Local Account Executive

Local Account Executive

The Account Executive - Local Sales is responsible for driving revenue growth through new business development, maintaining existing client relationships, and consistently achieving sales targets within assigned territory and category verticals. This role requires a proven track record of hitting sales numbers, maintaining robust pipeline development, and developing deep category expertise to provide strategic value to clients. The Account Executive cultivates and manages local client and agency relationships, provides tailored advertising solutions across NCM's full portfolio of in-cinema, digital, OOH, and integrated data-driven platforms, and serves as a category expert to drive client business outcomes. This position demands strong prospecting skills, systematic pipeline management, and the ability to generate significant new business while maintaining high client satisfaction and retention rates.

Essential duties and responsibilities may include, but are not limited to, the following:

Sales Performance & Revenue Generation:

• Meet and exceed quarterly and annual sales budgets by promoting and qualifying NCM's full line of in-cinema, digital, OOH, and integrated data-driven solutions/platforms
• Consistently hit monthly, quarterly, and annual revenue targets with demonstrated accountability for results
• Maintain minimum revenue performance standards and achieve growth objectives year-over-year
• Track and report on sales metrics, conversion rates, and pipeline velocity

Pipeline Development & Management:

• Develop and maintain a robust sales pipeline with minimum 3x pipeline coverage of quarterly targets
• Provide weekly pipeline updates to management including lead status, probability assessments, and expected close dates
• Proactively identify and qualify new opportunities through research, networking, and cold outreach
• Maintain accurate and up-to-date records in CRM with detailed pipeline progression tracking
• Implement systematic pipeline review processes to ensure consistent deal flow

New Business Development:

• Must possess an active and portable book of business within Northern New Jersey, with a proven track record of maintaining and growing local client relationships.
• Drive 70% of revenue from new business acquisitions while maintaining existing client relationships
• Develop and implement effective prospecting strategies to identify and engage new clients in designated territory
• Conduct comprehensive market research to identify growth opportunities and emerging prospects
• Execute cold calling, email campaigns, and networking activities to generate new leads
• Build relationships with key decision-makers at target agencies and direct clients
• Develop territory expansion plans and penetration strategies for untapped market segments

Category Expertise & Strategic Development:

• Develop deep expertise in assigned vertical categories (QSR, Retail, Automotive, Healthcare, etc.) to become the subject matter expert
• Stay current on category trends, competitive landscape, and industry challenges affecting client businesses
• Provide strategic consulting and insights to clients based on category knowledge and market intelligence
• Attend industry conferences, trade shows, and category-specific events to build expertise and network
• Present category-specific sales materials, case studies, and presentations
• Collaborate with marketing team to develop category-focused marketing initiatives

Client Relationship Management:

• Build and maintain strong relationships with assigned clients, ensuring a deep understanding of their business needs and objectives
• Align National CineMedia's offerings with client goals and demonstrate ROI through data-driven solutions
• Serve as primary point of contact for all client communications and campaign execution
• Conduct regular business reviews and strategic planning sessions with key accounts
• Ensure high levels of client satisfaction and retention

Sales Strategy & Execution:

• Collaborate with VP and cross-functional teams to ensure successful execution of advertising campaigns and initiatives
• Present compelling presentations, proposals, and pitches that highlight the value of National CineMedia's services
• Negotiate contracts and pricing while maintaining profit margins and company objectives
• Develop account-specific strategies and tactical plans for revenue growth
• Stay informed about industry trends and competitor activities to maintain competitive advantage

Reporting & Communication:

• Provide regular sales forecasts, pipeline reports, and performance updates to management
• Participate in weekly sales meetings and quarterly business reviews
• Document all client interactions and maintain detailed account records in CRM
• Communicate market feedback and client insights to product and marketing teams

Qualifications:

Knowledge/Skills/Abilities:

• Bachelor's degree in related field or equivalent experience
• 5+ years of experience in local sales, preferably advertising, media sales, or digital advertising
• Proven track record of consistently meeting or exceeding sales targets for minimum 3 consecutive years
• Demonstrated success in new business development with ability to generate 70%+ revenue from new accounts
• Strong pipeline management skills with experience maintaining 3x+ pipeline coverage
• Deep understanding of specific industry verticals with ability to develop category expertise
• Proven record of successful lead generation and prospecting strategies
• Strong analytical skills with ability to interpret data and draw actionable conclusions
• Excellent communication, presentation, negotiation, and interpersonal skills
• Proficiency in CRM software, pipeline management tools, and lead generation platforms
• Advanced skills in Microsoft Office Suite, particularly Excel for data analysis
• Ability to thrive in fast-paced, dynamic environment and adapt to evolving market trends
• Excellent research skills and market intelligence gathering abilities
• Self-motivated with strong work ethic and results-oriented mindset
• Ability to work independently while collaborating effectively within a team
• Ability to travel to meet with clients and attend sales meetings (minimum 80% local client meetings)
• Every team member of NCM is expected to understand and consistently demonstrate our core values: Honor, Innovation, Collaboration, Accountability, Perseverance

Experience and Training:

Any combination of the following experience and training (designated as required and/or preferred) that would provide the required knowledge and abilities is qualifying.

Experience:

5-7 years in advertising sales, media sales, or related sales field with proven track record of hitting numbers

Education:

College degree in a related field, or equivalent experience

Performance Expectations:

• Achieve minimum 100% of assigned annual quota
• Maintain pipeline coverage of 3x quarterly targets
• Generate minimum 70% of revenue from new business development
• Provide weekly pipeline updates with 95% accuracy
• Develop expertise in assigned category verticals within 6 months
• Maintain CRM data accuracy above 90%

Licensure / Certification:

None required

Working Conditions:

This job operates in a home office environment and requires a minimum of 80% local client meetings (face-to-face and/or video conference) in designated areas. This role routinely uses standard office equipment such as laptop, phone, printer, scanner, etc.

Physical Conditions:

Essential and marginal functions may require maintaining physical condition necessary for sitting for prolonged periods of time, travel requirements for client meetings, and presentation delivery.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. To request an accommodation, please contact Human Resources at View phone number on click.appcast.io or email: View email address on click.appcast.io.

Salary Range & Benefit Options:

Salary Range: Base Salary of approximately $XXXXX-$XXXXX annually plus bonus - compensation is commensurate with skills & experience.

Benefits Options:

• Medical insurance
• Dental insurance
• Vision insurance
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