Business Development Representative
Summary:
The Business Development Executive (BDE) is responsible for delivering the highest level of collaboration and expertise, partnering with clients to meet their advertising campaign objectives, and working with colleagues to manage the development of new accounts. This role focuses on strategic consultative sales with high value accounts that have large scale and diverse marketing budgets with advanced attribution and performance management. This role has access to demand generation and market research data for self-generation or strategic movement of existing relationships.
This is a remote position within Southern California, with occasional in-office collaboration as needed.
What you will do:
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Proactively prospect, qualify, grow and maintain all necessary sales activities from lead generation, closing, to account management handoff
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Possess expert knowledge in online media channels and some understanding of its correlation to offline executions (features, benefits, pricing strategies, etc.)
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Manage all inbound sales leads and develop a focused prospect list based on the company value proposition and market needs
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Understand competitive sales strategies and can convey the value that our products and services have over the competition and uses product knowledge to develop a comprehensive counterattack
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Create, develop, and lead marketing presentations and create solution-based needs proposals that sell the customer based on information provided by the customer
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Develop strong relationships with senior-level contacts at client organizations (both technical and business relationships)
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Analyze and interpret key sales metrics and develop strategies to reach sales success
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Actively pursue and maintain an understanding of current trends in the advertising technology industry
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Navigate internally with various departments to create compelling media solutions for advertisers
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Rep is responsible for meeting with accounts and prospects in person as necessary
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Go to the office for training and sales meetings as necessary
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Be self-accountable to necessary activities for pipeline management and goal achievement
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Work in a fast-paced, deadline-oriented, dynamic environment
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Set personal goals and demonstrates a drive to succeed in goals required
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Work independently and be self-driven, with the ability to identify, plan and prioritize business opportunities
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Build and maintain strong and effective working relationships both internally and externally
What you will bring:
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Professional, outgoing, and friendly, positive, entrepreneurial attitude, and the ability to adapt sales techniques and presentations
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High level of critical thinking and analytical skills required to make data-driven campaign recommendations and recap on customer performance
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Strong communication and negotiation skills
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Accurate predictive forecasting and gap planning skills
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Understanding of multi-touchpoint prospecting and diligence in activity to move prospects through necessary nurture channels
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College degree or equivalent experience preferred
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7+ years of advertising/media sales experience with responsibility for strategic selling and client development; 3 most recent years must have demonstrated success selling in a primarily focused digital media or online advertising sales role
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Working knowledge of Salesforce, Excel and PowerPoint, and have experience in a sales enablement platform such as Outreach or Pardot
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Proficient in Zoom, Google Hangouts, or similar video conferencing
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Superior knowledge of sales techniques including cold-calling, networking, lead generation, all with the ability to capture and close the deal with a proven track record of success driving revenue
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Proven track record of closing new business and negotiating multi-variable contracts
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Strong presentation, organizational skills, and ability to handle multiple tasks and priorities; demonstrated time