Media sales executives sell advertising space in the following communication mediums;
These include online publications, radio and television.
You may sell classified and recruitment advertisements or display ads which feature in the body of editorial text and features. Media sales executives also work in the exhibition and conference industries, selling event or stand sponsorship and delegate spaces to attend events. They approach potential customers to make sales, work to reach targets and deliver sales reports to management.
Media sales executives typically perform the following:
o Contact potential clients to describe advertising opportunities. This usually takes the form of cold calling over the telephone but may involve face to face contact at presentations, meetings and business lunches or dinners
o Take part in internal training about how to handle phone calls and other job requirements
o Contact existing clients to arrange the placement and design of advertisements they have agreed on and ensure an ongoing relationship
o Research client needs and explain the benefits of buying advertising space, responding to any objections
o Explain pricing costs to potential clients and negotiate a fee if necessary
o Account manage an existing client to ensure their needs are satisfied and they are happy with the service
o Work with production teams to ensure that agreed advertisements are carried in the right place and at the right time
o Track purchases and keep record of sales, contacts and deals
o Attend industry events, exhibitions and conferences, meeting potential and existing clients
o Work to maximise sales and meet targets
o Deliver sales reports to management.
Who are naturally outgoing and sociable.
An excellent telephone manner is essential.
Written and oral communication skills.
Possess or develop the ability to persuade clients of the merits of the product they are selling.
Good negotiation skills and the ability to respond to objections.
Need to be persistent, resilient and able to handle pressure.
Must be a good listener in order to understand clients’ needs.
Good awareness of targets and revenue
Strong self-discipline and attention to detail.
A minimum of a certificate from a recognisable institution.
Degrees in business and marketing is an added advantage
A year’s experience in sales discipline.
Prior internship work, retail or telesales experience is looked upon favourably.
8am to 6pm uncommon and media sales executives are expected to meet clients regularly which may involve working outside of office.
A media sales executive’s perspective
“Media sales is what you make it. If you treat it as your own little ‘business within a business’ you can quickly build a name and rapport amongst your clients. The next opportunity is only one phone call away so approach each day with as much enthusiasm as your first day. Realise what is at your disposal in terms of what other teams can offer to help with your clients’ needs. Each day should be as varied as possible or else you may just get the same results. Push yourself further and also encourage your clients to do the same, this way you can grow together.”