In Market Account Executive

Summary

McClatchy is a local media company seeking an experienced Account Executive to drive new-business media and advertising sales in South Florida. The role focuses on prospecting, developing client relationships, creating integrated marketing solutions, managing the sales pipeline, and closing new accounts.

Responsibilities

• Build and manage a prospect universe within the Miami/Fort Lauderdale and Florida market
• Consistently prospect for new business through outbound calls, email, networking, referrals, events and other channels
• Identify decision-makers and create new sales opportunities
• Develop relationships with businesses and organizations across multiple verticals
• Maintain a healthy pipeline of qualified opportunities
• Conduct discovery meetings to understand a client's business, marketing objectives and challenges
• Recommend integrated advertising solutions based on the client's goals
• Build and present customized proposals
• Effectively communicate the value of McClatchy's audience, brands, products and marketing capabilities
• Negotiate and close new business
• Own the sales process from first prospect contact through close
• Maintain accurate opportunity stages, next steps, activity and revenue projections in HubSpot
• Consistently meet or exceed sales and activity expectations
• Identify opportunities for account growth and renewal while continuing to prioritize new-business development
• Develop long-term relationships with decision-makers and marketing leaders
• Become a trusted advertising resource for clients
• Understand client performance and identify opportunities to expand their investment

Skills

• * Has 3+ years of B2B media, advertising, digital marketing or related consultative sales experience
• * Has a demonstrated track record of **winning new business**, not solely managing existing accounts
• * Has consistently carried and worked toward a **sales quota or revenue target**
• * Is comfortable with **cold prospecting, outbound calling, email outreach, networking and creating opportunities from scratch**
• * Can identify and reach business decision-makers and turn prospecting activity into meetings and revenue
• * Has experience selling **digital advertising, media, marketing services or integrated advertising solutions**
• * Can conduct discovery, identify client business objectives and translate them into a compelling marketing strategy
• * Can independently build proposals, present solutions, negotiate and close
• * Is comfortable managing a significant sales pipeline and maintaining accurate CRM activity
• * Is competitive, persistent and comfortable hearing "no" without losing momentum
• * Can manage their own day and consistently execute without needing to be closely managed
• * **3+ years of B2B sales experience**, preferably in media, advertising, publishing, digital marketing or an agency environment
• * Demonstrated success in **new-business development and quota-carrying sales**
• * Strong prospecting and cold-outreach skills
• * Strong presentation, negotiation and closing skills
• * Experience selling complex or consultative solutions
• * Proficiency with CRM platforms; **HubSpot experience preferred**
• * Strong written and verbal communication skills
• * Ability to work independently and manage priorities in a fast-paced environment
• * Must be located in the Miami/Fort Lauderdale area
• * Valid driver's license, reliable transportation and vehicle insurance required for local travel
• * Education or equivalent professional experience in sales, advertising, marketing or a related field
• **Prior media, publishing, advertising or digital agency sales experience is strongly preferred.**

Qualifications

Must Haves

• * Has 3+ years of B2B media, advertising, digital marketing or related consultative sales experience
• * Has a demonstrated track record of **winning new business**, not solely managing existing accounts
• * Has consistently carried and worked toward a **sales quota or revenue target**
• * Is comfortable with **cold prospecting, outbound calling, email outreach, networking and creating opportunities from scratch**
• * Can identify and reach business decision-makers and turn prospecting activity into meetings and revenue
• * Has experience selling **digital advertising, media, marketing services or integrated advertising solutions**
• * Can conduct discovery, identify client business objectives and translate them into a compelling marketing strategy
• * Can independently build proposals, present solutions, negotiate and close
• * Is comfortable managing a significant sales pipeline and maintaining accurate CRM activity
• * Is competitive, persistent and comfortable hearing "no" without losing momentum
• * Can manage their own day and consistently execute without needing to be closely managed
• * **3+ years of B2B sales experience**, preferably in media, advertising, publishing, digital marketing or an agency environment
• * Demonstrated success in **new-business development and quota-carrying sales**
• * Strong prospecting and cold-outreach skills
• * Strong presentation, negotiation and closing skills
• * Experience selling complex or consultative solutions
• * Proficiency with CRM platforms; **HubSpot experience preferred**
• * Strong written and verbal communication skills
• * Ability to work independently and manage priorities in a fast-paced environment
• * Must be located in the Miami/Fort Lauderdale area
• * Valid driver's license, reliable transportation and vehicle insurance required for local travel
• * Education or equivalent professional experience in sales, advertising, marketing or a related field

Nice to Haves

• **Prior media, publishing, advertising or digital agency sales experience is strongly preferred.**

Benefits

• Competitive base salary plus commission
• Uncapped earning potential
• Comprehensive benefits
• 401(k) with company match
• Opportunities for advancement within McClatchy
• Product training and resources to help you succeed
• Field-Based / Remote work arrangement