Associate Account Executive; Local Sales

Overview

Job Summary:

The Associate Account Executive (AAE) key role is to provide sales support for Account Executives (AE) within Disney Entertainment. As the right hand of the AE, the AAE focuses on growing revenue by generating new business, retaining existing clients, and expanding business across both multimedia and addressable products for the Owned Television Stations. While all AAEs are empowered to drive both linear and addressable revenue, the allotment of sales focus against each is guided by local management.

The AAE is expected to understand key sales drivers for the total business (linear & addressable) and will drive accountability and clarity of account ownership within allocated customer relationship management platforms (e.g., Wide Orbit and/or Saleshub) for both the AE & AAE.

Job Summary (continued):

Pre Sales: AAE coordinates with their respective AEs to answer RFPs, create pitches and respond to marketing briefs with sales and marketing solutions teams. The AAE understands the total book of business (linear & digital) to identify new opportunities for clients before an RFP is delivered. Partner with the sales team to develop and coordinate qualitative information as part of pre-sale planning and deck completion.

The AAE should NOT build plans, but can help coordinate and align with the AE. After 1 year in the role, the AAE may start prospecting activities on new business (with supervisor approval). In addition to prospecting, the AAE can also be empowered to lead sales efforts on specific accounts (e.g., build plans, pitch, and selling activities).

Active Campaign: AAE delivers white-glove customer service to clients/agencies, working with sales, marketing, ad ops and research teams to ensure that campaign elements are delivered in full. Preparation of deal memos and coordination of "Playbooks" for larger campaigns should be facilitated by the AAE, and weekly agency status calls or emails on ratings/reporting may be led by the AAE. AAE also checks plans are booked in the system, confirms schedules, ensures alignment on CPMs, and ensures all sponsorship elements are being executed.

Post-Sales: AAE works alongside the AE to ensure renewal of the deal and continued business with the Disney portfolio. Responsibilities include coordinating with the sales & marketing teams on all recap sites/decks, as well as with research on any custom studies, results or reporting. The AAE can organize pulling video clips to share with the agency and provide topline success stories (in some cases, the AAE might be required).

Responsibilities and Duties of the Role:

• Reports to the Director of Sales and is responsible for building relationships with AEs, clients & agencies.
• Gain insight into customer needs and translate those into sellable opportunities
• Act as a resource for AEs regarding available opportunities across all media types in the Disney portfolio
• Analyze current state of linear business to identify and recommend digital extension opportunities
• Leverage deal expertise to proactively recommend optimized inventory solutions
• Create and deliver powerful and persuasive presentations to clients
• Prepare proposals and respond to RFPs with a high degree of professionalism, quality, and timeliness
• Prepare and deliver both pitch and wrap-up decks for pre and post campaigns
• Chief POC in securing client assets and getting mock-ups approved for upcoming campaigns
• Compile weekly and quarterly sales and client status reports
• Track all meetings, closed deals & clients on a weekly basis
• Collaborate with DAS category vertical teams for insights to help grow business
• Partner with and coordinate Sales Planners for sports, broadcast, entertainment streaming, social and digital deals
• Partner with other DAS teams (e.g., marketing, research, operations) for RFP requests and campaign implementation
• As required, prospect, identify and qualify new clients for various portfolios (using offerings like Media Monitors)
• Stay current on video advertising trends and innovations
• Provide industry and competitive updates by staying active and well read on trades; surface relevant articles and topics to AE and team when…