Senior Account Executive - B2B Media - Retail Industry

March 12

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EnsembleIQ

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EnsembleIQ is the premier resource of actionable insights and connections that power business growth throughout the path to purchase. The company provides business intelligence solutions that help professionals in retail, technology, consumer goods, healthcare, and hospitality make informed decisions and gain a competitive advantage. With a strong commitment to diversity, equity, and inclusion, EnsembleIQ strives to create an environment where its team can express individuality. The company also hosts events and honors achievements in the hospitality sector, such as the Hotel Visionary Awards.

Business Intelligence • Digital • Social • Event • Research

51 - 200 employees

Founded 2016

🤝 B2B

📱 Media

🛒 Retail

📋 Description

• This is a remote role that can be based anywhere in the United States • Honored as the Best Company for Career Growth and Best Leadership Teams by Comparably • Seeking a B2B media Senior Account Executive with expertise in driving revenue across a portfolio of integrated B2B media programs across digital media, events, research, and custom content while diligently forecasting and building a robust pipeline with Publisher direction and oversight • The ideal candidate will have experience selling marketing programs to clients in the retail industry • You will meet or exceed an annual sales goal by utilizing a consultative or needs-based selling approach to connect with key clients and stakeholders, providing them with solutions to business growth and marketing challenges • Utilize consultative or needs-based selling approach to connect with key clients and stakeholders, providing solutions to business growth and marketing challenges • Conduct productive, consultative client meetings, prioritizing in-person engagement with clients, following up via video when appropriate • Creatively develop strategic and integrated media programs across the brand portfolio: digital media, event sponsorships/exhibit space, custom media, research • Create proposals and sales presentations, present those materials to clients, and close deals • Work with internal production and execution teams to ensure client success on closed programs, including presenting program results to clients and identifying ongoing opportunities for upsell • Accurately forecast, projecting monthly and quarterly revenue, while developing robust pipeline to achieve goals, continuously updating Launchpad CRM with latest opportunity, client and pipeline attribution data (weightings, outreach, all client communication, notes) • Attend key brand and industry events to develop new business and manage existing client relationships, creating and activating an outreach plan for each such event—booking and following through on meetings and event participation commitments • Deliver quarterly territory development presentation to publisher, including documentation of meetings that have taken place with new clients, sales that have been closed—and executed—and a go-forward strategy to achieve goals • Meet or exceed annual sales goal, while clearly understanding and documenting gained and lost business in territory, and a plan to manage churn in territory • Understand latest outreach, sales calls, meeting and new business development best practices, defining and achieving KPIs around them with direction from publisher • Forecast churn, uncover new business, and grow existing client business • Develop deep understanding of assigned brands and products, audience position, competitive set, and points of differentiation • Perform as a team player on internal calls across brand and shared services teams • Be comfortable creating and delivering presentations to the client • Continuously keep up-to-date on client, company and industry intelligence

🎯 Requirements

• 3+ years success in selling B2B integrated media solutions for business growth and marketing challenges with emphasis on digital media, and events/tradeshows • Exceptional track record of exceeding sales targets, selling integrated programs including digital and event sponsorships, and managing complex client relationships • Strong record of strategic, consultative selling across multiple platforms, with proficiencies in building pipeline, prospecting, negotiating, closing and managing existing business • Adaptability to authentically connect with and understand varying businesses and people • Ability to address and successfully overcome objections during sales process • Highly organized; exceptional follow through; strong verbal and written communications • Proficient in digital analytics and able to communicate performance to clients • Proficiency in best practice, disciplined, consistent and thorough use of digital CRM tools • Bachelor’s degree • Travel up to 30% of time; available to as needed attend events

🏖️ Benefits

• Health insurance • Dental coverage • Vision benefits • Life insurance • Generous paid time off • EAP • 401(k) • HSA and FSA saving accounts • Student loan assistance • Pet insurance • Flexible work arrangements