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Become An Advertising Account Executive

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Working As An Advertising Account Executive

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Thinking Creatively
  • Organizing, Planning, and Prioritizing Work
  • Getting Information
  • Deal with People

  • Make Decisions

  • Stressful

  • $48,490

    Average Salary

What Does An Advertising Account Executive Do

Advertising sales agents, also called advertising sales representatives, sell advertising space to businesses and individuals. They contact potential clients, make sales presentations, and maintain client accounts.

Duties

Advertising sales agents typically do the following:

  • Locate and contact potential clients to offer their firm’s advertising services
  • Explain to clients how specific types of advertising will help promote their products or services in the most effective way
  • Provide clients with estimates of the costs of advertising products or services
  • Process all correspondence and paperwork related to accounts
  • Prepare and deliver sales presentations to new and existing clients
  • Inform clients of available options for advertising art, formats, or features and provide samples of previous work for other clients
  • Deliver advertising or illustration proofs to clients for approval
  • Prepare promotional plans, sales literature, media kits, and sales contracts
  • Recommend appropriate sizes and formats for advertising

Advertising sales agents work outside the office occasionally, meeting with clients and prospective clients at their places of business. Some may make telephone sales calls as well—calling prospects, attempting to sell the media firm’s advertising space or time, and arranging followup appointments with interested prospects.

A critical part of building relationships with clients is learning about their needs. Before the first meeting with a client, a sales agent gathers background information on the client’s products, current clients, prospective clients, and the geographic area of the target market.

The sales agent then meets with the client to explain how specific types of advertising will help promote the client’s products or services most effectively. If a client wishes to proceed, the advertising sales agent prepares and presents an advertising proposal to the client. The proposal may include an overview of the advertising medium to be used, sample advertisements, and cost estimates for the project.

Because of consolidation among media industries, agents are increasingly selling several types of ads in one package. For example, agents may sell ads that would be found in print editions, as well as online editions, of a particular publication, such as a newspaper.

In addition to maintaining sales and overseeing their accounts, advertising sales agents analyze sales statistics and prepare reports about clients’ accounts. They keep up to date on industry trends by reading about both current and new products, and they monitor the sales, prices, and products of their competitors.

In many firms, the advertising sales agent drafts contracts, which specify the cost and the advertising work to be done. Agents also may continue to help the client, answering questions or addressing problems the client may have with the proposal.

In addition, sales agents may be responsible for developing sales tools, promotional plans, and media kits, all of which they use to help make a sale. In other cases, firms may have a marketing team that sales agents work with to develop these sales tools.

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How To Become An Advertising Account Executive

Although a high school diploma is typically enough education for an entry-level advertising sales position, some employers prefer applicants with a bachelor’s degree. Proven sales success and communication skills are essential. Most training for advertising sales agents takes place on the job.

Education

Although a high school diploma is typically the minimum education requirement for an entry-level advertising sales position, some employers prefer applicants with a college degree. Publishing companies with large circulations and broadcasting stations with a large audience may prefer workers with at least a college degree. Courses in marketing, communications, business, and advertising are helpful. For those who have a proven record of successfully selling other products, educational requirements are not likely to be strict.

Training

Most training takes place on the job and can be either formal or informal. In the majority of cases, an experienced sales manager instructs a newly hired advertising sales agent who lacks sales experience. In this one-on-one environment, supervisors typically coach new hires and observe them as they make sales calls and contact clients. Supervisors then advise the new hires on ways to improve their interaction with clients. Employers may bring in consultants to lead formal training sessions when agents sell to a specialized market segment, such as automotive dealers or real estate professionals.

Advancement

Agents with proven leadership ability and a strong sales record may advance to supervisory and managerial positions, such as sales manager, account executive, and vice president of sales. Successful advertising sales agents may also advance to positions in other industries, such as corporate sales.

Important Qualities

Communication skills. Advertising sales agents must be persuasive during sales calls. In addition, they should listen to the client’s desires and concerns, and recommend an appropriate advertising package.

Initiative. Advertising sales agents must actively seek new clients, keep in touch with current clients, and expand their client base, in order to meet sales quotas.

Organizational skills. Agents work with many clients, each of whom may be at a different stage in the sales process. Agents must be well organized to keep track of their clients and potential clients.

Self-confidence. Advertising sales agents should be confident when calling potential clients (making cold calls). Because potential clients are often unwilling to commit on a first call, agents frequently must continue making sales calls, even if rejected at first.

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Advertising Account Executive jobs

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Advertising Account Executive Career Paths

Advertising Account Executive
Account Executive Sales Manager General Manager
Account Manager
5 Yearsyrs
Major Account Executive Advertising Consultant Advertising Sales Consultant
Advertising Sales Manager
6 Yearsyrs
Sales Consultant Sales Manager
Corporate Sales Manager
6 Yearsyrs
Marketing Coordinator Senior Account Executive Local Sales Manager
Digital Sales Manager
9 Yearsyrs
Marketing Director Regional Director Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Marketing Consultant Sales And Marketing Manager Account Manager
Major Account Manager
7 Yearsyrs
Sales Manager General Manager Account Executive
Marketing Manager
6 Yearsyrs
Marketing Consultant Marketing Manager Marketing Director
Regional Marketing Director
7 Yearsyrs
Senior Account Executive Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Senior Account Executive Territory Manager Account Manager
Sales Account Manager
6 Yearsyrs
Account Executive Sales Consultant
Sales Manager
5 Yearsyrs
Project Manager Product Manager Marketing Consultant
Senior Marketing Consultant
8 Yearsyrs
Marketing Manager General Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Marketing Manager Sales Consultant Sales Manager
Senior Sales Manager
7 Yearsyrs
Marketing Director Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
Sales Consultant Senior Sales Representative Account Manager
Territory Account Manager
8 Yearsyrs
Sales Manager Business Developer
Vice President, Business Development
13 Yearsyrs
Pharmaceutical Sales Representative District Sales Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Average Length of Employment
Advertising Sales 3.1 years
Account Executive 2.9 years
Top Employers Before
Internship 4.3%
Top Employers After
Owner 3.9%

Advertising Account Executive Demographics

Gender

Female

60.7%

Male

38.2%

Unknown

1.1%
Ethnicity

White

83.5%

Hispanic or Latino

8.8%

Asian

5.6%

Unknown

1.5%

Black or African American

0.6%
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Languages Spoken

Spanish

50.8%

French

13.3%

Italian

5.8%

Chinese

4.2%

Mandarin

4.2%

Russian

4.2%

Portuguese

3.3%

German

3.3%

Japanese

2.5%

Cantonese

1.7%

Hindi

1.7%

Swahili

0.8%

Greek

0.8%

Dakota

0.8%

Hawaiian

0.8%

Urdu

0.8%

Arabic

0.8%
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Advertising Account Executive Education

Schools

University of Phoenix

10.9%

Michigan State University

8.4%

Iowa State University

6.3%

West Virginia University

5.9%

University of Florida

5.4%

Auburn University

5.0%

Illinois State University

4.6%

Virginia Commonwealth University

4.6%

University of Georgia

4.6%

American University

4.6%

University of Texas at Austin

4.2%

Florida State University

4.2%

University of Wisconsin Extension

4.2%

University of North Carolina at Chapel Hill

4.2%

Ball State University

4.2%

University of North Texas

3.8%

University of Central Oklahoma

3.8%

Pennsylvania State University

3.8%

San Diego State University

3.8%

University of Hawaii at Manoa

3.8%
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Majors

Business

23.1%

Communication

15.9%

Marketing

15.8%

Journalism

6.4%

Public Relations

5.2%

Advertising

4.6%

Management

4.5%

English

3.4%

Psychology

3.4%

Political Science

2.6%

Graphic Design

2.2%

Accounting

2.1%

Agricultural Public Services

1.5%

Education

1.4%

Specialized Sales And Merchandising

1.4%

Sociology

1.4%

History

1.3%

General Studies

1.3%

Criminal Justice

1.3%

Liberal Arts

1.3%
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Degrees

Bachelors

56.5%

Other

19.5%

Masters

12.6%

Associate

5.9%

Certificate

3.6%

Doctorate

0.8%

Diploma

0.6%

License

0.5%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Advertising Account Executive Salaries

Job Title Company Location Start Date Salary
Advertising Account Executive Us Media Consulting LLC Miami, FL Dec 29, 2014 $79,019
Advertising and Promotion Account Executive Nadaa F. Issa Newington, NH Jan 15, 2013 $66,560
Advertising Account Executive P&P Advertising, LLC. Miami, FL Mar 18, 2016 $65,021
Advertising Account Executive Aaaza, Inc. Los Angeles, CA Sep 26, 2011 $62,756
Advertising Account Executive PSB Inc. Lake Forest, CA Jul 21, 2013 $57,267
Advertising Account Executive PSB Lake Forest, CA Jul 21, 2013 $57,267
Advertising Account Executive PSB, Inc. Lake Forest, CA May 12, 2009 $56,597
Advertising Account Executive PSB Inc. Lake Forest, CA Sep 15, 2010 $55,994
Advertising Account Executive Accentmarketing Communications LC Coral Gables, FL Dec 04, 2007 $52,500 -
$54,000
Advertising Account Executive TXC Texas Creative, Ltd. San Antonio, TX Jan 05, 2015 $46,000
Account Executive/Advertising I Imagine Studio, Incorporated Evanston, IL Oct 01, 2011 $40,000

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Top Skills for An Advertising Account Executive

DailyNewspaperOnlineProductsSalesTerritoryMonthlySalesGoalsCustomerServiceInternetNewClientsBusinessDevelopmentClientBaseWebAccountManagementLocalBusinessOwnersSalesPresentationsRevenueGoalsRealEstateClientRelationsAccountListSalesQuotasSpecialSectionsColdCalls

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Top Advertising Account Executive Skills

  1. Daily Newspaper
  2. Online Products
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Managed sales and customer relations while coordinating design for the classified section of the Iowa State Daily Newspaper.
  • Conducted sales presentations and advertising campaigns of various print and online products.
  • Manage print, direct marketing and online advertising needs for sales territory of over 500 clients.
  • Utilized prospecting expertise, creativity, and strong negotiation skills to meet and exceed monthly sales goals and quotas.
  • Field advertising sales Business to business prospecting & cold calling, Account management Customer service

Top Advertising Account Executive Employers

Advertising Account Executive Videos

Explore Careers: Advertising Account Executive

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