Account Manager

YP is a leading local marketing solutions provider in the US dedicated to helping local businesses and communities grow. YP’s flagship consumer brands can reach nearly 95% of US internet users, which are used by nearly 70 million visitors each month in the US. YP solutions had more than 1 billion searches on mobile and more than 1.3 billion searches online in 2015.

The YP Account Manager (AM) is responsible for managing relationships with, and growing revenue within, the existing/assigned YP Small/Medium Business (SMB) customers (approximately 200). The YP AM has assigned revenue and activity goals s/he is tracked against and expected to meet. The AM conducts outbound calling to schedule appointments, and then meets in-person with 20 customers per week. S/he advises customers on how to optimize their revenue through YP marketing/advertising in digital and print media. S/he is accountable for analysis, planning and achievement of target outcomes, and adhering to YP standards, system use, and upholding the YP brand. This is a remote, work-from-home position, with the majority of time in territory meeting with customers. This position has significant selling accountability.

**Required Activities:** * Review and analyze the assigned account list to develop a sales action plan. * Conduct targeted outreach via email and phone calls to establish in-person meetings. * Prepare for in-person meetings with prospective customers. * Attend in-person meetings with prospective customers. * Prepare and present proposal/contracts for YP products and services for clients. * Follow up on proposals to secure orders. * Enter client orders and payment information into YP order systems. * Schedule weekly activities to optimize client contact. * Work with Account Managers (AMs) and Sales Executives (SEs) to optimize territory penetration and overall YP performance. * Staying informed of YP products/services and SMB marketing trends. * Attend Performance and Review meetings. **Direct Accountabilities:** * Meet assigned revenue goals. * Schedule and attend 20 client meetings per week. * Meet with each assigned client 4 times per year (8 for SAM). * Record all activity in Salesforce CRM. * Attend all team meetings (typically two per week) and corporate events (several per year). * Represent YP in a professional manner at all times.

**Education:** Bachelor’s degree in business, marketing, or related field; OR equivalent experience. **Experience:** 2+ years of B2B sales or sales-based account management experience with the following elements: * Maintaining and expanding relationships with, and spending by, established customers. * Meeting or exceeding assigned revenue targets. * Using high-volume phone-based cold calling in the sales process. * Conducting in-person discussions and presentations (solo) with customers with comparable frequency to the YP AM position (20/week). * Logging/reporting on sales activity and customer relationship status in the sales cycle in a CRM (Salesforce.com preferred). * Selling digital services requiring knowledge of business use of technology (not necessarily advertising). * Working virtually with success showing strong self-management. * Working successfully in a fast-paced business environment. **Knowledge, Skills and Abilities (all preferred unless indicated; more the better:** * Knowledge of digital and print advertising, marketing and e-commerce. * Knowledge of B2B sales process, insight selling and other common sales tools and techniques. * Excellent verbal and written communication skills. * Strong time management and organizational skills. * Good critical thinking ability. * Learning agility. **Traits/Competencies** * Drive. * Motivation to succeed. * Resiliency. * Persuasion. * Stress tolerance. * Analytical Bent. * Integrity.