In Market Account Executive

Account Executive, Media Sales | New Business

McClatchy | The Miami Herald, el Nuevo Herald, Bradenton Herald Location: Miami/Fort Lauderdale, FL | Field-Based / Remote Position Type: Full-Time

About the Role

This is a new-business sales role for an experienced media seller. McClatchy is looking for a proven B2B media/advertising sales professional to represent The Miami Herald, el Nuevo Herald and Bradenton Herald across South Florida.

We are looking for a hunter, not an account manager. The right candidate has a track record of building business through proactive prospecting, creating their own opportunities, getting in front of decision-makers and closing new accounts.

You will be responsible for developing a territory, identifying high-value prospects, generating meetings, uncovering business needs, building marketing solutions and closing revenue. You will have access to McClatchy's broad portfolio of digital, print and performance marketing products, but you are expected to create the opportunity and own the sales process from prospecting through close.

This is a highly self-directed role. You will manage your own pipeline, prospecting activity, meetings, proposals, follow-up and CRM activity.

What We're Looking For

We are specifically seeking someone who:

• Has 3+ years of B2B media, advertising, digital marketing or related consultative sales experience
• Has a demonstrated track record of winning new business, not solely managing existing accounts
• Has consistently carried and worked toward a sales quota or revenue target
• Is comfortable with cold prospecting, outbound calling, email outreach, networking and creating opportunities from scratch
• Can identify and reach business decision-makers and turn prospecting activity into meetings and revenue
• Has experience selling digital advertising, media, marketing services or integrated advertising solutions
• Can conduct discovery, identify client business objectives and translate them into a compelling marketing strategy
• Can independently build proposals, present solutions, negotiate and close
• Is comfortable managing a significant sales pipeline and maintaining accurate CRM activity
• Is competitive, persistent and comfortable hearing "no" without losing momentum
• Can manage their own day and consistently execute without needing to be closely managed

Prior media, publishing, advertising or digital agency sales experience is strongly preferred.

What You'll Sell

McClatchy provides a broad portfolio of solutions that can be tailored to client objectives, including:

• Digital display and audience targeting
• Programmatic advertising
• Search/SEM and SEO
• Social advertising
• OTT/video
• Targeted email
• Branded content and sponsored content
• Print advertising
• Sponsorships and premium audience opportunities
• Multi-market advertising solutions across the McClatchy network

You do not need to be an expert in every product on day one. You do need to be an experienced seller who knows how to prospect, conduct discovery, develop a solution and close. We will provide product training and resources to help you succeed.

Primary Responsibilities

New Business Development

• Build and manage a prospect universe within the Miami/Fort Lauderdale and Florida market
• Consistently prospect for new business through outbound calls, email, networking, referrals, events and other channels
• Identify decision-makers and create new sales opportunities
• Develop relationships with businesses and organizations across multiple verticals
• Maintain a healthy pipeline of qualified opportunities

Consultative Sales

• Conduct discovery meetings to understand a client's business, marketing objectives and challenges
• Recommend integrated advertising solutions based on the client's goals
• Build and present customized proposals
• Effectively communicate the value of McClatchy's audience, brands, products and marketing capabilities
• Negotiate and close new business

Pipeline & Revenue Management

• Own the sales process from first prospect contact through close
• Maintain accurate opportunity stages, next steps, activity and revenue projections in HubSpot
• Consistently meet or exceed sales and activity expectations
• Identify opportunities for account growth and renewal while continuing to prioritize new-business development

Client Relationships

• Develop long-term relationships with decision-makers and marketing leaders
• Become a trusted advertising resource for clients
• Understand client performance and identify opportunities to expand their investment

What Success Looks Like

In this role, success means creating revenue through your own sales activity. You should be able to demonstrate that you have:

• Built pipeline through proactive prospecting
• Consistently generated your own meetings and opportunities
• Won new accounts
• Managed a sales cycle from prospecting through close
• Met or exceeded revenue goals
• Built lasting B2B client relationships

If your background is primarily account management, customer success, marketing, media planning or servicing an inherited book of business, this is likely not the right role for you.

Requirements

• 3+ years of B2B sales experience, preferably in media, advertising, publishing, digital marketing or an agency environment
• Demonstrated success in new-business development and quota-carrying sales
• Strong prospecting and cold-outreach skills
• Strong presentation, negotiation and closing skills
• Experience selling complex or consultative solutions
• Proficiency with CRM platforms; HubSpot experience preferred
• Strong written and verbal communication skills
• Ability to work independently and manage priorities in a fast-paced environment
• Must be located in the Miami/Fort Lauderdale area
• Valid driver's license, reliable transportation and vehicle insurance required for local travel
• Education or equivalent professional experience in sales, advertising, marketing or a related field

Compensation & Benefits

• Competitive base salary plus commission
• Uncapped earning potential
• Comprehensive benefits
• 401(k) with company match
• Opportunities for advancement within McClatchy

About McClatchy

McClatchy is a leading local media company with trusted brands and audiences across the country. In South Florida, our portfolio includes The Miami Herald, el Nuevo Herald and Bradenton Herald, combining the credibility and reach of established news brands with a sophisticated portfolio of digital advertising and marketing solutions.

If you are an experienced seller who enjoys finding opportunities, opening doors and winning new business, we want to hear from you.

McClatchy is an Equal Opportunity Employer and supports a Drug-Free Environment.