<strong>Account Executive, Media Sales | New Business<br><br></strong><strong>McClatchy | The Miami Herald, el Nuevo Herald, Bradenton Herald<br><br></strong><strong>Location:</strong> Miami/Fort Lauderdale, FL | Field-Based / Remote<br><br><strong>Position Type:</strong> Full-Time<br><br><strong>About The Role<br><br></strong><strong>This is a new-business sales role for an experienced media seller.<br><br></strong>McClatchy is looking for a proven <strong>B2B media/advertising sales professional</strong> to represent The Miami Herald, el Nuevo Herald and Bradenton Herald across South Florida.<br><br>We are looking for a <strong>hunter</strong>, not an account manager. The right candidate has a track record of building business through proactive prospecting, creating their own opportunities, getting in front of decision-makers and closing new accounts.<br><br>You will be responsible for developing a territory, identifying high-value prospects, generating meetings, uncovering business needs, building marketing solutions and closing revenue. You will have access to McClatchy's broad portfolio of digital, print and performance marketing products, but <strong>you are expected to create the opportunity and own the sales process from prospecting through close.<br><br></strong>This is a highly self-directed role. You will manage your own pipeline, prospecting activity, meetings, proposals, follow-up and CRM activity.<br><br><strong>What We're Looking For<br><br></strong>We are specifically seeking someone who:<br><br><ul><li>Has 3+ years of B2B media, advertising, digital marketing or related consultative sales experience</li><li>Has a demonstrated track record of winning new business, not solely managing existing accounts</li><li>Has consistently carried and worked toward a sales quota or revenue target</li><li>Is comfortable with cold prospecting, outbound calling, email outreach, networking and creating opportunities from scratch</li><li>Can identify and reach business decision-makers and turn prospecting activity into meetings and revenue</li><li>Has experience selling digital advertising, media, marketing services or integrated advertising solutions</li><li>Can conduct discovery, identify client business objectives and translate them into a compelling marketing strategy</li><li>Can independently build proposals, present solutions, negotiate and close</li><li>Is comfortable managing a significant sales pipeline and maintaining accurate CRM activity</li><li>Is competitive, persistent and comfortable hearing "no" without losing momentum</li><li>Can manage their own day and consistently execute without needing to be closely managed<br><br></li></ul><strong>Prior media, publishing, advertising or digital agency sales experience is strongly preferred.<br><br></strong><strong>What You'll Sell<br><br></strong>McClatchy provides a broad portfolio of solutions that can be tailored to client objectives, including:<br><br><ul><li>Digital display and audience targeting</li><li>Programmatic advertising</li><li>Search/SEM and SEO</li><li>Social advertising</li><li>OTT/video</li><li>Targeted email</li><li>Branded content and sponsored content</li><li>Print advertising</li><li>Sponsorships and premium audience opportunities</li><li>Multi-market advertising solutions across the McClatchy network<br><br></li></ul>You do not need to be an expert in every product on day one. You <strong>do</strong> need to be an experienced seller who knows how to prospect, conduct discovery, develop a solution and close. We will provide product training and resources to help you succeed.<br><br><strong>Primary Responsibilities<br><br></strong><strong>New Business Development<br><br></strong><ul><li>Build and manage a prospect universe within the Miami/Fort Lauderdale and Florida market</li><li>Consistently prospect for new business through outbound calls, email, networking, referrals, events and other channels</li><li>Identify decision-makers and create new sales opportunities</li><li>Develop relationships with businesses and organizations across multiple verticals</li><li>Maintain a healthy pipeline of qualified opportunities<br><br></li></ul><strong>Consultative Sales<br><br></strong><ul><li>Conduct discovery meetings to understand a client's business, marketing objectives and challenges</li><li>Recommend integrated advertising solutions based on the client's goals</li><li>Build and present customized proposals</li><li>Effectively communicate the value of McClatchy's audience, brands, products and marketing capabilities</li><li>Negotiate and close new business<br><br></li></ul><strong>Pipeline & Revenue Management<br><br></strong><ul><li>Own the sales process from first prospect contact through close</li><li>Maintain accurate opportunity stages, next steps, activity and revenue projections in HubSpot</li><li>Consistently meet or exceed sales and activity expectations</li><li>Identify opportunities for account growth and renewal while continuing to prioritize new-business development<br><br></li></ul><strong>Client Relationships<br><br></strong><ul><li>Develop long-term relationships with decision-makers and marketing leaders</li><li>Become a trusted advertising resource for clients</li><li>Understand client performance and identify opportunities to expand their investment<br><br></li></ul><strong>What Success Looks Like<br><br></strong>In this role, success means <strong>creating revenue through your own sales activity.<br><br></strong><strong>You Should Be Able To Demonstrate That You Have<br><br></strong><ul><li>Built pipeline through proactive prospecting</li><li>Consistently generated your own meetings and opportunities</li><li>Won new accounts</li><li>Managed a sales cycle from prospecting through close</li><li>Met or exceeded revenue goals</li><li>Built lasting B2B client relationships<br><br></li></ul><strong>If your background is primarily account management, customer success, marketing, media planning or servicing an inherited book of business, this is likely not the right role for you.<br><br></strong><strong>Requirements<br><br></strong><ul><li>3+ years of B2B sales experience, preferably in media, advertising, publishing, digital marketing or an agency environment</li><li>Demonstrated success in new-business development and quota-carrying sales</li><li>Strong prospecting and cold-outreach skills</li><li>Strong presentation, negotiation and closing skills</li><li>Experience selling complex or consultative solutions</li><li>Proficiency with CRM platforms; HubSpot experience preferred</li><li>Strong written and verbal communication skills</li><li>Ability to work independently and manage priorities in a fast-paced environment</li><li>Must be located in the Miami/Fort Lauderdale area</li><li>Valid driver's license, reliable transportation and vehicle insurance required for local travel</li><li>Education or equivalent professional experience in sales, advertising, marketing or a related field<br><br></li></ul><strong>Compensation & Benefits<br><br></strong><ul><li>Competitive base salary plus commission</li><li>Uncapped earning potential</li><li>Comprehensive benefits</li><li>401(k) with company match</li><li>Opportunities for advancement within McClatchy<br><br></li></ul><strong>About McClatchy<br><br></strong>McClatchy is a leading local media company with trusted brands and audiences across the country. In South Florida, our portfolio includes <strong>The Miami Herald, el Nuevo Herald and Bradenton Herald</strong>, combining the credibility and reach of established news brands with a sophisticated portfolio of digital advertising and marketing solutions.<br><br>If you are an experienced seller who enjoys <strong>finding opportunities, opening doors and winning new business</strong>, we want to hear from you.<br><br>McClatchy is an Equal Opportunity Employer and supports a Drug-Free Environment.<br><br>