JOB TITLE:  Account Development Manager

DEPARTMENT:  Sales

REPORTS TO:  Director of Sales

STATUS:  Exempt

PURPOSE:  To contribute to the profitability and growth of Marquette Group by meeting agreed upon objectives in order to increase profits and interactive services within existing client base on a national level. Responsible for maintaining a client base and achieving established growth objectives within these accounts.

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

·        Will be coached and trained by Director of Sales

·        Learn and understand all product/services and be able to develop and present presentations

·        Maintain and stimulate new business and minimize potential for account revenue decline by providing clients with recommendations and information regarding advertising benefits, utilizing all available sales support tools, i.e., RADAR,  directory usage, mapping etc. to increase advertising

·        Research industries of client, their competitors and strategic direction, be aware of advertising trends and incorporate these ideas into the advertising where applicable

·        Maintain knowledge and understanding of all account procedures and client specific programs

·        Develop and execute strategic account sales plans and campaigns to maximize revenue generating opportunities across all products available

·        Provide strategic guidance and maintain relationship with key corporate contact

·        Prepare and deliver annual client reviews

·        Verify/negotiate with publishers and make appropriate client recommendations

·        Forecast annual revenue budget by client and provide quarterly updates against plan

·        Prepare annual travel and expense budget

·        Participate in ADM staff meetings

·        Assist in preparation of RFP/RFQ responses as needed

·        Attend and participate (as needed) in sales presentations to potential clients

·        Assist AR Coordinator as needed on collection of any past due balances 

·        Assist in development and execution of corporate strategic plan as needed

·        Attend and participate in annual manager/sales meeting(s)

·        Provide communication, guidance and consulting to Field Marketing, Client Services, Marketing, Billing/Finance, and Art

·        Maintain regular communication with Team Leaders, Team Members and Client Service Director, Department Managers and other key personnel, as applicable, and direct supervisor on all concerns, issues and overall account status

·        Routinely complete post-conference reports and distribute accordingly to those needing updates – i.e. Team Leaders, team members and Client Service Director, department managers and other key personnel, as applicable, direct supervisor and/or executive management 

·        Participate in all client and publisher meetings and training as necessary

·        Provide tracking reports to executive management

·        Perform other duties as assigned

KNOWLEDGE, SKILL AND ABILITIES:

• Ability to learn, understand and sell all Marquette Group products and services including, but not limited to Yellow Pages, Interactive advertising solutions (IYP, Local Search, etc.), Call Measurement Services, and direct marketing services related to Local AdVantage to clients and primary prospects

• Ability to effectively communicate with clients, internal staff, department managers and executive management
• Ability to effectively prepare and present recommendations/information to top management, public groups and/or board of directors

• Ability to effectively write business correspondence using correct grammar, spelling and word usage

• Ability to probe and ask appropriate questions to clients to obtain useful information
• Ability to negotiate strategies that are mutually beneficial to the client and publisher
• Ability to respond to common inquiries from internal staff or clients
• Ability to influence and persuade decision makers

• Ability to read, analyze and interpret documents, journals and reports

• Ability to calculate figures and amounts and apply concepts such as discounts, commission, proportions, percentages, ratios and fractions to practical situations
• Ability to receive strategic direction from a member of executive management and execute a plan 
• Ability to solve practical problems and deal with a variety of concrete variables
• Ability to interpret clients needs and coordinate internal departments to satisfy those needs
• Ability to focus efforts on discovering and meeting customers’ stated and unstated needs and expectations
• Proficient personal computer skills including internet, e-mail, record keeping, database activity, word processing, and spreadsheets
• Knowledge of office equipment – fax machines and copy machine

EDUCATION AND/OR TRAINING:

• College degree in business, marketing, management or advertising preferred
• Two to three years of sales experience is required

WORKING CONDITIONS:

• Work performed in an environment with correctable conditions such as lighting and room temperature
• Moderate noise (office environment)
• Normally, no exposure to hazards; probability of injury is remote
• Occasional overnight travel

PHYSICAL REQUIREMENTS:

• Ability to handle light weights such as supplies or materials on an infrequent basis. (10 – 15lbs)
• Above average visual effort with frequent exposure to visually demanding work involving detailed work
• Manual dexterity sufficient to reach/handle items and work with fingers