Minnesota Public Radio is one of the nation's premier public radio stations producing programming for radio, online and live audiences. The Account Executive is responsible for generating new underwriting revenue and building skills in prospecting, relationship-building, and consultative selling while contributing to new business development.
Responsibilities
- Responsible for new underwriting revenue and business growth across all services of Minnesota Public Radio including MPR News, The Current, YourClassical MPR, digital, and live events
- Proactively prospect, cultivate, and manage relationships with clients through in-person meetings, virtual presentations, and strategic account planning
- Oversee deliverables through all platforms including digital, broadcast, and events to ensure seamless execution
- Partner with internal teams including development, membership, marketing, and content to deliver integrated campaigns
- Execute client-sponsored MPR events, working on-site and ensuring fulfillment of sponsorship deliverables
- Conduct structured, conversation-based needs assessments to uncover client KPI and ROI goals and strategic challenges and use those insights to craft tailored solutions
- Collaborate with internal team to write underwriting credits that meet public media guidelines
- Update account plans quarterly in collaboration with Director of Underwriting, including revisions to key accounts, revenue goals, growth strategies, and risk mitigation plans
- Complete at least one structured, conversation-based needs assessment for each Key Account annually, following the template and methodology
- Successfully complete all assigned system training (new OMS, Salesforce, Magellan AI & others) on schedule
- Develop and maintain strategic account plans while keeping records in Salesforce
- Leverage sales tools including Salesforce, AdPoint, and Magellan AI as part of the regular workflow for planning, needs assessment discoveries, proposal development and signaling a commitment to data-informed selling
- Capture and reflect on major campaign wins and losses to identify patterns, inform strategy, and support continuous improvement
- Accurately enter orders and scripts
- Responsible for aging accounts and collections
- Participate in team and company meetings and attend sales training as scheduled
- Primary coverage for fellow AEs on vacations, absences, etc
- Other duties as assigned
Skills
- Bachelor's degree or equivalent work experience
- Minimum of one years' experience with digital sales or campaign management of digital products such as podcast, on-demand, and programmatic
- Media sales or similar industry
- Excellent communication skills
- Demonstrated time management skills
- Must be self-motivated, results oriented, persuasive communicator, and goal focused
- Excellent presentation skills during both in-person and virtual meetings
- Must work well independently as well as be a team player
- High level of organization and attention to detail
- Knowledge of Minnesota Public Radio's products
- Knowledge of Salesforce is helpful but not mandatory
- Experience with sales forecasting
- Experience in negotiation
Benefits
- Medical plans with HSA and FSA options
- Dental
- Vision
- Life and AD&D
- Short-Term and Long-Term Disability
- Paid Parental Leave and Paid Caregiver Leave after 1 year
- Vacation (3 wks./per year, pro-rated, based on hours worked)
- Sick time (12 days, pro-rated, based on hours worked)
- Holiday Pay (10 holidays + 2 floating holidays each year)
- Volunteer Time (8 hours per year)
- Long-Term Care and Critical Illness insurance options
- Employee Assistance Program
- 403(b) Retirement Plan
Company Overview
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