Account Executive - Residence Life Cinema
Position Summary
This position is responsible growing market share in the College/University market for the Residence Life Cinema (RLC) product. The Account Executive’s primary responsibility is the establishment of new accounts, and management of the sales cycle from start until finish. Key responsibilities include: developing and nurturing relationships,identifying new market opportunities, planning and organizing sales efforts with respect to their assigned market territory and achieving pre-determined sales goals and objectives.
This position requires significant telephone dialogue and in-depth understanding of the nature of the college and university environment, specifically in the Residence Life arena, familiarization and/or ability to understand currently trends in the media industry with regard for content and technology.
Responsibilities
Sales
The AE is responsible for
- Writing contracts for new business
- Negotiating directly with prospects on price and term
- Prospecting and qualifying leads in order to fill pipeline
- Keeping up-to-date records of activities, primarily in CRM
- Participating in team meetings to develop sales, marketing & service strategies
- Achieving predetermined goals and objectives
- Designing and delivering presentations, both over the phone in and in-person, aimed at acquiring new business
- Actively researching academic organizations to develop new prospect lists
- Demonstrating initiative and creativity throughout the sales cycle to ensure we close business
- Understanding campus trends, and existing population & cable system information in order to qualify prospects
- Travel monthly to colleges and universities for demos and/or follow up meetings
- Staying up to date on current trends in the higher education space
REQUIREMENTS
Professional Requirements
The professional requirements for AEs include
- Having direct experience with a relationship-focused, new business acquisition sales model
- Demonstrating success in developing new relationships both over the phone and in-person
- Possessing excellent organizational skills and the ability to manage multiple tasks that change in priority on an on-going basis
- Researching prospective organizations, and ability to understand relationship between marketing and sales
- Proactively listening to, clarifying and following up on prospects’ needs
- Understanding the market and demonstrating an ability to overcome objections
- Understanding Prospects’ needs, planning, and matching them to services and products
- Encouraging the ongoing development and education of individuals within the RLC Team
- Exhibiting well-developed communication skills (concise, clear, sincere, persuasive)
- Ability to be a good listener and show an interest in the details of what may be changing on campus
Educational Requirements
College degree and 3-4 years sales experience preferred
Organizational Relationships
This position reports to the Vice President of Swank Motion Pictures. Interfaces with Prospects and existing customer as a representative of Swank Motion Pictures.
EOE|AA|M|F|D|V