Account Executive, Partnerships - Sports Business Journal (Chicago · IL)

Sports Business Journal Jobs
Sports Jobs in Chicago · IL
Sponsorship Sales & Activation: Business-to-Business Sales
*Candidates must be willing to relocate and/or live within commuting distance to Chicago offices*

Job Title: Account Executive, Partnerships

Location: Chicago

Reports to: National Sales Manager


SBJ:

Sports Business Journal is a globally recognized brand that is the go-to news and network source for thousands of sports business professionals. Producing breaking content every day, hosting over 20 events a year, and offering excellent content to thousands of subscribers, the task representing this portfolio of products is an important one.


Description:

Sports Business Journal is seeking an Account Executive to be responsible for selling cross-platform media (newsletter, website, content, social, video) and event sponsorships to sports business companies including leagues, teams, brands, sports agencies, talent agencies, governing bodies, sports media, facility operators/designers/architects, tech companies and any other partner, sponsor in sports business. The AE may be involved in managing campaigns, formalizing go-to-market strategies and media offerings with his/her clients and maintaining relationships with high level executives while constantly prospecting for new business. The goal of this role is to optimize the revenue portfolio across multiple products to achieve a growth target.

The Account Executive will possess a solid sales process and preferably consultative sales skills and excel in developing objective-based integrated marketing campaigns for clients across multiple properties consisting of print, digital and event sponsorships.

The Account Executive must be polished and comfortable working with large corporations and high-growth small- to medium-sized businesses to identify the needs of these prospects and communicate the value of SBJ’s suite of products and services. The Account Executive must be a strong prospector and comfortable with closing new business deals. He or she should excel at building rapport with prospects in person, on the phone, on video calls and via email. He or she should be able to solve complex problems quickly and provide the appropriate solutions. The AE is curious and asks more questions more than he or she talks.


Expectations:

  • Goals – Account Executives should, at a minimum, meet their monthly and yearly quotas based on revenue growth, and should strive to exceed them.
  • New Business Targets and Prospecting - Proactively contact new-to-company prospects to generate new streams of revenue. The Account Executive will need to quickly qualify genuine opportunities and move these to the next stage of the sales process or move on in cases where no worthwhile opportunity exists. The AE should strive for at least 50% new business revenue each year to counter natural attrition of accounts.
  •  Pipeline building - Account Executive is expected to meet minimum activity levels to build a pipeline of business and ultimately closed contracts. The following should be performed weekly: 10+ calls or visits with a mix of new and existing accounts and generate 5+ customized proposals.
  • Meeting Preparation/Client knowledge - Thoroughly research companies and individuals in advance of meetings, thinking through business goals and impediments to achieving those goals. Understand these business issues affecting specific prospects and/or industries and ensure that this knowledge is the foundation for our communication after the first call and beyond.
  • Product Knowledge/Market Intelligence - Clearly express the value proposition and benefits of SBJ’s products and solutions and use this knowledge to ensure that solutions address clear business needs for the client. Account Executives are expected to read content produced by SBJ daily and stay informed of media industry trends as well as trends affecting client’s industries.
  • Forecast - Manage sales pipeline and revenue forecast internally to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities at each stage of the sales process as well as future new business revenue.
  • Managing Prospect and Client Information - Keep accurate and clear records within SBJ database to provide a solid deal history that clearly shows the steps taken to reach each transaction and provides leads for editorial and new products.
  • Communication and Teamwork - Account Executives should keep the National Sales Manager apprised of their schedules and developments with their accounts via Outlook and to work collaboratively with product and peers in sister Advance businesses to generate referrals.
  • Work ethic and attitude - The Account Executive should be a fun and productive member of the revenue team and should give their all to the overall success of the SBJ business.
  • Other: Account Executives should be prepared to assist with any other task or project required to support the team.
  • Currently, the requirement for this role is to be in the Charlotte or Chicago office two days/week.


Basic Qualifications:
  • BA/BS degree or equivalent experience.
  • 2+ years of business-to-business media sales experience, digital advertising and event sponsorship sales preferred.
  • Proven track record of success driving revenue through the development of long-term strategic relationships and consultative selling.
  • Proficient with Microsoft Office Suite, CRM tools, SalesForce, Pardot

Success Factors: Goal oriented, Analytical, Motivated, Enthusiastic, Accountable, Disciplined, and Curious!

Job Questions:

  1. Are you currently within driving distance to SBJ's offices in Chicago? Driving commute will be necessary, 2-3 days per week.

  2. How many years of experience have you had in sponsorship/partnership sales?

  3. If you are not within driving distance, if you are selected for this position, are you open to relocation to Chicago?

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