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Posted: Tuesday, April 4, 2017 9:59 PM

Req ID:48881
The YP Sales Executive (SE) is responsible for securing new SMB clients/business for YP digital and print advertising/marketing products and services within the assigned geographic territory. The SE is provided target list(s) of prospective SMB customers within the territory and SE revenue and activity goals are for 100 new business development. The SE conducts sufficient/significant outbound cold:calling (phone, email, etc.) to introduce YP, identify the decision:maker, and then secure the appropriate number of in:person meetings to achieve target new business goals. S/he advises customers on how to optimize their revenue through YP marketing/advertising in digital and print media. S/he is accountable for analysis, planning and achievement of target outcomes, and adhering to YP standards, system use, and upholding the YP brand. This is a remote position, with the majority of time in territory meeting customers, staying informed of relevant business activity within the territory, and doing prospecting activity. Accounts sold are transitioned to the Account Management team after 13 months.
Required Activities:
: Review and analyze the assigned account list to develop a sales action plan.
: Conduct targeted outreach and phone calls to establish in:person meetings.
: Prepare for in:person meetings with prospective customers.
: Attend in:person meetings with prospective customers.
: Prepare and present proposal/contracts for YP products and services.
: Follow up on proposals to secure orders.
: Enter customer orders and payment information into YP order systems.
: Schedule weekly activities to optimize prospective customer contact.
: Work with Account Managers (AMs) and other SEs to optimize territory penetration and overall YP performance.
: Staying informed of YP products/services and SMB marketing trends.
: Attend Performance and Review meetings.
Direct Accountabilities:
: Meet assigned billed revenue and new client acquisition goals.
: Schedule and attend 10:12 client meetings per week.
: Close one new account per week.
: Record all activity in Salesforce CRM.
: Attend all team meetings and corporate events.
: Represent YP in a professional manner at all times.
Education: Bachelors degree in business, marketing, or related field; OR equivalent experience.
Experience: 2+ years of B2B new business (hunter) sales with the following elements:
: All new business sales goals.
: Has met or exceeded assigned revenue targets.
: Using high:volume phone:based cold calling in the sales process.
: Conducting in:person discussions and presentations (solo) with customers with comparable frequency to the YP SE position (10:12/week).
: Logging/reporting on sales activity and customer relationship status in the sales cycle in a CRM (Salesforce preferred).
: Selling digital services requiring knowledge of business use of technology (not necessarily advertising).
: Working virtually with success showing strong self:management.
: Working successfully in a fast:paced business environment.
: Knowledge of digital and print advertising, marketing and e:commerce, including SEO/SEM, social media and mobile marketing tools and technologies.
: Knowledge of B2B sales process, insight selling and other common sales tools and techniques.
: Excellent verbal and written communication skills, including being articulate, persuasive, respectful, and concise; and using proper grammar (required).
: Strong time management and organizational skills.
: Good critical thinking ability in order to quickly identify important information and logic and common sense.
: Drive.
: Motivation to succeed.
: Resiliency.
: Persuasion.

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• Location: Birmingham

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