American Public Media
  • MPR, Business Development, Underwriting Sales - 13DD
  • St Paul, MN, USA
  • Salary
  • Full Time

Benefits Eligible

Who We Are:

Minnesota Public Radio (MPR) is one of the nation's premier public radio stations producing programming for radio, digital and live audiences and operates a 46-station radio network serving nearly all of Minnesota and parts of surrounding states. Reaching 1 million listeners each week, MPR and its three regional services' MPR NewsClassical MPR and The Current' produce programming for radio, digital and live audiences. 

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.

Your Role:

In your role as Account Executive you are responsible for securing new funders for Minnesota Public Radio's five programming services (Classical Music, News, 89.3 The Current, Digital, and Live Events) to meet new income targets. As the Account Executive you will service, renew and increase funding levels of current clients to meet both new income and renewal rate targets (if applicable). You will assist with other development and marketing activities as assigned. 

This is an outside sales position which will spend approximately 75% of their time outside of the office.  The role is expected to travel during the day (with occasional overnight travel) and will maintain a work flow of 10-12 out of office appointments per week. 

Application Deadline: January 25, 2019 

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 in an effort to understand how MPR can assist with the client's underwriting/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.
  • Communicate new business results to manager. Generate reports to show income generated from prospect conversions on a weekly and/or monthly basis.  
  • Work with prospects and internal MPR staff to prepare effective and acceptable underwriting credits. Identify and execute appropriate client cultivation that results in continued MPR funding (Adhere to high maintenance, low maintenance portfolio management techniques).
  • Prepare written and in-person presentations to encourage both a renewed and increased funding commitment.
  • Network in the marketplace with other organizations and individuals in the broadcast and marketing industry.
  • Secure media partnerships with appropriate partners and businesses at the request of marketing and other departments in the organization.
  • Participate in the creation and/or revision of sales and marketing materials.
  • Identify digital sponsorship and advertising opportunities for both current clients and prospects.
  • Continuously look for ways to refine and enhance support systems such as traffic, billing, Neilson, Scarborough, and Digital metrics.
  • Other duties as assigned.

Required Education and Experience:

  • Bachelor's degree or equivalent work experience.
  • Minimum of two (2) years sales experience in broadcasting or other media.

Required Skills, Knowledge and Abilities:

  • Proven track record of successfully meeting income targets through both prospecting and client upgrades.
  • 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 public service media company.
  • Must work well independently as well as be a team player.

Preferred Skills and Experience:

  • Knowledge of Minnesota Public Radio's products.
  • Knowledge of Salesforce is helpful but not mandatory.

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.

We are committed to hiring a breadth of diverse professionals and encourage members of diverse groups to apply.

American Public Media
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