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Account Executive for WYSO

Position Summary:

Antioch College seeks a results-driven professional to join our WYSO sales team as Account Executive (AE). This position is responsible for cultivating and soliciting new underwriters and event sponsors, generating new and recurring sales by providing marketing solutions tailored to businesses’ marketing and community investment budgets. The AE accomplishes this by identifying and contacting prospects, researching, preparing and presenting proposals, and nurturing existing corporate sponsor relationships by providing regular follow-up. In order to be successful, AE would understand and apply multiple sources of audience research to increase sales. This position reports to the Director of Underwriting and assignments are received in the form of results expected.

Outcomes:

Focusing upon the region between Dayton and northern Cincinnati, generate projected revenue by connecting WYSO listeners with business supporters through underwriting, event sponsorships, and creative marketing partnerships

Essential Activities/Responsibilities of the Position that enable the outcomes to occur:

  • Engage with current and prospective clients online, over the phone, and in-person by driving your vehicle to business/organization/event sites
  • Research, contact and develop new underwriting sources for the financial support of WYSO. Expectations for research include a prospect list (pipeline) of 15 potential clients at any given time
  • Develop proposals (both written and oral) for prospective clients, and deliver them often; carefully track results; maintain a high “close ratio” on proposals delivered; develop print and web collateral to support sales
  • Service a portfolio of existing underwriting accounts including contract negotiations, copywriting and scheduling (with the assistance of Traffic Manager). Maintain (through annual renewals) and upgrade these existing relationships
  • Attend external functions (e.g. Chamber of Commerce meetings and other community-based events) where potential or existing clients may be in attendance
  • Regularly participate in professional development activities, whether it’s webinars from Greater Public or offsite training (pending budget approval by Development Director)
  • Meet quarterly and annual revenue and other performance goals
  • Participate in College and WYSO team activities including membership drives and station events
  • Attend bi-weekly staff meetings; attend scheduled meetings or check-ins with Station and/or College leaders.
  • Utilize WYSO reporting and documentation practices to enhance communication, planning, and overall efforts to drive underwriting efforts.
  • These activities/responsibilities are the primary job duties that a qualified individual must be able to perform, either with or without accommodation. Other duties may be assigned.

Qualifications, including Certificates, Licenses, Registrations:

  • First-hand knowledge and appreciation of public radio is essential;
  • Minimum 2 years sales experience preferably in a business to business selling category, with a successful track record of meeting sales goals.
  • Experience developing and implementing an overall strategy for a market is preferred, experience in the region between northern Cincinnati and southern Dayton is a plus, as is experience with developing web and print collateral to support the selling process;
  • Proven track record of successful sales working with key decision makers; ability to deal directly with business owners, corporations at top management levels, and advertising agency executives.
  • Strong communication skills; demonstrated excellent written and oral presentation skills and a record of successfully negotiating with individuals and groups;
  • Excellent analytical and business planning skills. Highly organized, able to manage multiple prospects and clients, with timely and appropriate follow through, working both independently and within a team;
  • Energetic, aggressively goal and deadline oriented and highly self-motivated. Must be able to take direction, work on a diverse team and also function independently.
  • Familiarity with audience research tools (The Media Audit or Scarborough, etc.) a plus
  • Advertising sales experience a plus.

Required Skills/Physical Abilities:

While performing the duties of this job the staff member is regularly required to drive to appointments (so a valid driver’s license and reliable vehicle are needed); to sit; use hands to handle or feel objects, tools, or controls; and the ability to speak and hear in office and other environments. The staff member is occasionally required to stand, walk, climb stairs, and reach with hands and arms. Specific vision abilities required by this job include close vision, distance vision, and the ability to adjust focus.  The ability to carry up to 20 pounds will be required occasionally.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Work Environment:

The noise level and other environmental factors in the work environment vary dependent upon the sites and events visited.  The staff member is exposed to year-around outside weather conditions when walking and driving to/from appointments with various constituents. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  

Certificates, Licenses, Registrations:

A valid Ohio driver’s license

Application Process:

Application materials for the position will be accepted until an appointment is made.  There is no relocation available for this position.

To apply, please submit in one attachment in Word or PDF format:

  • a letter of application, in which you address relevant experience, leadership and your suitability for and    interest in the position,
  • a resume detailing your work history and relevant experience, and
  • contact information (name, association with you, telephone number, and email address) for three professional references, who will not be contacted without first informing you, to:  hr@antiochcollege.edu, Type position title in the subject line.

By US mail:

Office of Human Resources
Antioch College
One Morgan Place
Yellow Springs, OH 45387

Antioch College is an equal opportunity employer; the College offers employment, advancement opportunities, and benefits in a harassment-free environment on the basis of merit, qualifications and competency to all individuals without regard to race, color, religion, creed, age, sex, national origin, handicap, sexual orientation or covered veteran status. Candidates who can contribute to Antioch’s commitment to diversity and its evolving multilingual culture are encouraged to apply.