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  Regional Account Executive
Industry: TV - Digital Job Posted: 7/31/2013
Location: South Region Job Status: Full Time
Experience Level: TBD

Job Description:


Gannett Digital Marketing Services (GDMS)

Regional Account Executive – Outside Sales (SMB)

DMS Regional Account Executive (reports to DMS Regional Sales Director)

Company Overview

Gannett, the largest newspaper publisher in the U.S., is constantly evolving with digital marketing solutions by helping brands and businesses reach millions of customers daily. The average consumer sees 5,000 advertisements each day. For businesses and brands to grow, it takes a strategic and adaptable marketing plan that reaches consumers through multiple channels.

Gannett has created a powerful solution for businesses and brands of all sizes to drive growth, retention and customer acquisition. Ownership of recognized digital brands like BLiNQ Media, PointRoll, ShopLocal, DealChicken, GannettLocal, and the KeyRing mobile app, and much more have allowed Gannett Digital Marketing Services the ability to leverage an integrated marketing opportunity for businesses across the country. Each partnership works seamlessly together, providing a marketing mix that incorporates social media advertising, digital circulars, mobile marketing, daily deal coupons, SEO, PPC, retargeting and digital word-of-mouth campaigns to help businesses stand out in the crowded market place.

Combining Gannett’s success for over 100 years as a media and marketing company, and its revolutionary online partnerships, businesses and brands now have the opportunity to utilize the power of one with Gannett Digital Marketing Services (GDMS).


Gannett Digital Marketing Services (GDMS), a division of Gannett, a media and marketing solutions company, is seeking a Regional Account Executive (AE’s) to sell the company’s “Digital Marketing Solutions Suite” into the SMB market. That “Solutions Suite” includes SEO, PPC, SEM, Daily Deals, E-mail Marketing, Mobile Marketing, Social Media, Web Dev, and Retargeting. This person will report into one of seven (7) Regional Sales Directors strategically located across the country, and will be responsible for selling GDMS’s Solutions Suite to local advertisers/businesses (SMBs) within a defined geographic area (local markets).

Job Description

For this role, we seek a seasoned Sales Executive (hunter type mentality) to sell Gannett’s Digital Marketing Solutions to the SMB market (B2B) which spans across different industries and types of businesses. Our digital marketing solutions help SMB’s to a) drive better overall sales and marketing intelligence/insight into their businesses; b) acquire more new customers, c) retain more existing customer relationships; d) expand their revenues with existing customers, e) drive new revenue streams through better execution on of their marketing & lead generation campaigns and programs; and f) take marketing operational costs out of their business, thus, driving better marketing ROI.

The right person for this role will be able to understand client and prospect business goals; recognize buying signals/selling opportunities, and present Gannett’s Digital Marketing Solutions and programs that are clearly superior to the marketing programs they currently have in place. This role is a blend of developing business from prospects within a defined geography as well as expanding, thru cross sell, existing client relationships.


Minimum 3-5 years sales experience as an individual contributor in a sales (hunter) role

Digital Sales background (i.e. paid search, social, email, mobile, and daily deals)

Experience selling into the SMB (B2B) market

Consultative/Solutions/ROI selling experience vs. a single Product selling background

Proven track record in meeting/exceeding monthly, quarterly and annual revenue goals

Consistent performer and responder to daily, weekly and monthly Sales KPI’s

Technically proficient in CRM, Campaign Management and Marketing related reporting tools


Create, implement & execute on a Sales Territory/Account Plan to drive GDMS direct sales efforts & revenue results in an assigned local market territory

Meet and exceed all revenue goals and targets on a monthly, quarterly, annual basis

Develop lasting account relationships with SMB type prospects in local market territory

Maximize cross selling opportunities within targeted existing GDMS client relationships

Work independently from, & along-side, Gannett Affiliate (Newspaper and Broadcast) Advertising & Digital sales reps – selling jointly the GDMS Solution suite

Work with GDMS account management and Gannett Affiliate Advertising & Digital sales reps to maintain a robust pipeline of new opportunities in Salesforce.com.

Lead all aspects of the GDMS Solution sales effort - from initial qualification of a prospect thru the execution of contracts and hand offs upon conclusion of the sale

Perform extensive needs assessments with prospects (acquisition), and existing customers (cross sell) to determine how GDMS can offer the best solutions that improve the efficiency and effectiveness of the SMB’s marketing programs

Deliver compelling presentations and product demonstrations that highlight GDMS‘s competitive advantages and superior marketing ROI for prospects/clients

Develop needs-based solution proposals and resolve any post-proposal challenges with initial on-boarding of new clients

Fully understand, and effectively articulate the features, competitive advantages, and applications of GDMS’s solutions (competitive positioning) to prospects/clients

Identify, organize and focus GDMS’s internal resources (pre-sales and post sales) that are required to affect closure of new sales opportunities

Stay abreast of industry news, competition and consumer trends – thus, being the SMB/ Marketing resident expert


Demonstrated & quantifiable history of meeting and exceeding annual sales objectives

Demonstrated experience in selling “Services” via a consultative selling methodology

Exceptional communication skills with the ability to clearly articulate compelling value propositions for Gannett’s Digital Marketing Solutions

Technically proficient in CRM, Campaign Mgt and Marketing related reporting tools

Superior knowledge of new/emerging digital advertising technologies and techniques

Excellent verbal and written communication skills

Strong client related presentation and communication skills.

Regional travel estimated to be 35 – 40% of the time

Bachelor’s Degree or equivalent experience is required, Advanced degree a plus


Gannett offers a comprehensive benefit package which includes a competitive salary and bonus potential, as well as the following:

401(k) Savings Plan

Competitive compensation structure

Comprehensive health, dental, and vision insurance

Sales incentives

Employee Referral Program

Employee Mortgage Program

Flexible spending accounts

Paid Time Off (PTO)

No cost basic life insurance

Employee Assistance Program (EAP)

Employee discount programs

**Gannett is an equal opportunity employer and a drug free workplace**




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