Contract Duration: 6 months
- Contribute and help the team achieve revenue objectives.
- Select appropriate approaches from clear options to address challenges from tasks in strategic plan for managed accounts under some guidance from manager or senior team members.
- Challenge
- Apply standard/common resources and methods to troubleshoot defined problems raised by customers and escalate complex challenges to senior team members or managers.
- Influence
- Work in a team setting by sharing knowledge when relevant to a task.
- Develop working relationships outside the team (e.g., with Analytical Leads, Specialists, gPs, mediaops team) to contribute to cross-project collaborations.
- Build external relationships with partners.
- Follow direction on timing, goals, and objectives within plan for managed accounts.Expertise
- Possess a basic understanding of the process area with an awareness of when to seek additional support and guidance.
- Start to acquire a working knowledge of translating customer objectives into action.
- Begin to develop deeper knowledge of products and competitive landscape through stretch opportunities and training.
Responsibilities under the direction of Manager:
Account or Campaign Proposals
Drive creation of small account and campaign-specific proposals for customers by translating customer objectives into KPIs and selecting ad solutions based on KPIs and work with internal stakeholders to conduct research and learn about account or campaign relationships to complete proposals.
Building Pitches
Craft and deliver solutions to customers and agencies to achieve their business objectives and drive revenue growth, with some guidance.
Campaign Development and Launch
Make contributions to development of campaigns for customers to prepare them for launch and execute campaign launches in collaboration with internal support and specialist teams and ensure that campaign launches are properly deployed. Make contributions to checking and advising on campaign continuous improvement opportunities.
Campaign Optimization
Execute complete tasks of optimizing specific campaigns according to customer KPIs in order to promote long-term growth and support delegation of work to relevant stakeholders to help optimize campaign performance. Support facilitation of internal connections and networks in order to expedite and optimize campaigns.
Customer and Portfolio Management
Strategically partner with customers and help drive customer relationships in order to work towards mutual business objectives. Make contributions to building, growing, and maintenance of customer portfolios to help manage customers and to drive high-impact and long-lasting relationships.
Learning Product Knowledge
Possess basic understanding of the supported product, service, and competitive landscape through required training and other resources.
Opportunity Sizing
Support identification of revenue and growth opportunities within the market and customer. Work with internal stakeholders to determine and drive the sales, revenue growth, potential of opportunities, and marketing efficiency, as well as the incremental investment recommended to help new business customers achieve business outcomes.
Sales Analytics for Account Managers
Make contributions to analysis of internal (e.g., maintaining pipelines, account-specific internal metrics) and external data and share knowledge when relevant with cross-functional project teams (e.g., analytical leads) to prepare data and to structure and execute analyses.
Sales Analytics Interpretation
Execute complete tasks of a project to draw interpretable insights from deep dives and data analysis. Execute complete tasks of data-driven strategic and tactical recommendations to customers, partner teams, and leadership based on analyses and utilize insights to influence others and drive change.
Sales Forecasting
Make contributions to review of revenue performance and projections for the assigned areas. Make contributions to determine which customers will be aligned with specific metrics (e.g., KPIs) and share updates on opportunities and activities with large accounts to keep stakeholders informed and mitigate potential risks at a macro and micro level.
Sales Strategy Development
Assist with identifying new business customer objectives with some guidance. Work cross project to set sales strategies for specific markets and customers in collaboration with internal partners (e.g., account managers, product specialists) based on research and understanding of the customer.
Sales Strategy Implementation
Execute complete tasks in execution of sales strategies for specific markets and/or customers in collaboration with internal partners (e.g., account executives, product specialists) based on research and understanding of the customer.
Share best practices and feedback
Make contributions to sharing and scaling of successes, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., case studies, industry events, training contributions).
Skill/Experience/Education
Mandatory
Consumer Behavior
Knowledge of consumer behavior (e.g., digital or traditional consumer behaviors). This includes the knowledge of how consumer behavior informs product strategy/program design and influences sales cycles.
Customer Conversations
Ability to utilize open, closed, and leading questioning techniques to understand underlying beliefs, motivations, and causes for behaviors, needs, and desires.
Data-driven Analysis and Reporting
Ability to combine technical and financial data to differentiate and position the value of products, services, and solutions to create competitive advantage.
Advertising Knowledge
Knowledge of digital advertising including knowledge of different ad formats, platforms, and/or products and roadmaps. This includes the ability to build and launch campaigns, review metrics to provide insights to customers, optimize performance to hit goals and KPIs, and describe and differentiate products and how their features address customer questions.
Sales Tools
Knowledge of internal tools (e.g., dashboards, customer relationship management tools) that can help provide analysis and optimization insights. This includes staying up to date on the latest tools and how they can add value or uncover new opportunities with customers.
Solutions
Ability to articulate how customers and partners can use products, services, and solutions to identify needs, solve problems, and drive growth.
Persuasion Skills
Ability to gain commitment to a product, service, or idea from partners, customers, and stakeholders using data and appropriate communication or storytelling methods.
Stakeholder Management Strategy
Ability to positively influence individuals in a customer's organization who can help others make a conscious decision on the proposed product, service, or solution.
Desired
- Education: Digital Marketing / Sales qualifications preferred
- +2 years experience working in a Sales role working with Agency Customers
- +2 years experience working in a Sales Role with Targets, Quota attainment, sales pipeline, Customer book of business, etc
- Experience working in a Digital sales environment
