Acquisition Sales Executive (213674-068)

If you are an aggressive, experienced, and enthusiastic sales professional with the ability to build rapport and credibility in client relationships, close new advertising business, and hit the ground running… The Washington Post has a fabulous opportunity for you!.  Cold call on inactive and new potential advertisers over the phone and in-person, generate new business opportunities, determine business needs and create advertising proposals, and negotiate and close sales contracts. This outside sales position provides an opportunity for you to play an active role in building new advertising business for The Washington Post.

• Acquiring new business through face-to-face outside sales efforts to potential major accounts.
• Identifying and closing new major account leads with strong potential, then transferring accounts over to appropriate Account Managers.  This is not an account management job.
• Effectively executing business development sales process with short-term emphasis on research, cold-calling and pre-qualifying, and long-term emphasis on needs analysis, proposal/presentation development and delivery, and closing.
• Working collaboratively with other internal sales team members.
• Solid technical skills in MS office, Lotus Notes, salesforce.com or other Contact Management System.
• Reliable transportation (automobile – leased or owned).
• Demonstrated ability in working closely with others.
• Minimum 6 years outside sales experience targeting major accounts.
• Ability to travel up to 10%.

• Sales Ability/Persuasiveness: Minimum 6 years outside sales experience targeting major accounts; Demonstrated ability to sell and effectively close sales; Uses appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects; Drive and initiative to develop new business; Track record of exceeding sales goals through developing new business; Consultative approach; Experience creating and delivering effective, professional sales presentations.
• Lead generation and business development experience: identifying leads, researching, cold-calling, qualifying and disqualifying, and closing new accounts.
• Initiates Action: Takes prompt action to accomplish objectives; Takes action to achieve goals beyond what is required; Uses Pro-active approach.
• Follow-Up Skills: Monitors processes and results throughout the sales process, as related to own goals, work of colleagues, and client status.
• Quality Orientation: Accomplishes tasks by considering all areas involved, no matter how small; Shows concern for all aspects of the job; Accurately checks processes and tasks.