Sr Account Executive

The purpose of this position (Senior Account Executive) is to lead and support all processes and activities relating to management of strategic advertisers and day-to-day servicing of sales accounts, ensuring the delivery of business objectives and sustainable revenue growth.

The Senior Account Executive (SAE) is responsible for revenue generation from the properties represented by SPT. In addition to managing existing key agencies and client in different cities, the SAE will proactively develop new business and partnerships across the full portfolio — including linear television, digital, FAST channels, branded content, and experiential projects.

The SAE will seek out new accounts from an agreed-upon list of prospects, as well as service strategic current clients, representing major revenue generations. Clients will include media buying agencies, advertising agencies, and direct advertisers. To be successful, the Senior Account Executive must act as an experienced and trusted advisor, understanding the client’s business objectives and designing integrated, cross-platform proposals that drive measurable results.

This individual will proactively seek to increase share of business on an ongoing basis in order to effectively accomplish or exceed budget objectives. The SAE will be actively involved in the creation and preparation of complex sales proposals, leading negotiation of multi-platform partnerships, and in ensuring the proper implementation and management of all phases of the sales lifecycle — from proposal to execution and billing. Also the SAE will be responsible to lead new Branded Content projects and partnerships, as main stakeholder along with other internal teams, such as planning and BP&I.

To be successful, the Senior Account Executive must evaluate and capitalize on client objectives by finding effective and viable opportunities that can be offered from the SPT portfolio of properties. Furthermore, they must set and manage expectations to ensure success, which is not only measured by gaining:

· client investments

· disproportionate share of business

· repeat and long-term partnerships

The Senior Account Executive must demonstrate strong strategic, analytical, and leadership skills. In addition to being competent in digital, branded content, marketing, research, and overall information analysis, the SAE must be able to connect these capabilities to the broader sales strategy, integrating insights and data into client solutions.

Because of their experience and seniority, the SAE will also:

Lead high-value negotiations and client presentations, representing SPT in the marketplace, trade events and advertising groups or associations – IAB – Grupo de Mídia and others.

Support with ideas, best practices and new projects, along with other team members, specially Account Executives ensuring excellence in delivery and client service.

Actively participate in revenue forecasting, pipeline management, and annual planning processes.

Identify growth opportunities and develop go-to-market strategies in collaboration with the Head of Office and Sales Director.

Build and maintain senior-level relationships (C-level) within key client organizations.

Strong strategic skills are essential, as the Senior Account Executive must provide alternative solutions to management on pending issues relative to client relationships, budget attainment, goals, and business opportunities. Because of their strong grasp of multiple phases of our business, they will be directly involved in the day-to-day oversight of the team’s sales coordinator and support the professional development of junior members.

The SAE will have responsibility for advertisers and agencies that make buying decisions from Brazil. As a key contact for SPT to the industry, the SAE needs to promote a positive corporate image. On an internal basis, this individual must contribute to a collaborative and high-performance sales culture.

40% 1. Direct Sales Development Responsibility for linear and digital revenue generation from assigned advertisers and agencies, for properties represented by SPT.

10% 2. New Business Development identification of new prospects and conversion to active SPT advertisers

35% 3. Day-to-day Sales Maintenance manage the key client relationship including but not limited to development of multi-platform presentations and proposal oversight and development

15% 4. Strategic Planning and Sales Support share insights that are gained from their practical client insights that will aid in the development of new offers and propositions that will grow revenue and exploit the full leverage of the SPT portfolio properties and partnerships

Summarize the kinds and level of knowledge, skills and abilities the job requires.

In terms of knowledge, the candidate should have the following:

Advanced Understanding of the Brazilian Ad Sales Environment: The SAE must have a deep knowledge of the industry, competitive networks and their programming offer, cable efficiencies and cable and satellite penetration.

Proven Track Record and knowledge of the Sales Process: This area includes the ability to present, perform client needed analysis, handle objections, trial close, control the sales process, forecast accurately, makes cold calls, and implement the necessary changes to their sales strategy in order to attain their budgets.

Knowledge of Research: IBOPE/AGB quantitative ratings services, including share, HUT /PUT levels, trending, projections, CPM and GRP levels. TGI qualitative measurements service including indexing, product usage analysis, network comparisons and positioning and psychographic analysis.

Identification and solid relationship with Agency/Client Prospects: Experienced knowledge of key prospects and critical players at agency and client, as well as, key agency accounts. Client product characteristics, launches and marketing strategy, promotions. Key markets and budgets. Pricing strategy for gaining share of business and maximum sales efficiency.

Channel Knowledge: The SAE must have a solid command of the digital media, branded content, programming, marketing, promotional efforts and original production opportunities on all networks. They must understand channel positioning, target audience, distribution, competitive advantages and disadvantages. Feeds, product integration opportunities and audience composition. They must develop an effective working relationship with all departments including, marketing, research, traffic, production, accounting, programming, promotions and public relations.

The candidate must have the following credentials:

Relevant sales and/or media experience in Big Media Groups

Bilingual (Spanish/English) with high proficiency in English both oral and written

Strong interpersonal skills with an ability to build effective relationships

Ability to work effectively in team environment

Ability to multitask and effectively function in an ever-changing business environment

Available for travel on an as required basis

Self-motivated individual who knows where to go to find answers to questions

Ability to prioritize effectively and efficiently

Creativity and understanding of advertising industry

Proficient in Microsoft Office Programs

Strong numerical aptitude and business decision-making

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JR109586