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Media Consultant - Miami Radio
About the position
Cox Media Group (CMG) is looking for Media Consultants (MCs) for outside sales roles focused on acquiring new clients and managing existing accounts. We’re seeking talented, enthusiastic, motivated, and goal-oriented individuals who are self-starters and excel in a fast-paced work environment. As a Media Consultant, you will acquire new clients and strengthen relationships with existing ones to become a marketing solution provider that understands each customer’s unique business goals and helps them achieve those goals through your media assets. In this field-based role, you will regularly collaborate with a team of sales professionals and use industry-leading tools and resources to create integrated marketing solutions that help clients achieve their business objectives. This role focuses on generating new and incremental radio and digital revenue. The main job is to prospect for new business, develop innovative cross-platform advertising solutions, run effective marketing campaigns, and build strong relationships and business partnerships within the community. The Media Consultant is also responsible for retaining and expanding their existing accounts through insight-driven proposals, performance metrics, and by maximizing all radio station and digital assets. To succeed, you’ll need to be driven, resourceful, organized, customer-focused, and a problem-solver. You also must have effective communication skills and the ability to build both new and lasting client relationships. The ideal candidate should have strong presentation and time management skills, along with the ability to generate new business. In return, we offer a unique career opportunity - one where you face a challenging mission, have access to world-class tools to help you succeed, and can realize your full potential as a sales professional. This position provides an opportunity to increase your income through a rewarding commission structure. You’ll also join a team dedicated to making a positive impact on those we serve. CMG annually generates tens of millions of dollars in economic value for our communities.
Responsibilities
- Identifies and assesses sales opportunities and applies resources and strategies appropriately
- Solicits new business through prospecting and cold calling
- Consistently manages target accounts within the pipeline
- Generates revenue by developing new accounts and expanding existing ones
- Prepares proposals to present to Sales leaders, along with existing and potential clients
- Consults clients on all CMG solutions and offerings, demonstrating a deep understanding of product capabilities, measurement, attribution, and KPIs
- Responsible for learning and selling fully integrated advertising solutions using our complete range of audio and digital products
- Responsible for meeting and surpassing all sales targets as outlined by the General Sales Manager and/or Director of Sales
- Performs a needs analysis and account review to identify the customer’s most important needs
- Creates effective marketing strategies to satisfy each client’s needs and goals
- Creates engaging and convincing presentations that generate new or additional business
- Successfully negotiates advertising rates
- Showcases product knowledge and its value to customers
- Matches available station sponsorships with the needs of prospects and clients, then persuasively presents and sells those sponsorships
- Collaborates with internal departments to oversee account stewardship throughout the process
- Uses CRM (HubSpot) to track and manage daily activities, build a pipeline, ensure execution, and generate weekly projections and revenue reports
- Upsells existing customers by sharing performance metrics, research insights, and proven results
- Collaborates with account management to provide timely and accurate traffic instructions, conduct account maintenance, including make-goods, and collect on aging receivables
- Attend sales meetings, training sessions, and remote client meetings
Requirements
- Two years of experience in new business development and prospecting within media sales or a related sales role
- Demonstrated track record of increasing revenue through effective campaigns
- Proven success in working with people (i.e., career, school, organizations, sports, etc.)
- Strong analytical, problem-solving, communication, interpersonal skills, and business acumen
- Ability to multitask and work in a high-pressure, fast-paced environment with tight deadlines
- Excellent marketing, presentation, and closing abilities
- Excellent attention to detail and strong organizational skills
- Capable of successfully negotiating with customers to achieve a strong return on investment
- Experience in prospecting for new clients, selling services to them, and maintaining and upselling to existing clients
- Proficient in Microsoft Office, PowerPoint, and CRM tools like HubSpot
- Valid driver's license with a clean driving record
Nice-to-haves
- BA/BS degree
- Three years of experience in media sales, account management, or media buying
- Proven track record of success in digital and radio sales within a local media environment
