Location: Singapore, SG
Job ID: 743717-33057
Division: Consumer & Online
Employees in Ad Sales work with advertisers and advertising agencies to meet their digital marketing needs. Through a service model or account team approach, employees work to meet advertising revenue quotas, to delight customers, and to increase advertising sales market share.
When developing business with Agencies and Direct customers the AE must have the ability to coordinate the work across the Account Team (i.e. SSE, AM, TM,..). The AE must be accountable, he/she must be self-governing giving an excellent support to the customer and great insights and feedback inside Microsoft Advertising
Reporting to the Sales Manager, the Account Executive (AE) is responsible for delivering their assigned revenue quota and yield target through selling online advertising solutions.
Typically, the AE directs the entire sales process from initial account identification and closing the sale, through to developing an ongoing customer relationship. AE’s represent the company to the customer (partner) and retain overall account responsibility. AE’s are the primary contact and engagement point between the client organisation and must be must be self-governing giving an excellent support to the customer and great insights and feedback inside Microsoft Advertising.
The Account Executive (AE) sells online advertising to specified group of agencies / advertisers. The AE is responsible for identifying, prioritization and developing new business within these accounts. Additionally, the AE up sells and cross sells within assigned accounts to maximize Microsoft Advertising (MSA) coverage and opportunities.
Contributing to the smooth and effective running of the Account Team, the AE handles incoming queries, resolving issues and managing the swift resolution of problems. The AE provides a high level of customer service and strives to improve customer satisfaction by making Microsoft Advertising “easy to do business with.”
The focus of this role is on developing existing business as well as identifying and pursuing new business opportunities. While some of the existing and new business development takes place by telephone, the AE is also required to make customer visits when the opportunity identified requires face-to-face customer engagement.
Success in this role relies on the ability of the AE to prioritize accounts and focus time and effort on those that are most profitable for Microsoft Advertising. Tenacity and the ability to effectively communicate verbally, by telephone, in writing, and leading presentations (i.e. pitch) to agencies / direct clients are also keys to success.
Responsibility/Activity
Revenue Generation
• Develop business within existing accounts by proposing new products and services to increase account activity and order values
• Contact customers proactively to identify and qualify new sales opportunities and drive incremental revenue
• Prospect to identify new customers for Microsoft Advertising and take a lead role in developing account revenues and relationships
• Proactively introduce new people, products, solutions and services into accounts to represent full Microsoft Advertising and partner capability
• Leverage Microsoft Advertising marketing programmes to strengthen prospect / customer relationships and generate new sales opportunities
• Develop relationships at a senior levels with clients to position MSA and generate new sales opportunities
• Develop close relationships with colleagues across the region and regularly communicate information on sales campaigns and opportunities
• Facilitate the development of strong commercial and personal relationships between the customer and Microsoft Advertising
• Pipeline management and reporting
Account Management
• Create a basic Business Plan, identifying key areas of opportunity for new and existing business
• Conduct face-to face meetings with clients to improve business understanding and develop relationships within the account
• Take responsibility for the management and development of assigned accounts developing joint plans with the customer to drive revenue and customer satisfaction
• Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities for Microsoft Advertising
• Recommend appropriate SLAs to customers to best meet their needs
Dealing with Customer Enquiries
• Interact with external customers to provide information on Microsoft Advertising products and services
• Explore customer complaints and issues thoroughly to resolve problems quickly and efficiently
• Take opportunities to improve customer satisfaction by demonstrating that the Microsoft Advertising Accounts Team is responsive and easy to do business with
• Use every customer interaction as a potential opportunity to develop more business within the account through incisive and effective questioning
• Develop relationships within customer accounts to extend the number and level of contacts
• Work across organizational boundaries and with multiple functions to solve customer problems
• Recommend changes / amendments to customer SLAs to provide the best fit for their requirements
Personal and Professional Development
• Keep up to date with technical and solutions information within Microsoft Advertising and the Industry to provide the best solutions for customers
• Seek feedback from a variety of sources to improve performance and develop capability
• Continuously evolve personal and professional capability in line with business needs
Experience:
• Educated to degree level or equivalent
• A minimum of 3-5 years experience in direct sales / business development
• 3+ years experience in advertising /media sales (online and offline) to large and medium businesses OR 2+ years experience as online advertising Account Manager for large and medium businesses
• Proven experience of successful prospecting and closing sales
• Experience in “Solution Selling”
Knowledge, Skills and Abilities:
• Online and off-line advertising industry experience
• Competitive strengths and weaknesses
• MSA Value Proposition - Why online, Why MSA?
• Operational aspects of customer / partner businesses
• MSA Sales systems and processes
• Key drivers of customer satisfaction
• MS Office, PowerPoint and Excel
• MSA products, solutions and services Telephone Selling techniques
• Sales Skills
• Teamwork
• Accountability
• MS Office, PowerPoint and Excel
• MDAS products, solutions and services Telephone Selling techniques
• Proactive attitude
• Business Acumen
• Sales Process & Method
• Time & Priority Management
• Planning & Organizing
• Customer Focus
• Relationship Building
• Communicating & Influencing
• Negotiating
• Drive for Results
• Tenacity
• Resilience
• Agile Learner
• Self Starter
• Integrity and Trust
• Passion for Technology
• Initiative
• Teamwork
Job Segments: Account Executive, Administrative, Advertising, Advertising Sales, Business Development, Customer Service, Customer Service Representative, Direct Sales, Executive Assistant, Marketing, Sales, Service
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