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Become An Outside Account Executive

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Working As An Outside Account Executive

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $50,939

    Average Salary

What Does An Outside Account Executive Do At Iheartmedia

* Identifies and solicits new business through prospecting and cold calling; builds and maintains a full pipeline of sales prospects.
* Services and grows relationships in existing client base.
* Identifies client/agency needs and develops persuasive proposals to meet needs and opportunities.
* Delivers creative and effective sales presentations.
* Steers clients based on market, platform and station information.
* Maintains client communication and ensures client satisfaction.
* Monitors competition to continually find new account leads.
* Negotiates rates based on iHeartMedia’s budgets.
* Works collaboratively with internal partners to drive revenue.
* Ensures prompt payments.
* Follows all station procedures for preparing orders, resolving billing issues, submitting regular reports regarding sales, pipeline lists, forecasts and competitive analysis.
* Creates effective marketing campaigns in cooperation with iHeartMedia resources.
* Generates revenue and meets/exceeds established sales targets

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How To Become An Outside Account Executive

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.

Education

A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.

Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.

Advancement

Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Outside Account Executive jobs

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Top Skills for An Outside Account Executive

SalesTerritoryMonthlySalesQuotasOnlineProductsBusinessOwnersMonthlyGoalsSalesGoalsColdCallCustomerBaseClientBaseCustomerServiceTradeShowsKeyDecisionMakersMortgageBrokersInternetAccountExecutivesSalesforceSalesPresentationsMarketShareAccountBaseSalesProcess

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Top Outside Account Executive Skills

  1. Sales Territory
  2. Monthly Sales Quotas
  3. Online Products
You can check out examples of real life uses of top skills on resumes here:
  • Set up 45 new accounts in first month of outside sales, while maintaining over 100 accounts in sales territory.
  • Worked with auto dealers, restaurants, nursing homes, realtors and small business owners.
  • Exceeded sales goals and was successful selling a large order that supplied seven city governments with their entire radio communications.
  • Relied on satisfied customers providing referrals as well as cold calling by phone and on site visits (door knocking).
  • Developed and maintained an extensive customer base through individual research and effort.

Top Outside Account Executive Employers

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