Account Executive (Industry News USA)

US-New York
1 week ago
Job ID
2017-1257
# of Openings
1
Category
Productions
Closing Date
26/11/2017

Overview

Industry News is a division of ITN Productions (ITNP) that produces broadcast quality, news-style programs designed for specific industries and professions.   We create constructive, accurate and positive story telling in a compelling news-style format focused on particular industry sectors and professions in partnership with leading bodies and national associations. The news-style programs are made up of in-depth interviews with industry leaders and influencers, independent news items covering key topics and issues delivered alongside sponsored editorial profiles from leading organisations. We profile passionate people who have success stories to tell that will galvanise others to shape a positive future.

 

The Account Executive is the lead team member on an Industry News partnership.  This individual immerses her/himself into the profession or sector represented to develop the agenda of participant films that will bring the agreed storyline to life.  This includes identifying newsworthy ideas, people and companies to be featured as core and sponsored content; identifying appropriate prospects; developing a pitch for approaching sponsors who may want to be featured  in the film; and signing individuals and companies to be featured.  The Account Executive then briefs the production team, assuring an effective handoff. 

The Account Executive role is a research-based, consultative phone sales position. They are given several established Industry News partnerships for development.  These partnerships will represent a commitment from a leading association and ITNP, and be informed by the senior leadership of the association to be a topic of keen interest to its audience. The partnership will generally outline content that will be produced in conjunction with the association, the size and scope of the association audience, and events and/or communication channels through which the program will be featured.  While the partner association will give guidance on companies and individuals that might be strong prospects for inclusion in the film (as well as those that should not be included), the Account Director is directly responsible for identifying a sufficient number of prospects during the course of  research and film development to ensure a financially viable outcome.

Companies featured through sponsored content in an Industry News film receive numerous benefits. The Account Director and production team work with the company to identify and hone key messages to be featured in the film. The company receives one day of professional filming to develop custom footage for the film.  ITNP provides additional studio support and post-production editing to create a broadcast level film.  The partnership and release of the film is heralded in press releases, and the featured sponsor companies receive rights to the finished product as well as all raw footage from the bespoke filming.

Associations partnering with ITNP for an Industry News project receive significant benefits as well, including:

 

  • Branded content consultation to identify and hone a compelling topic for the film
  • Collaboration to identify the event, communication channels or platforms through which the film will be released
  • ITNP will provide 100% of resources to recruit content sponsors including all negotiation and administration
  • ITNP will provide 100% of production scheduling, administration, and fulfilment of filming and editing 
  • The association retains 100% rights to the final film, including rights to use it at events, on the internet, and other communication vehicles.

Responsibilities

  • To adhere to ITN’s values and work within the company ethics
  • Achieve set revenue targets monthly, quarterly and annually
  • Research and develop an in-depth knowledge of multiple industry subjects
  • Personally create and organise a base of new prospects for different projects
  • Engage decision makers (typically CEO, President, Vice President) using phone and email
  • Objection handling negotiation and closing
  • Report weekly to the VP of Program Development on revenue targets, forecasts, client satisfaction, and new business opportunities
  • Continually generate ideas to improve the production process and help build the business unit
  • Develop account management skills with a view to manage clients to ensure high customer satisfaction and develop repeat business with them on an ongoing basis in the future.
  • Participate in team training and office-based collaboration in New York City, London and Washington DC as determined by ITN Productions, potentially developing into a full-time NYC office position.

Qualifications

  • Ability to maintain a positive attitude through the ups and downs of commission based sales cycles
  • Confident business development skills and the ability to source, pitch and close deals independently
  • Proven track record of successful achievement when speaking to senior / boardroom level decision makers
  • Can consistently demonstrate success in securing deals at minimum $15,000+
  • The ability to research, learn and understand industry-specific issues, and relay concepts effectively
  • Polished written and telephone communication skills
  • Ability to analyse and understand different market sectors quickly and accurately
  • Ability to use own initiative whilst still working as part of the larger team
  • Experienced negotiator
  • University education
  • Experience working in a B2B environment and ideally, experience selling editorially focussed content
  • Motivated by sales results
  • Understanding of market forces within market sectors including public and private sector pressures and general political implications
  • Highly organised approach, and experience of working under pressure and to tight deadlines
  • A strong interest in news and current affairs
  • Excellent MS Office skills. Experience in Salesforce or similar CRM is a benefit, but not essential.

Equal Opportunities Policy

This Job Description identifies the main requirements of the role.  It is not an exhaustive list of duties but is intended to reflect the nature, range, and context of the work, which will change over time.

 

ITN is an equal opportunities employer and we actively seek candidates from diverse backgrounds and communities.

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