WAER Syracuse Public Media at Syracuse University seeks an Account Sales Representative to generate and cultivate new business revenue support for the station by successfully selling public radio air time and digital online assets to a donor customer base of businesses, organizations, ad agencies, event business and other possible advertising sources. In this consultative sales role, candidate will identify, research and qualify business leads, make cold-calls to decision makers at local businesses and organizations, meet with prospects to understand their marketing needs and develop proposals that offer marketing solutions to help them grow their businesses. Responsible for creating and presenting effective underwriting copy, conforming to federal regulations, FCC restrictions and station policies. Excellent communication skills as well as demonstrated experience and proven track record in meeting/exceeding quarterly sales goals set forth by Department. This position is truly a new business generating role and is both performance-driven and deadline-driven; candidate will not inherit a list of active accounts.
Four year degree, 2-5 years of sales experience (media sales preferred), demonstrated sales success, familiarity with FCC broadcast rules and regulations.
Job Specific Qualifications:
Familiarity with non-commercial radio programming, experience interpreting demographic data and information, experience in using demographic information to develop marketing materials and proposals to generate leads and close the sale.
Successful candidate must enjoy engaging with prospective program sponsors and the ability to convey the value of using public media as part of an overall marketing campaign. Must be comfortable establishing relationships face-to-face and virtually to achieve business relationships that are credible and trustworthy with persistency to manage a longer sales cycle.
Strong organizational and time management skills with exceptional follow-through is necessary. Excellent interpersonal and written/verbal communication skills required. Must be detailed oriented, computer proficient and have demonstrated ability to prioritize and execute multiple tasks to meet departmental deadlines.
Develop new business with key target accounts for WAER. Generate leads by contacting potential clients via telephone, email, face to face cold calling, networking and referrals. Identifying those in a decision making capacity with a business compatible with WAER’s format and use demographic data to relay WAER’s qualified audience.
Schedule face to face appointments, building rapport, conducting needs analysis to uncover opportunities, nurture sales process to successful close, assist with account processing including traffic and collections functions.
Build long term relations with donors by providing superior customer service, on-going communications with existing donors including reviewing current schedules, making appropriate copy changes – adhering to station and FCC guidelines and updates, looking for new business opportunities and collections, renew expired contracts, and identify opportunities for enhanced corporate funding from current clients.
Contribute as key team member of the UW department staff to achieve department deadlines including submissions trafficking and production and other goals and working toward solutions which generally benefit all parties involved. Participate in WAER membership fundraising activities.
Syracuse University is an equal-opportunity, affirmative-action institution. The University prohibits discrimination and harassment based on race, color, creed, religion, sex, gender, national origin, citizenship, ethnicity, marital status, age, disability, sexual orientation, gender identity and gender expression, veteran status, or any other status protected by applicable law to the extent prohibited by law. This nondiscrimination policy covers admissions, employment, and access to and treatment in University programs, services, and activities