Senior Account Executive, Retail TouchPoints and DGR

About Emerald

Emerald's talented and experienced teams grow our customers' businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit

Emerald is seeking a Sr. Account Executive to sell integrated media across its retail group. The Sr. Account Executive is responsible for developing high impact programs including custom content, and digital media for our rapidly growing Retail TouchPoints (RTP) and Demand Gen Report (DGR) brands. The RTP media property caters to omni-channel and ecommerce retailers and brands and DGR caters to B2B marketing and revenue teams focused on aligning strategy and driving measurable growth.

We have a unique portfolio of offerings for clients including webinars, online event hubs, podcasts, videos, custom research and more.

The Account Executive must be able to effectively communicate the value of multimedia properties to a growing list of prospects. RTP reaches 70,000 retailers and DGR reaches 60,000 B2B marketers each via a newsletter, website and multimedia properties, and partners with solution providers to generate leads through custom content, webinars and content syndication programs. In order to effectively sell these products, you'll need to continue growing your list of prospects and build relationships with new accounts, effectively communicate the value of multimedia properties and develop custom solutions, as well as expand relationships with current customers by identifying and developing up-sell and cross-sell opportunities.

This is a great opportunity for a strong Account Executive looking to take the next step, or an experienced Sr. Account Executive to expand their portfolio by selling a wider mix of performance marketing and digital offerings.

Specifically, the ideal Sr. Account Executive will:

* Sell custom, integrated multimedia offerings including webinars, online content hubs, podcasts, videos, custom research, custom content, content syndication programs, and more

* Utilize multiple channels to develop new business pipelines, including existing databases, industry networks, social media, office, and trade shows

* Effectively use Salesforce CRM to monitor growth and performance, including maintaining customer details and creating accurate forecasts

* Deliver proposals fitting the needs of the customer to secure their business

* Attend competitive or industry related events to stay connected with current clients and prospect for new opportunities

* Continuously analyze the needs of current clients as well as new products and industry trends to identify opportunities for up-selling and cross-selling

* Relay challenges and opportunities to brand teams; collaborate to strategize revenue growth opportunities, solve client issues, and share competitive irnformation

* Engage with influential and advocate accounts, and seek out opportunities to gain industry knowledge and understand market complexities

* Maintain an understanding of functions that interface with sales, including contracts/payments/collections, operations, marketing, and admin functions

Requirements

* Demonstrated success selling a wide mix of integrated multimedia solutions, including performance marketing and digital offerings

* Demonstrated ability to proactively identify resources to maintain knowledge of the industry and multimedia/digital product offerings, and the ability to apply that knowledge effectively to produce sales results

* Exceptional pipeline-building capabilities, with the ability to hunt and close new prospects

* Active listener and persuasive communicator, with the ability to ask the right questions and effectively translate client needs into competitive proposals and close sales

* Ability to build relationships and collaborate successfully with multiple functional groups (marketing, editorial, etc.)

* Proactive, independent work style that demonstrates the ability to effectively prioritize, multitask, and…