Some people have a rather glamorous impression of the life of a media sales rep. They think they sleep in late, spend most of their time taking clients to ball games or concerts, and then bill everything to an expense account. Others take a more fatalistic view. In their version, a sales rep begins the day by slipping on a headset. Then they start dialing, making as many calls as they possibly can. When they actually get someone on the line, their objective is to close the prospect as soon as possible, then move on to the next name on the list.
Neither scenario is accurate – at least not at Zimmer Radio & Marketing Group. Since we currently have an open position for an account executive, we thought it would be helpful to discuss some of the key traits we look for in a sales rep that will succeed as a part of the Zimmer team.
At Zimmer we don’t sell a one-size-fits-all solution. Every client has different goals. Budgets come in all sizes. Marketing plans may be incomplete. Our clients are looking for guidance from someone they can trust.
That’s why we work with our clients to design a long-term marketing strategy that’s customized just for them. To do that, we need to understand their customers – and their competitors. It’s all about understanding our clients’ needs and thinking long-term. We expect a Zimmer Radio account executives to be part of that process.
We spend a lot of time getting to know our clients. That means we do take them to lunch, ballgames, and concerts. It’s a great way to get to know them on an individual basis. The conversations we have aren’t really sales pitches but more like a meeting of business professionals who share the same goal. Getting to know a client and their business is important, because each solution is tailored specifically for them. The more we know about a client, the better solution we can provide.
Creative Problem Solver
With nine radio stations under the Zimmer umbrella, we offer a variety of customized marketing solutions. That means that our sales process is a little different than what you might expect. A Zimmer sales rep is a key part of the team that designs the customized solution we present to each client. That might mean that you’ll need to come up with an original idea, lead a brainstorming session, or roll up your sleeves to help write a script for a radio spot. You may even get to do the voiceover for a radio commercial. Making a contribution to the actual, final product is a great way to earn the client’s trust.
A Project Manager with Good Time Management Skills
As an account executive, you’ll spend some days meeting with prospective clients, making phone calls and networking with business owners. Other days you’ll be brainstorming customized marketing solutions and writing proposals.
You’ll also spend a lot time outside of the office. The variety can be refreshing, but you’ll need to be disciplined in order to get things done. It will be important to be able to prioritize and manage your workload. Whether you’re working independently, or collaborating with others, you’ll have a lot of opportunities to impress us with your project management skills.
A Great Salesperson
We’ve been known to buy our clients a cup of coffee or two, but that’s not why they choose to do business with us. Our clients choose Zimmer because they trust us. You have to be the type of person that engenders that trust.
You’ll be working with existing clients, as well as prospecting for new ones. That means spending time away from the office meeting new people, asking for referrals, and making yourself visible in the local business community. Networking is important, because you're going to be busy turning those relationships into contracts.
Our account executives are the best at what they do. They have to be. Sales isn’t an easy job, so you’ll need to have a great work ethic. It’ll be stressful at times, but the job is fun as well as personally satisfying. After all, you’ll be helping people grow their business.
We hope this helps you understand what it’s like to be a Zimmer Radio sales rep. If you have a desire to have fun and grow professionally while earning a high income, we’d love to hear from you. Read the job description, then send your resume and cover letter to email@example.com. We look forward hearing from you.