Illinois: $63,000
- Houston, Texas: $63,000
- Los Angeles, California: $67,000
- New York, New York: $60,000
- Seattle, Washington: $59,000
- Overall: $59,000
Similar Job Titles
- Account Executive
- Account Manager
- Account Specialist
- Advertising Account Executive
- Advertising Account Representative
- Advertising Consultant
- Field Marketing Representative
- Marketing Consultant
- Media Consultant
- Radio and Television Time Sales Representative
- Time Broker
This position requires a high school diploma or its equivalent. However, some companies may prefer agents to have a bachelor’s degree. Coursework in sales, business, marketing, advertising, communications, and related subjects can be attractive to potential employers looking to hire Meda/Advertising Sales representatives. Entry-level representatives often train on the job under a more experienced Sales Manager.
Successful Media/Advertising Sales representatives can often be promoted to Sales Managers, supervising a team of sales representatives. From there, depending on the size of the company, they can be promoted to supervise sales for an entire geographic area or group of publications.
According to the advertising software company ADvendio, spending on digital advertising, such as websites and social media, is expected to increase in the coming years. One trend shaping the industry is the increasing amount of advertising money companies are spending on digital video advertising, especially on over-the-top (OTT) streaming services that play ads. This increased spend in the digital space would continue the move away from traditional advertising such as print, television, and radio. Another trend in the media advertising space is the move toward digital billboard space, increasing advertising inventory for companies who sell outdoor advertising.
According to the U.S. Bureau of Labor Statistics, the Advertising Sales Agent field is expected to shrink by two percent between 2018 and 2028. Analysts say this is due to the decline in print media advertising sales.
The typical work hours for a Media/Advertising Sales representative are from 9 a.m. to 5 p.m. Monday through Friday.
Where You Can Find Jobs
- 4 Corner Resources
- Career Builder
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