Sales Executive

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 Sales Executive (SE) is responsible for securing new SMB clients/business for YP digital and print advertising/marketing products and services within the assigned geographic territory. The SE is provided target list(s) of prospective SMB customers within the territory and SE revenue and activity goals are for 100% new business development. The SE conducts sufficient/significant outbound cold-calling (phone, email, etc.) to introduce YP, identify the decision-maker, and then secure the appropriate number of in-person meetings to achieve target new business goals. 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 position, with the majority of time in territory meeting customers, staying informed of relevant business activity within the territory, and doing prospecting activity. Accounts sold are transitioned to the Account Management team after 13 months.

**Required Activities:** * **Review and analyze the assigned account list to develop a sales action plan.** Using information from internal YP systems on client industry as well as company provided or public domain external information sources such as IBIS, Google to identify the optimal time to engage prospective clients within the territory. The SE must consider seasonable trends and other relevant information for the various SMBs in the territory that would impact the business’ revenue and marketing needs. This also includes timely response to prospective customers in territory that signed up for new free listing requests. * **Conduct targeted outreach via email and phone calls to establish in-person meetings.** Execute market cold calling activity plan and reach daily call contact goals. Contact prospective customer decision-makers via phone, email or other communication methods in accordance with the action plan to secure in-person meetings to discuss their marketing needs, goals and budget. This may require multiple outreach efforts, getting past gatekeepers, and timing the outreach for optimal impact (e.g., early in the morning, late in the day, etc.). Reserving standard time blocks for this activity is necessary for success. * **Prepare for in-person meetings with prospective customers.** In advance of in-person meetings, gather information about the prospect’s current online marketing, competitor marketing activity, and other industry trends that are relevant for client marketing decisions. Information should be in presentable format and able to showcase the YP’s product/services, and the SE’s knowledge of SMB marketing and capacity to advise the client. * **Attend in-person meetings with prospective customers.** Meet with prospects to advise them on their marketing activity and showcase how YP can drive new business for them. This entails establishing immediate credibility and trust with the client. The SE does not simply sell YP services. They advise small businesses on how best to market their products and services. Ten (10) – 12 in-person meetings are expected per week. * **Prepare and present proposal/contracts for YP products and services.** Based on the business discussion(s) with the prospective customers, prepare proposals/contracts for YP services that meet the prospects needs for increasing their business revenue. This entails configuring YP solutions that support their objectives, take advantage of seasonal peaks, and that elevate the client’s exposure above that of competitors. Proposals may be shared in-person or sent via email or other relevant medium. This may require working with internal product and delivery teams. * **Follow up on proposals to secure orders.** Utilizing the YP Salesforce.com CRM and other calendar tools, track and report on proposal/contract status, and follow up with appropriate urgency to secure the sale. This may require proposal/contract iterations to get achieve the product/service configuration that meets the client’s budget and marketing needs. SEs are expected to close 10-20% of accounts pursued (1 per week). * **Enter customer orders and payment information into YP order systems.** This entails using the YP Salesforce.com CRM, CCAP, Saturn, and other internal payment processing systems to collect, input and process payment information obtained from the customer. This includes having a sound knowledge of YP credit and payment processing policies to ensure compliance and security of information during the post sales process. * **Schedule weekly activities to optimize prospective customer contact.** This includes isolating appropriate blocks of time for outreach activity that best aligns with customer schedules and maximizes time in field (e.g. Monday mornings and Friday afternoons for calls and team meetings); and scheduling in-person meetings with prospects in close proximity to one another to minimize commute time and maximize meeting time. * **Work with Account Managers (AMs) and other SEs to optimize territory penetration and overall YP performance.** This requires working with AMs, who manage renewals and upselling to customers brought in by the SE team, to smoothly transition business development activity at the designated transfer time (13 months after initial sale) such that clients feel well served and revenue is maintained and expanded. This may also entail, over time, participating in new SE orientation and training (e.g. allowing new hires to “ride along” on sales calls, etc.). * **Staying informed of YP products/services and SMB marketing trends.** This includes attending all YP training (classroom, virtual classroom, or self-paced) and mastering all content presented. This also entails self-initiated research on SMB marketing, within territory business trends, and activity within major customer industry verticals, etc. * **Attend Performance and Review meetings.** Prepare summary of weekly activity and present to manager on a weekly basis along with peers. This requires being able to speak to all activity, such what led to meetings, customers issues, number of calls, meetings, closed sales and pipeline forecast. **Direct Accountabilities:** * Meet assigned billed revenue and new client acquisition goals. * Schedule and attend 10-12 client meetings per week. * Close one new account per week. * 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 new business (hunter) sales with the following elements: * All new business sales goals. * Has met or exceeded 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 SE position (10-12/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:** * Knowledge of digital and print advertising, marketing and e-commerce, including SEO/SEM, social media and mobile marketing tools and technologies (very helpful). * Knowledge of B2B sales process, insight selling and other common sales tools and techniques. * Excellent verbal and written communication skills, including being articulate, persuasive, respectful, and concise; and using proper grammar (required). * Strong time management and organizational skills. * Good critical thinking ability in order to quickly identify important information and to apply logic and common sense. * Learning agility to navigate customer conversations, learn their needs, and to master continuously evolving YP products and services. **Traits/Competencies :** * **Drive.** Competitive; thrives on challenge. * **Motivation to succeed.** Not willing to settle for a base salary; aspires maximize earnings through performance. * **Resiliency.** Accepts rejection, feedback and coaching well; is not derailed by setbacks. * **Persuasion.** Ability to drive action of others through compelling communication. * **Stress tolerance.** Thrives in a fast-paced, constantly changing environment. * **Analytical Bent.** Dives deep, good with numbers, un-assumptive; uses information v. opinion. * **Integrity.** Is trustworthy, honest and follows rules * **Hunter’s Mentality.** Gets excited about the “big fish”. Always looking for the next big thing. Firm believer of prospecting as a lifestyle. Will prepare endlessly and wade through contacts, prospects and loads of information in order to position for success.