Description

Corporate Sales Account Representative

Reporting Order: The Corporate Sales Account Representative will report directly to the 
Director of Corporate Sales.

Position Summary: The Corporate Sales Account Representative is responsible for 
soliciting and obtaining underwriting, sponsorship, advertising, and other revenue 
from businesses and organizations in support of WJCT Public Media and its 
programs. This position is a member of and contributes to the success of the 
Corporate Underwriting team, providing vital revenue to support WJCT Public Media 
programs, within the context and culture of philanthropy.

Essential duties include, but are not limited to:

• Produces sales and manages relationships for Corporate Underwriting clients, 
  including large and small independent businesses as well as 
  advertising/marketing firms.
• Cultivates and maintains relationships with assigned accounts; consults with 
  clients to develop underwriting and advertising proposals and other 
  opportunities.
• Achieves sales goals for FM, TV, Digital, and Community Initiatives as set by the 
  Director of Corporate Support.
• Discovers and interprets prospective and current client business objectives, 
  marketing strategies, community relations, activities, goals, and other 
  priorities.
• Analyzes and thoroughly understands audience and market research; uses 
  such knowledge and metrics to best identify prospective clients, seek an 
  appropriate match between prospective clients and WJCT audience, and best 
  support existing clients.
• Diligently seeks, generates, and cultivates new and prospective clients through 
  cold calling, direct face-to-face contact, and sustained relationships throughout 
  the business community.
• Customizes and negotiates underwriting and advertising proposals.
  Prepares and writes copy and manages other creative assets; works with peers 
  and manager to ensure compliance with FCC and other regulations and 
  policies.
• Works collaboratively across WJCT departments, including Traffic, Events, and 
  Programming, to support revenue generation and client stewardship.
  Reviews and approves monthly client billing, tracks aging, and pursues 
  payment collection.
• Represents WJCT Public Media and clients at station events and other 
  community functions.
• Engages the community at large; attends occasional community meetings or 
  other functions as appropriate to support client cultivation and stewardship.

Requirements

Educational Requirements:

Education & Experience Qualifications: Bachelor’s degree and three years’ 
experience in broadcast or other direct sales, non-profit fundraising, and/or 
relationship-building experience; or an equivalent combination of education and 
experience sufficient to successfully perform the essential duties of the job as listed 
above.

Other Position Qualifications:

• Proficiency with Microsoft Word, Excel, and PowerPoint.  
  Also; Sales Force, Orbit Traffic, and The Media Audit are a plus.
• Outstanding attention to detail, committed work ethic, and a strong sense of 
  accountability.
• Excellent sales, presentation, interpersonal, relationship-building, and 
  communication skills – both written and verbal – for a wide variety of 
  audiences, specifically racially, ethnically, and socioeconomically diverse 
  communities.
• Strong self-motivation, in carrying out responsibilities, organizing and 
  prioritizing multiple tasks, and meeting deadlines.
• Commitment to maintain confidentiality and a high degree of accuracy.
• Demonstrated ability to work effectively in teams, as well as provide consistent, 
  high-quality service to a wide variety of internal and external constituents and 
  adapt communication style to multiple cultural environments.
• Demonstrated ability to maintain grace under pressure, especially while 
  working in a demanding work environment with regular interruptions and 
  competing priorities.
• Ability to work effectively with people of diverse backgrounds and promote a 
  positive working environment, spirit of cooperation, and positive reactions to 
  change and conflict resolution.
  Appreciation for and understanding of WJCT Public Media programming and its 
  mission.
• A valid driver’s license and use of personal vehicle is required.
• Must be able to work an irregular schedule, including occasional evenings or 
  weekends for station/community events.

Physical Requirements: 

• Long periods of being in a stationary position;
• Ability to operate a computer and other office equipment; 
• Ability to frequently move to/from various work areas; 
• Able to frequently communicate by phone and email; 
• Frequently remaining in a stationary position during meetings, discerning meeting content, expressing oneself, and exchanging accurate information; frequently moving to/from off-site meeting and/or event locations; occasionally moves supplies and/or equipment weighing up to 20 
  pounds.

Working Conditions:

• Hybrid position with a minimum of two days in the office. 
• Weekly in-person sales meetings and bi-monthly in-person staff meetings. 
• Ability to meet regularly in person or via video conference or phone call with clients, team, and 
  colleagues.