GateHouse Media Job Openings >> Inside Sales Representative
Inside Sales Representative
Title:Inside Sales Representative
Location:SC - Spartanburg
Job Category:Sales
Division:GateHouse Media
This position focuses on developing new revenues from new advertisers and growing revenue from existing advertisers.  This role builds profitable advertising accounts with new and existing advertisers to which they offer multiple media advertising solutions to achieve targeted, profitable revenue.
PRINCIPAL FUNCTIONS ESSENTIAL TO THE JOB: Selling daily classified, retail and online advertising to active/non-active and new businesses, using verbal and written skills over the telephone and at the counter.
Maintain and Grow Profitable Revenues within Existing Business
  • Achieve targeted revenue projections
  • Acquire knowledge of customer needs through needs assessments
  • Create new ideas for customer business growth
  • Formulate multi-media recommendations that connect solutions to advertiser’s needs
  • Collaborate with creative team in designing creative campaigns/ads
  • Provide good customer service & follow through to maintain existing business to sustain long-term relationships
  • Competitively position and demonstrate the value of our multi-media
  • Participate in identified development/assignment activities such as company sponsored learning initiatives
  • Apply new knowledge, understanding or skill to practical use on the job
  • Understand advertisers’ business cycles
  • Prepare target lists for selling opportunities
  • Manage contracts status for upcoming expiring contracts
  • Comply with all company policies and procedures as outlined in company handbook
  • Manage multiple priorities across a variety of programs
The standards describe an acceptable level of performance
  • Achieve sales goals per period, per product and/or sales initiative.
  • Minimize adjustments due to errors or billing, to no more than 2% of total revenue per period.
  • Utilize sales tools including creative services, presentation templates, and research to support and enhance sales recommendations.
  • Meet deadlines for production, credit and customer requests as well as adhering to all company policies.
  • High school diploma or equivalent courses
  • 2 yr proven track record of proven results
  • Advertising or marketing industry experience is ideal.



The primary responsibility of the Ad Director is to increase print and digital advertising revenues by working directing with markets on revenue generating strategies to achieve or exceed revenue goals.


Key Responsibilities:

  • Consistently meets/exceeds all print and digital revenue targets
  • Demonstrates expert knowledge and understanding of all Gatehouse Media sales and marketing assets including all newspaper products, digital products and digital marketing services (Propel) and able to transfer the knowledge to direct reports
  • Follows Gatehouse prescribed best practices on Pipeline Management and Gap Analysis, reviews all required sales process activities and provides direction and feedback to increase closing ratios
  • Reviews market activities to develop new business by understanding customer needs and selling products and services that provide value to the customer
  • Drives customer retention through excellent customer service and in person visits
  • Effectively communicates with management to provide accurate revenue forecasts and market intelligence that may impact revenue(+/-)
  • Maintains the highest levels of personal and professional behavior in the workplace and in the market
  • Ensures that the team consistently meets and/or exceeds revenue goals. Always aware of performance to goal; measures sales executive performance by revenue to goal, quarterly and annually. Ensures that high levels of performance are always top of mind
  • Holds staff accountable to revenue goals, objectives, KPis and other metrics. Creates effective formal activity metrics for staff
  • Spends significant time with MMSEs visiting customers in the field with the purpose of deepening account relationships; uses these opportunities to coach staff
  • Manages staff to consistently maintain a forward, robust pipeline. Stays current on potential wins
  • Understands methodology for goal setting and applies that methodology accordingly. Has an in-depth knowledge of MMSE accounts, prospects and each prospect's potential. Establishes aggressive but realistic goals for staff; incorporates staffs input in the goal setting process
  • Develops a strong sales plan with team and holds staff accountable for achieving their plans
  • Provides appropriate mix of direction and strategy. Collaborates with the staff on strategy, innovation,etc. To ensure that new ideas are developed and presented to clients
  • Drives consultative, customer-centric selling behaviors. Ensures that each Sales Manager (or MMSE) consistently present products/services appropriate to client needs and constantly monitor the "health" of the relationship between the client and MMSE
  • Reviews and critiques presentations and campaign proposals and coaches Sales Manager (or MMSE) on improving this process
  • Meets 1:1 with each Sales Manager (or MMSE) every week to review performance to goal, new business opportunities and challenges


Position Requirements


Knowledges, Skills, Abilities:

  • Knowledge of competitive media landscape; use for new business development and sales analysis
  • Demonstrated track record of exhibiting leadership behavior, creating a positive,motivating,and productive team environment
  • Ability to coach and develop cold calling and other prospecting techniques including social media where applicable
  • Highly motivated, self-starting individual with initiative and drive to succeed through others
  • Ability to close new business and lead a team to exceed sales targets
  • Successful track record of pushing past rejection and achieving results with data-driven sales strategy
  • Strong verbal and written communication skills with the ability to build and deliver effective presentations
  • Strong networking and community involvement skills
  • Eagerness to learn, continually seeking to improve sales skills and the skills of others
  • Strong time management and follow up skills
  • Organized with an attention for detail
  • Computer and software experience with MS Office programs including Excel,Powerpoint,and Word
  • Must possess a valid state driver's license and reliable transportation

Education & Experience:

  • Bachelor's Degree in Sales, Marketing or Business preferred; or equivalent work experience in media related business.
  • Management experience, preferably in a sales environment
  • Media leadership experience, including setting goals and top priorities, and empowering teams to succeed
  • Prior experience in digital marketing sales highly desirable


Physical Demands/Work Environment:


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 may be made to enable individuals with disabilities to perform the essential functions. The position may require:


  • Walking, primarily on a level surface for varied periods throughout the day;
  • Reaching above shoulder height, below the waist; Lifting up to 25 pounds.


Please send resume to

The above statements are intended to describe the general nature and level of the work being performed by employees assigned to this job. This is not an exhaustive list of all duties and responsibilities. Gatehouse Media Management reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.







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