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Account Executive

Job Details

Full Time
Road Warrior


SUMMARY:  Develops, sells and maintains business accounts for multiple radio stations by performing the following:


ESSENTIAL DUTIES AND RESPONSIBILITIES: include the following. This is a multi-tasking position with many interruptions, requiring organization, dependability, and focus and client confidentiality. Other duties may be assigned. 

  1. Sell: Sell and maintain business accounts including all related sells activities such as overseeing copy writing, service, collecting payments, scheduling and maintaining good client relations.  Make daily calls on client prospects and established clients and presents outlines of various programs or commercial announcements; persuade customers to purchase radio time by presenting appropriate information that will draw customers to their businesses
  2. Goals: Consistently hit and/or exceed your monthly sales goals.
  3. Create NEW BUSINESS: Develop new business accounts; make daily cold calls; write and presents professional proposals, including researching and collecting data
  4. Clients: Sell, service and collect payments on your accounts in accordance with company requirements.  Have as many clients “on air” as possible.  Service accounts including writing up and renewing contracts (correctly and filled out, signed by manager(s) and client) and production orders; writes copy; attending client remotes (assisting in set-up and break-down when necessary); pick up/drops off materials to and from clients.
  5. Collections and commissions: Commissions are based on collections-performance of the following duties are required to earn commissions. Commissions are only “earned” through last date of employment. 

         a.) Initiate a sale from a client and/or be assigned the account.

         b.) Continue to service the sale, including, but not limited to continuity changes, schedule changes, production, scheduling and follow through.

         c.) It is your duty is to collect the payments for your sales in order to earn your commission.  Commissions are only paid on collections that are received by the Company during each month. 

       d.) Any collections received after 120 days from the billing date will be paid commissions at 5%, regardless of the type (local direct or agency).  Your accounts may be turned over to others for further collections efforts and you will no longer be eligible to earn commissions on these accounts.

       e.)  Contact your clients to make sure they have received all invoices, affidavits, co-op and any other items they require in order to make a timely payment to the Company.

       f.)   Maintain good client relations and call on your clients routinely.

       g.) Failure to collect monies in a timely manner may result in commission penalties and/or loss of accounts.

  1. Meetings/Training: You will be required to attend weekly sales meetings and any assigned training workshops.
  2. EARLY IS ON TIME…you will be required to arrive early to all meetings and scheduled appointments.
  3. Dress Code: Maintain professional business dress during regular working hours, Monday through Friday (8:00 am to 5:30 pm) and/or at any work function while representing "the company," including remote broadcasts.  This is subjective and at the discretion of management.




  1. Transportation: Have the full use of your own fully insured and reliable automobile.  You must report immediately if your driver's license expires, is revoked or suspended, you receive a DUI citation or if your auto insurance expires or is canceled.  Failure to report this will result in disciplinary action, up to and including possible termination.  Even if you do report any of the above, the situation may result in disciplinary action, up to and including possible termination.  You are required to keep your car in neat, clean order.  Must be able to travel in-state with or without significant prior notification.
  2. Proposals:  You should present professional proposals.  You will always be required to use professional writing instruments.  You will be required to type, or neatly handwrite, all your contracts and production orders.
  3. Communication: Communicate regularly with management regarding projections, collections, daily activities and responsibilities.  Plan for further advertising ideas and need.  Coordinate with Promotions Department for promotional needs; coordinates with Traffic Department on account changes and updates, including cancellations and address and copy changes. Submit daily sales activity report and call list to management.
  4. Paperwork:  Complete required paperwork in a prompt, timely, accurate manner.
  5. Service certain assigned trade accounts.
  6. Attend events/promotions for the station and for your accounts.
  7. Comply with office check-in policy when in the field.
  8. Keep all clients and/or other proprietary information confidential.  It is the sole property of "the company," and may not be used for any purpose other than that which is specifically related to the responsibilities and performance of your job as an employee of "the company."
  9. You may have meetings with clients over lunch.  Remember that alcoholic beverages should not be consumed at any time during working hours, including lunch.
  10. While you are employed by "the company," you are prohibited from participating in conflict of interest situations such as receiving compensation or reimbursement from competing media or agencies.





To perform the job successfully, an individual should demonstrate the following competencies:


  1. Analytical - Collects and researches data; uses intuition and experience to complement data.
  2. Design - Generates creative solutions; demonstrates attention to detail.
  3. Problem Solving - Identifies and resolves problems in a timely manner; develops alternative solutions; works well in group problem solving situations.
  4. Technical Skills - Assesses own strengths and weaknesses; pursues training and development opportunities; shares expertise with others.
  5. Customer Service - Manages difficult or emotional client situations in a professional and courteous manner; responds promptly to customer needs; responds to requests for service and assistance; meets commitments.
  6. Interpersonal Skills - Focuses on solving conflict, not blaming; maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
  7. Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.
  8. Written Communication - Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet client needs; presents numerical data effectively.
  9. Teamwork - Contributes to building a positive team spirit; able to build morale and group commitments to goals and objectives.
  10. Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
  11. Cost Consciousness - Works within approved budget; contributes to profits and revenue.
  12. Diversity - Shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
  13. Ethics - Treats people with respect; inspires the trust of others; Works ethically and with integrity.
  14. Organizational Support - Follows policies and procedures; completes administrative tasks correctly, completely and on time.
  15. Strategic Thinking - Develops strategies to achieve organizational goals; adapts strategy to changing conditions.
  16. Judgment - Exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.
  17. Motivation - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; contributes to motivating co-workers.
  18. Planning/Organizing - Prioritizes and plans work activities; uses time efficiently.
  19. Professionalism - Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.
  20. Quality - Demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality.
  21. Quantity - Meets productivity standards; completes work in timely manner; strives to increase productivity.
  22. Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
  23. Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
  24. Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
  25. Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals.; Completes tasks on time or notifies appropriate person with an alternate plan.
  26. Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
  27. Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.


Education and/or Experience:                                     

Bachelor's degree (B. A.) from accredited college or university; or two to four years related experience and/or training; or equivalent combination of education and experience.

Language Skills:                                              

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills:                                                    

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and volume. 

Reasoning Ability:                                           

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.  Must be able to present conclusions and/or research in reliable and clear manner.

Computer Skills:                                              

To perform this job successfully, an individual should have working knowledge of Internet software; Windows-based Spreadsheet software and Windows-based Word Processing software.

Certificates, Licenses, Registrations: Keep and maintain current valid driver's license and proof of insurance. Must have reliable personal transportation.

Must have valid state (CA) driver’s license and be insurable under the Company insurance policy.

Other Qualifications: Workday is from 8am to 5pm, Monday through Friday, minus lunch.  This may be modified according to individual departmental management.

Must be able to travel in-state without significant prior notification.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.’

While performing the duties of this Job, the employee may be required to:

  • Drive extensively.
  • Spend long periods of time at computer and on phone.

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is frequently exposed to:

  • Large varieties of people and personalities   
  • Outside weather conditions
  • Moving mechanical parts; fumes or airborne particles and vibration
  • Noise level is usually moderate