Media Consultant - Atlanta Radio

Position Overview

Job Title: Media Consultant - Atlanta Radio
Location: GA-Atlanta

Cox Media Group (CMG) is seeking Media Consultants (MCs) for outside sales positions selling to new clients and servicing established accounts. We’re looking for talented, enthusiastic, motivated, and goal-oriented individuals who are self-starters and thrive in a fast-paced working environment. As a Media Consultant, you will develop new customers and partner with existing ones to become a marketing solution provider that understands each customer’s unique business goals and helps them achieve those goals through our media assets. In this field-based role, you will constantly collaborate with a team of professionals and utilize industry-leading tools and resources to create integrated marketing solutions that help clients reach their target audiences and drive business results.

This role specializes in creating new and incremental radio and digital revenue. The primary responsibility is to prospect for new business, build innovative cross-platform advertising solutions, execute effective marketing campaigns, and establish strong relationships and business partnerships within the community. You will also be responsible for retaining and growing developed accounts through insight proposals, performance metrics, and maximizing all radio station and digital assets.

To be successful, you’ll need to be driven, resourceful, organized, customer-focused, and a problem-solver with effective communication skills. The ideal candidate possesses strong presentation and time management skills along with the ability to generate new business.

In return, we offer a unique career opportunity with world-class tools, a challenging mission, and the chance to realize your full potential as a sales professional. Grow your income through a rewarding commission structure while being part of a team dedicated to making a positive impact in the communities we serve.

Key Responsibilities

• Identify and assess sales opportunities and apply resources and strategies appropriately.
• Solicit new business through prospecting and cold calling.
• Consistently manage target accounts in the pipeline.
• Generate revenue through the development of new accounts and growth of existing accounts.
• Create proposals to be presented to sales leaders as well as existing and potential clients.
• Consult clients on all CMG solutions and offerings, demonstrating a deep understanding of product capabilities, measurement, attribution, and KPIs.
• Learn and sell fully integrated advertising solutions utilizing the full suite of audio and digital products.
• Meet and exceed all sales goals as outlined by the General Sales Manager and/or Director of Sales.
• Conduct need analyses and account reviews to uncover customers’ essential needs.
• Develop effective marketing plans to meet each client’s needs and objectives.
• Create compelling and persuasive presentations to facilitate new or additional business.
• Effectively negotiate advertising rates.
• Demonstrate product knowledge and value to customers.
• Match available station sponsorships with the needs of prospects and clients and persuasively present and sell these sponsorships.
• Collaborate with internal departments to manage account stewardship throughout the process.
• Utilize CRM (HubSpot) to track and manage day-to-day activity, build a pipeline, ensure execution, and provide weekly projections and revenue reporting.
• Upsell current customers by providing performance metrics, research insights, and proven results.
• Collaborate with account management to provide timely and accurate traffic instructions, conduct account maintenance including make-goods, and collect on aging receivables.
• Attend sales meetings, training sessions, and remote client meetings.

Required Qualifications

• Minimum of 2 years of new business development and prospecting experience in media sales or a related sales role.
• Proven record of driving revenue growth through successful campaigns.
• Proven track record of success in working with people in various settings such as career, school, organizations, or sports.
• Strong analytical, problem-solving, communication, people skills, and business acumen.
• Ability to multi-task and work in a high-pressure, fast-paced environment with tight deadlines.
• Strong marketing, presentation, and closing skills.
• Excellent attention to detail and organizational skills.
• Able to effectively negotiate with customers to achieve a winning return on investment.
• Experience in prospecting for new clients, selling services, and maintaining/up-selling existing clients.
• Proficiency with Microsoft Office, PowerPoint, and CRM tools such as HubSpot.
• Valid driver's license with an acceptable driving record.

Preferred Qualifications

• BA/BS degree.
• Three years of media sales, account management, or buying experience.
• Proven history of digital and radio sales success in a local media setting.

Benefits & Perks

• Opportunity to grow your income through a rewarding commission structure.