American Public Media
  • APM, Business Development/National Underwriting Sales - 13DA
  • USA
  • Full Time

Who we are:

American Public Media is the largest station-based public radio organization in the U.S., combining multi-regional station operations, national content creation and distribution in one organization. With a portfolio that includes Live from Here with Chris Thile, BBC World Service, Marketplace and the leading classical music programming in the nation, APM is one of the largest producers of public radio programming in the world. One thousand stations carry American Public Media's 20-plus national programs. Its multi-regional station operations include 49 public radio stations and 42 translators in the Upper Midwest and California. APM podcasts offers a diverse array of podcasts featuring the best in food, culture, entertainment, business and investigative journalism.

Your role:

Are you an avid consumer of podcasts?  Are you excited about the business side of the podcast industry and intrigued by both the challenges and opportunities the on-demand space represents?  As a National Podcast Account Executive, you will be responsible for securing new advertisers for American Public Media's ("APM") portfolio of podcasts to meet stated income targets.  The position will service, renew and increase funding levels of current clients to meet both new income and renewal rate targets (as applicable). 

Application deadline: November 26, 2018

This is an outside sales position, located on the East Coast, which will spend approximately 50% of their time out of the office on calls.   The role is expected to travel during the day (with occasional overnight travel) and will maintain a work flow of 5 to 8 conference calls or in-person appointments per week. 

 Position Responsibility:

  • Identify new underwriting prospects using broadcast, print and digital media, trade publications (marketing, advertising, industry specific), and business contacts.
  • Establish, cultivate, and manage strong ongoing client relationships. This includes developing rapport and driving client discussions to better understand how APM programs can assist with the client's marketing/advertising needs.
  • Prepare written and in-person presentations designed to meet prospect needs and resources.
  • Establish and maintain accurate and current records in Salesforce (Constituent Relationship Management System) including account and client contact information as well current and pending business opportunities.
  • Identify and execute appropriate prospect cultivation that results in sales cycle closure.
  • Work to create ways to educate and consult with customers, providing tools, research, industry expertise, and ideas to help advertisers market their products.
  • Communicate new business results to manager. Generate reports to show income generated from prospect conversions on a weekly and/or monthly basis. 
  • Prepare written and in-person presentations to encourage both a renewed and increased advertising commitment.
  • Network in the marketplace with other organizations and individuals in the podcast and marketing industry.
  • Participate in the creation and/or revision of sales and marketing materials.
  • Work with Digital Campaign Manager and Digital Campaign Specialist to insure successful implementation of digital campaigns.
  • Collaborate with Director and digital content teams to create new sales opportunities.
  • Other duties as assigned. 

Required Education and Experience:

  • Bachelor's degree or equivalent work experience.
  • Minimum of two years relevant sales experience in digital with key agency contacts and key marketer contacts at corporations. 
  • Familiarity with audio ad serving platforms and measurement.

Required Skills, Knowledge and Abilities:

  • Proven track record of successfully meeting income targets through both prospecting and growing existing business.
  • Experience in the podcast industry.
  • Excellent communication skills.
  • Looking for a curious mind, a team player, and an energetic and strong presence.
  • Demonstrated time management skills.
  • Must be self-motivated, results oriented, persuasive communicator, and goal focused.
  • Ability and eagerness to sell in a challenging environment focused on building a significant podcast portfolio.
  • Must work well independently as well as be a team player. 

Preferred Skills and Experience:

  • Knowledge of Salesforce is helpful but not mandatory.
  • Knowledge of general marketing principals.

Reporting to This Position:         None

Physical Demands and Working Conditions:

  • Must be able to perform the essential duties of the position with or without reasonable accommodation.
  • Ability to travel during the day, with occasional overnight travel required. 
  • Must have a personal vehicle available for use to call on clients.  Mileage reimbursement will be provided.
  • Must have a valid, current driver's license.
  • Must have a clean driving record with no DWIs or excessive amount of traffic violations or accidents.
  • Physical Demands: 
    • Required to move about in an office environment and sit for extended periods of time
    • Required to move about in the community
    • Frequent use of hands for data entry/keystrokes and simple grasping
  • Working Conditions: 
    • Moderate noise level
    • Occasional exposure to prevalent weather conditions

 Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law. 

American Public Media
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