Business Development Executive

Business Development Executive (BDE)The Business Development Executive (BDE) is responsible for delivering the highest level of collaboration and expertise, partnering with clients to meet their advertising campaign objectives, and working with colleagues to manage the development of new accounts. This role focuses on strategic consultative sales with high value accounts that have large scale and diverse marketing budgets with advanced attribution and performance management. This role has access to demand generation and market research data for self-generation or strategic movement of existing relationships.This is a hybrid position. A mix of field and remote work with in-office collaboration in Irvine, CA. Candidates must be located in Southern California, including the Greater Los Angeles Area, Orange County, and the Inland Empire.What You Will Do:Proactively prospect, qualify, grow and maintain all necessary sales activities from lead generation, closing, to account management handoffPossess expert knowledge in online media channels and some understanding of its correlation to offline executions (features, benefits, pricing strategies, etc.)Manage all inbound sales leads and develop a focused prospect list based on the company value proposition and market needsUnderstand competitive sales strategies and can convey the value that our products and services have over the competition and uses product knowledge to develop a comprehensive counterattackCreate, develop, and lead marketing presentations and create solution-based needs proposals that sell the customer based on information provided by the customerDevelop strong relationships with senior-level contacts at client organizations (both technical and business relationships)Analyze and interpret key sales metrics and develop strategies to reach sales successActively pursue and maintain an understanding of current trends in the advertising technology industryNavigate internally with various departments to create compelling media solutions for advertisersRep is responsible for meeting with accounts and prospects in person as necessaryGo to the office for training and sales meetings as necessaryBe self-accountable to necessary activities for pipeline management and goal achievementWork in a fast-paced, deadline-oriented, dynamic environmentSet personal goals and demonstrates a drive to succeed in goals requiredWork independently and be self-driven, with the ability to identify, plan and prioritize business opportunitiesBuild and maintain strong and effective working relationships both internally and externallyWhat You Will Bring:Professional, outgoing, and friendly, positive, entrepreneurial attitude, and the ability to adapt sales techniques and presentationsHigh level of critical thinking and analytical skills required to make data-driven campaign recommendations and recap on customer performanceStrong communication and negotiation skillsAccurate predictive forecasting and gap planning skillsUnderstanding of multi-touchpoint prospecting and diligence in activity to move prospects through necessary nurture channelsCollege degree or equivalent experience preferred7+ years of advertising/media sales experience with responsibility for strategic selling and client development; 3 most recent years must have demonstrated success selling in a primarily focused digital media or online advertising sales roleWorking knowledge of Salesforce, Excel and PowerPoint, and have experience in a sales enablement platform such as Outreach or PardotProficient in Zoom, Google Hangouts, or similar video conferencingSuperior knowledge of sales techniques including cold-calling, networking, lead generation, all with the ability to capture and close the deal with a proven track record of success driving revenueProven track record of closing new business and negotiating multi-variable contractsStrong presentation, organizational skills, and ability to handle multiple tasks and priorities; demonstrated time management skillsBenefits and Compensation:The hourly range is $31.25 - $36.06 ($65,000 - $75,000) + cell phone stipend, mileage reimbursement, and uncapped commission (OTE $160,000 - $180,000 at plan with accelerators that put it over $180k uncapped). Pay is based on several factors including but not limited to geographic location, education, work experience, time in role, certifications, etc. In addition to your salary, the Company offers eligible employees a variety of benefits including medical, dental, life and disability insurance, 401k, as well as paid time off and select paid holidays (all benefits are based on eligibility).Who We Are:In 2016, the Southern California News Group (SCNG) rapidly became a major U.S. news organization bringing together prominent publications like the Orange County Register and Riverside Press-Enterprise under the MediaNews Group umbrella. SCNG has become the largest news content provider in the five-county Los Angeles metropolitan area, boasting a leading circulation nationwide with 11 daily newspapers and over a dozen community weeklies. Our mission is to connect communities by providing readers with top-notch local news coverage and offering advertisers unparalleled access to a diverse and engaged audience. No matter the distribution vehicle - newspaper, magazine, mobile, online - SCNG's in-depth reporting on local news, politics, sports, and entertainment attracts a highly desirable audience of over 8.1 million adults weekly. This makes SCNG the leading local news provider and an indispensable marketing solution for Southern California advertisers."4x Built In Best Places to Work Winner - 2023-2026"EEO Statement:We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.How To Apply:Please submit an online application along with your resume for this position hereClosing Date:Continuous recruitment until the position is filledConditions of Employment:A full pre-employment background check and MVR will be conducted as part of the selection process. Must be willing to submit and pass the necessary required checksMust possess and maintain a valid driver's license and have reliable transportationTravel – This position entails occasional driving for work assignments, in-person training sessions and/or meetings.Must be available for shift work. May be required to work various hours for coverage outside of normal business hours