This position is responsible for increasing market share within the Residence Life Cinema (RLC) Client base.   The Account Executive’s primary responsibility is the establishment of new Client accounts and the sale of new products and services.  Key responsibilities include: developing and nurturing Customer relationships, identifying new market opportunities, planning and organizing sales efforts with respect to their assigned market territory and achieving pre-determined sales goals and objectives.

Other responsibilities include providing oversight for existing Client accounts - ensuring quick response and follow up to Client requests, achieving continued financial growth of existing accounts and the delivery of outstanding Client service via effective communications with other departments and teams within Swank Motion Pictures.

This position requires significant telephone dialogue and in-depth understanding of the nature of the college and university environment, specifically in the Residence Life arena, familiarization with the Motion Pictures business and an appreciation for the content of films suitable for the viewing audience.

Overall

The AE is responsible for

• Attracting new business
• Maximizing Motion Pictures’ revenue
• Negotiating directly with Customers to ensure that motion picture business is not lost due to pricing or other extenuating circumstances within approved boundaries and guidelines
• Acting within company policies and guidelines of conduct and performance of role

Sales

The AE is responsible for

• Participating in the establishment of sales goals
• Writing contracts for new business
• Keeping up-to-date records of activities
• Participating in team meetings to develop sales, marketing & service strategies

·         Achieving predetermined goals and objectives

• Developing sales leads with potential Clients
• Ensuring on-going revenue growth of the Residence Life Cinema/Motion Pictures business
• Establishing sales profiles and final contracts for new Clients
• Actively researching academic organizations to develop new prospect lists
• Demonstrating initiative and creativity in capturing business

·         Designing and delivering presentations (within approved processes and guidelines), aimed at acquiring Client business

• Utilizing the skills and knowledge necessary to solicit and capture new business for Residence Life Cinema
• Gathering campus population & cable system information in order to qualify prospects
• Minimizing service challenges through proactive communications with Clients
• Staying up to date on current trends in our marketplace
• Training and developing new team members regarding the complete sales process

Customer Interaction

The AE is responsible for

• Establishing Client relationships and open channels for communication
• Returning phone calls & emails in a timely manner
• Visiting colleges and universities
• Assisting Clients with ideas to support their “on-campus” program  
• Educating/assisting new Clients & prospects in the utilization of programming materials
• Developing and maintaining long-term relationships with Customers

Conferences

The AE is responsible for

• Attending conferences to generate new sales
• Organizing conference meetings & presentations with Clients and prospects
• Obtaining conference attendee list and organizing pre conference Client and prospect contacts
• Coordinating booth availability at conferences and meetings
• Coordinating conference follow up activities with Clients and prospects

Team Operations

The AE is responsible for

• Editing and proofreading marketing materials
• Coordinating the creation of Movie Discussion Guides
• Creating Security Profiles
• Creating DMP Request Forms

Sales Principles

The AE is responsible for

·         Demonstrating a service orientation - understanding Customers’ needs and matching them to services and products

·         Adhering to Sales work processes and procedures

·         Utilizing visual aids and graphics effectively in the sales process

·         Leveraging marketing and advertising materials to the company’s advantage

• Effectively responding to the forces that shape views and actions of Customers
• Seeing the big picture and doing what is in the best interest of the company

·         Demonstrating the ability to grasp the Customers’ perspectives while acting as a trusted advisor

• Performing other duties and special projects as assigned
• Ensuring effective and efficient “account turnover” process by

o     Introducing Sales Associate in a timely manner

o     Documenting all items and discussions to avoid discrepancies during turnover process

o     Ensuring Customer’s satisfaction during turnover process

o    Resolving any contract issues prior to “turnover”

o    Working to effectively resolve any issue that surfaces after turnover

• Developing, maintaining and communicating critical Customer  information including but not limited to,

o     Creating Customer files including

§         Proposal

§         Sales contract

§         Call report (logging notes in ARC)

• Using customized information systems and marketing materials to create and deliver sales presentations detailing available films, services and proposals
• Knowing the content of motion picture films available for distribution through Swank Motion Pictures

The professional requirements for AEs include

·         Having direct experience with sales and Customer service responsibilities

·         Having proven experience in developing positive Customer relationships and seeking ways to increase Customer satisfaction and loyalty

·         Demonstrating success at sales

·         Possessing excellent organizational skills and the ability to manage multiple tasks in a high-volume environment

·         Researching Customer organizations through a variety of resources

·         Proactively listening to, clarifying and following up on Customers’ needs

·         Understanding the market and demonstrating an ability to overcome objections

·         Knowing the competition and leveraging Swank’s strengths in capturing business

·         Demonstrating a service orientation in meeting Customers’ needs

·         Understanding Customers’ needs and matching them to services and products

·         Encouraging the ongoing development and education of individuals within the RLC Team

·         Exhibiting well-developed communication skills (concise, clear, sincere, persuasive)

·         Being a good listener and showing an interest in what others have to say

·         Demonstrating initiative and creativity in capturing new business

·         Demonstrating flexibility in working with other Swank departments in order to achieve desired business outcomes

College degree and 3-4 years sales experience preferred

This position reports to the Vice President of Motion Picture Distribution.  Interfaces with Customers as a representative of Swank Motion Pictures.   Interfaces with other Motion Pictures departments and personnel as needed.

For immediate consideration, please Apply Here