Marketing Services Sales Executive-Automotive Accounts-29607

SUMMARY:

-Strategically focused on expanding Acxiom's market share by closing new business accounts, primarily with Automotive OEM's but also dealer groups and third parties.
-Engages in extensive prospect and client communication and manages the comples sales process.
-Targets potential leads through appropriate sales strategies and manages the definition of enterprise solutions to business problems gathered from prospects.
-Responsible for achieving established financial objectives, sales quotas and goals..

DUTIES AND RESPONSIBILITIES:

-Leads corporate efforts for new business deals, driving selling negotiations for prospective accounts, including price, terms of sale, service and delivery terms.
-Responsible for new business accrual from initial contact to close.
-Creates and manages sales pipeline and pursues qualified opportunities while following the Acxiom sales and account management methodologies.
-Develops, cultivates and promotes ongoing relationships with prospective clients at multiple levels of leadership within the prospect organizations.
-Establishes and maintains subject matter expertise in Acxiom technologies, verticals and lines of business in order to help align prospective client business needs to products, solutions and services offered through consultation.
-Leads cross-functional teams to pursue qualified opportunities.
-Operates within a team of automotive industry professionals to advance the Acxiom offering to the automotive industry with emphasis on consumer data improving sales, marketing, CRM and advertising.
-Consults, advises and educates prospective clients on the merits of Acxiom's capabilities through demonstrations and presentations.
-Creates value statements and differentiates our services and products from competitors, presenting compelling purchasing rationales at the appropriate technical granularity.
-Stays informed in latest industry news, trends, products, services, competitors and relevant existing and emerging technologies.
-Collaborates with various functional groups to guarantee appropriate resource allocation.

SUPERVISORY RESPONSIBILITIES:

The Sales Executive (SE) is an individual contributor role. The SE does not have direct reports but is expected to mentor less experienced sales executives.


-7+ years solution selling sales experience into the Automotive industry/Automotive Accounts.
-Sold $5M+ TCV deal(s).
-Experience selling solutions with alliance partners.
-Experience in marketing and marketing technologies.
-Experience selling within Tier 1 competitors (i.e. Harte Hanks, EFX, Epsilon, and Merkle).

Preferred Skills:

-Experience working with Marketing agencies and particularly in the areas of media planning and buying.

-Having a vision of how Acxiom products and services can drive innovation in the automotive industry.

Validated Skills:

-Ability to establish Executive level relationships.
-Track record of meeting/exceeding yearly quota.
-Demonstrated sales competencies – Financial Business Acumen, Executive Relational, Competitive Selling, Persuasion, Sales Planning, Presentation, Targeting, Sales Call Execution, Closing, Executive Credibility, Negotiation, Thought Leadership, Consultative Selling, Relational Partnering, Appointment Getting.