Account Executive - Residence Life Cenima

SWANK MOTION PICTURES 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.ResponsibilitiesOverall 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 roleSales 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 processCustomer InteractionThe 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 CustomersConferencesThe 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 prospectsTeam OperationsThe AE is responsible for ' Editing and proofreading marketing materials' Coordinating the creation of Movie Discussion Guides' Creating Security Profiles' Creating DMP Request Forms Sales PrinciplesThe 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 byo Introducing Sales Associate in a timely mannero Documenting all items and discussions to avoid discrepancies during turnover processo Ensuring Customer's satisfaction during turnover processo 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'X Sales contract'X Call'X 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 PicturesInteraction with Other Departments of SwankThe AE is responsible for coordinating with other Swank divisions and departments to increase overall revenue to Swank Motion PicturesOperational InterfaceThe AE works closely with the Sales Associates in consulting with Clients on the renewals, service issues, programming and Client concerns. Organizational RelationshipsThis 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. Professional RequirementsThe 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 outcomesValues and BehaviorsThe AE ' Possesses a high level of Integrity. Acts ethically and is above reproach. Builds trust through their honesty, reliability and authenticity. Possesses a strong concern for the needs of his/her colleagues. Takes tough principled stands even if they are unpopular. Meets commitments and keeps promises.' Demonstrates Self - Control. Manages his/her impulsive feelings and distressing emotions well. Stays composed, positive and unflappable even in trying moments. Thinks clearly and stays composed and focused under pressure at all times.' Must be extremely Flexible. Smoothly handles multiple demands, shifting priorities and rapid change. Adapts his/her strategies and tactics to fit fluid circumstances. Is flexible in how he/she sees events.' Is always Optimistic. Demonstrates a 'positive mental attitude.' Persists in seeking goals despite obstacles and setbacks. Operates from a hope of success rather than a fear of failure. Sees setbacks as due to manageable circumstances rather than a personal flaw. ' Continuously Develops Others. Committed to the continuous process of education and development of him/herself and his/her colleagues. Acknowledges people's strengths and accomplishments. Offers useful feedback and helps to identify others' needs for future growth. Mentors; gives timely coaching that fosters an individual's skills.' Demonstrates the importance of Political Awareness. Accurately reads key power relationships. Can detect crucial social networks. Understands the forces that shape views and actions of Clients, Clients or competitors. Accurately reads an organizational and external reality. ' Models Leadership qualities. Articulates and arouses enthusiasm for a shared vision and mission. Leads by example.' Is a catalyst for Change. Recognizes the need for change and removes barriers. Challenges the status quo to acknowledge the need for change. Champions the change and enlists others in its pursuit.' Fosters Communication. Is effective in give-and-take, registering emotional cues in attuning their message. Deals with difficult issues straightforwardly. Listens well; seeks mutual understanding, and welcomes the sharing of information fully. Fosters open communication and stays receptive to bad news as well as good.Educational RequirementsCollege degree and 3-4 years sales experience preferred RESPOND HERE! Respond immediately by accessing the following dedicated online response form which will allow you to cut and paste your resume. This form will go directly and immediately to the hiring authority for this position. Access the online response form at: http://sh.webhire.com/servlet/resp/rf?jobid=2138981&boardid=749