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Posted: Wednesday, March 29, 2017 4:45 PM

Req ID:44925
Job Summary:
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 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 prospects 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 YPs product/services, and the SEs 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 clients exposure above that of competitors. Proposals may be shared in:person or sent 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 CRM and other calendar tools, track and report on proposal/contract status, and follow up with


• Location: Manhattan

• Post ID: 96254017 manhattan is an interactive computer service that enables access by multiple users and should not be treated as the publisher or speaker of any information provided by another information content provider. © 2017