Account Executive

Junior Account Executive / Sales Associate

This entry level position reports directly to the Vice President of Sales. The Junior Account Executive will be responsible for identifying and attaining new advertisers and sponsors for AFA products which may include but are not limited to Air and Space Forces Magazine (print and digital) display advertising on Airandspaceforces.com, newsletters, content marketing, thought leadership programs, and event sponsorships for AFA self-produced events through the sale of integrated marketing programs. This position assists the Vice President of Sales in the research and execution of sales programs while performing a broad range of sales-related duties for the greater Sales team.

Build and Manage New Business Pipeline: 40%

• Build and maintain an active sales pipeline for all assigned programs within AFA product line which may include but are not limited to advertising, media, and event sponsorship
• Conducts daily dedicated outreach to warm leads and cold calls based upon assignment
• Prospect within designated areas of focus as assigned by the Vice President of Sales
• Convert leads from assigned list of existing AFA Corporate members into active AFA Advertisers / Sponsors.
• Work cross departmentally to research, curate, create and maintain lead lists for new business

Executing Sales Functions: 40%

• Meet or exceed aggressive new business sales targets
• Conduct outreach and relationship-building with external stakeholders to secure sales contracts, sponsorships, and general support and awareness of AFA.
• Manages existing relationships with advertisers while growing YOY investment
• Promote AFA product line through use of media kit, prospecti, and customized sales and marketing collateral.
• Build comprehensive integrated marketing proposals to present to clients ranging from junior level to senior agency buyers.
• Host virtual and in-person presentations
• Attends consumer, trade, and other industry events to solicit new sponsors

Consistently analyzes metrics, maximizes revenue, identifies opportunities, optimizes campaigns, and troubleshoots issues.

Administrative Functions: 15%

• Forecast, track and report on sales performance
• Curate sales forecasts and other related data for internal presentations
• Create, modify, edit, draft or proofread outbound sales and marketing collateral
• Enters and maintains sales leads into sales contact database / CRM
• Research best practices, strategies, and industry standards in online, print and event marketing

Other duties as assigned: 5%

Required Skills:

• Demonstrated ability to creatively problem solve revenue generating solutions/products/strategies to answer client business challenges
• Collaboration, negotiation, and customer service skills
• Ability to effectively collaborate with internal partner teams while being independent in managing your business
• Ability to work in a team environment, focusing on the overall success of the sales department
• Positive, problem-solving attitude
• Ability to thrive in a rapidly changing organization, highly motivated, entrepreneurial, and energetic
• Highly organized and motivated self-starter
• Excellent verbal and written communications, negotiation, and consultative selling skills.
• Standard office computer skills (Word, PowerPoint, Excel)
• Ability to analyze current market trends, research appropriate business opportunities, and follow through on leads
• Ability to adjust sales efforts as the market demands
• Must be a strategic thinker, self-motivated, task, detail and deadline oriented
• Able to work efficiently in a fast-paced environment
• Must possess exceptional customer relations skills and telephone etiquette
• Strong organizational skills and ability to consistently attend to details and meet deadlines.
• Ability and commitment to act with integrity, professionalism, and confidentiality and interact effectively with high profile individuals.

Required Job Qualifications:

Education and Experience Required:

• Bachelors' degree in marketing, pr, communications, business, hospitality management or a related field, or equivalent work experience.

1+ years of sales experience with proven track record of meeting quotas, successfully driving revenue through prospecting, discovery, pitching, closing, renewing and upselling

Experience Preferred:

• Experience selling a comprehensive product line to include media and events
• Canva design program
• CRM Systems

Working Conditions:

• Works hybrid schedule consisting of both remote work and onsite work at AFA's headquarters in Arlington, VA.
• Office hours are 8:30 a.m. to 5:00 p.m. Monday to Friday, subject to modification based on the needs of each program or site.
• Operates in a professional office environment with travel to local offices, community partners, and events.
• Routinely uses standard office equipment such as computers, phones, copiers, filing cabinets and fax machines.
• Must be able to work overtime and travel as needed.

Physical Demands:

• The position requires sedentary work (sitting most of the time with no adverse environmental exposure) and occasional exertion of up to 25 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. The position also includes the following physical requirements:
• Movement. The employee in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.
• The employee in this position needs to be able to operate a computer and other office productivity machinery such as a copy machine and printer.
• The employee is required to communicate and hold verbal conversations with others by means of the spoken word. Employee must be able to exchange accurate information in these situations.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.