National Account Director

Job Summary

PRX is dedicated to the support of independent, mission-driven media through the development of predictable, sustainable revenue growth.

This role is responsible for business development of large-scale national podcast and broadcast campaigns to both direct marketers and digital ad agencies, achieving budgeted revenue growth and establishing meaningful client relationships/accounts. This is an outside sales position selling to new accounts and servicing established clients while educating prospects on the benefits of advertising on shows within the PRX/Radiotopia Portfolio.

• Essential Duties and Responsibilities
• Thorough understanding of the advertising and marketing universe, including digital, audio and programmatic tactics
• A creative mind to develop unique campaigns focused on solving client needs; direct campaign activation and creative production processes
• Strong problem-solving skills—identifies problems as an opportunity to develop business
• Deliver outstanding customer service to advertisers and agency clients
• Preparation of key data points for client meetings and in support of media and strategic recommendations; fielding client questions as is required throughout the sales cycle

Partner with Client Success Manager, Sales Operations, and other cross-functional teams, to manage campaign performance, identify & close incremental revenue opportunities and ensure client success

Review findings and recommendations to drive repeat business, grow renewal and new business and communicate findings to clients

Ability to develop new business and manage sales with a proven track record of exceeding goals

Requirements

• Who You Are
• A bachelor’s degree, preferably in Sales, Advertising, Marketing, or Business
• A min of 4+ years’ experience in digital media, implementation planning and/or buying with strong industry knowledge and a desire to grow within the industry
• You can translate client requests to make recommendations that meet business objectives
• You can craft impactful sales rationale stories by using data and research
• You thrive in a fast-paced, deadline and detailed oriented environment and have excellent verbal, written, and presentation skills
• You are highly organized and focused multi-tasker with strong attention to detail who can work independently within a team focused organization
• You have excellent dexterity in Excel and PowerPoint and have experience working within CRMs, programmatic platforms, ad servers and other digital media ad tech
• Required Sales Skills
• New Business — Conduct prospecting of potential new business by making face-to-face presentations and/or client conference calls/web meetings
• Relationship Management — This involves cultivating the relationship to grow existing business as well as generate new business. Utilize CRM software system to track and document all sales activity
• Analysis — Evaluate client needs and opportunities and develop solutions that leverage a portfolio of broadcast, podcast. Identify emerging trends and opportunities to develop competitive insight and maintain/enhance relevance
• Presentation/Proposals — Ability to build comprehensive recommendations
• Communication and Influence — Exceptional selling, presentation, negotiation and closing skills. Effectively communicate and influence internal and external stakeholders
• Cross-Functional Collaboration — Experience successfully partnering with senior leadership and sales support teams to leverage internal expertise to need client needs and drive revenue
• Travel — As needed for meeting with clients and industry events
• Administrative/General Capabilities
• Reporting — Prepare and submit sales and financial reports as directed
• Processes/Systems — Follow PRX’s process and systems for monthly projections. Prepare sales projections, weekly reports, short/long term strategy, plan, and goals. Develop and process all correspondence and paperwork related to accounts
• Market Information — Monitor market conditions, current industry information, pricing trends, and media sales
• Collections — Perform collections activities
• Values — Demonstrate professional values representative of PRX and the producers and advertisers we serve in all encounters, transactions, and communications
• Role Flexibility — This job description is not intended to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee, nor does this job description restrict management’s right to assign or reassign duties and responsibilities to this job at any time

Qualifications

• To perform this job successfully, an individual must be able to demonstrate the experience and knowledge of these key qualifications satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability expected of this role.
• Strong writing, negotiation, and presentation skills. Ability to overcome objections, competitive and self-starter. Creative, flexible and ability to adjust quickly to industry changes
• Well organized, display a professional demeanor, exude high energy, and show attention to detail. Excellent at follow up and effective at moving prospects and clients through the sales process
• Proven track record of success selling digital media, ideally digital audio/podcasts. Knowledge and execution in planning, forecasting, and account strategy. Understanding of advertising agency departments. Strong understanding of digital media and marketing
• Ability to establish objective and goals and be accountable for results. Ability to achieve or exceed multiple sales goals and productivity targets
• Excellent leadership abilities, being the face of the organization in the streets and in the building. Fearless approach to business, creating strength from knowing how to utilize sales assets