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How do you become an advertising sales account executive?

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If you enjoy selling, networking, and creating compelling campaigns, you might be interested in becoming an advertising sales account executive. This is a professional who sells advertising space or time to businesses and agencies, and manages the accounts of existing clients. In this article, you will learn about the skills, education, and experience you need to pursue this career, as well as some tips on how to succeed in the competitive media sales industry.

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1 Skills and qualifications

To become an advertising sales account executive, you need to have strong communication, negotiation, and persuasion skills. You also need to be creative, analytical, and organized, as you will have to develop and present effective advertising proposals, monitor and evaluate the performance of your campaigns, and handle multiple tasks and deadlines. Additionally, you need to have a good knowledge of the media market, the advertising trends, and the needs and goals of your clients. Depending on the type of media you sell, you may also need specific technical skills, such as digital marketing, social media, or web design.

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Chhatra Chhetri

Linkedin Top Leadership Voice I Building the Business for Upper North | Business Head @ Hindustan Times | Revenue Growth| Circulation | P&L ManagementI Business Leader I Pursuing PhD in Business Management
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I am presuming we are talking about the qualification required for Advertising Sales Executive. Formally, you can do an MBA or any other courses that specialises in Advertising Sales. These courses will cover the basic overview of media sales ecosystem. Simple graduates can also apply, there are many media companies who are ok with it.

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Dan Prudhomme

Segments Defined, Sales Up | VP, Digital Sales | Target Marketing for Entrepreneurs and Businesses | 8 Figures Sold | Follow for Audience Insights, Leadership Growth, and Proven Sales Strategies
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Self-motivation, drive, and curiosity are essential for advertising sales when it comes to helping businesses succeed. Self-motivation: -Internal drive to set and achieve goals independently. Drive: -Determination to persistently pursue targets and overcome obstacles. Curiosity: -Desire to learn, adapt, and understand clients' needs and industry trends. These traits fuel proactive behavior, resilience in the face of challenges, and continuous improvement, making them vital for thriving in the dynamic world of advertising sales.

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Jo?o Hernandes

Ad Sales Manager | Ad Sales Lead | Digital and Offline Media Specialist
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Quanto mais habilidades o profissional tiver, mais sucesso ele alcan?ará, mas ainda assim, alguns diferencias podem te destacar nesse processo, como por exemplo, organiza??o. O mercado publicitário é recheado de possibilidades e conseguir mapear as oportunidades pode te evidenciar. Boa tomada de decis?es e skills de resolu??o de problemas também s?o bastante relevantes, principalmente em um mercado que se destaca pela volatilidade e mudan?as bruscas de rota. E por último conhecimento de mercado, suas nuances e a facilidade de se relacionar, podem ajudar muito o executivo de contas a ganhar destaque nesse mercado.

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2 Education and training

There is no formal education requirement to become an advertising sales account executive, but most employers prefer candidates who have a bachelor's degree in a relevant field, such as marketing, communication, business, or media studies. A degree can help you gain the theoretical and practical knowledge of the advertising industry, as well as develop your research, writing, and presentation skills. However, some employers may accept candidates who have a high school diploma or equivalent, if they have relevant work experience or training. You can also improve your chances of getting hired by taking courses or certifications in sales, advertising, or media.

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Jo?o Hernandes

Ad Sales Manager | Ad Sales Lead | Digital and Offline Media Specialist
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Normalmente profissionais formados em marketing e publicidade s?o os que ganham mais destaque na hora de serem escolhidos para o cargo de executivo de vendas publicitárias, porém, hoje em dia existem diversos cursos especializados que podem oferecer excelentes recursos e skills para profissionais desempenharem um bom trabalho nessa área, por exemplo, cursos oferecidos especificamente para quem quer trabalhar com programática no meio digital, ou mesmo empresas que oferecem detalhamento técnico de suas ferramentas e opera??es. E ainda é possível mesclar todo esse conhecimento técnico com as amplas op??es de cursos em técnicas de vendas, que podem ser facilmente aplicadas no mundo publicitário, é só uma quest?o de querer aprender.

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3 Experience and portfolio

One of the most important factors to become an advertising sales account executive is experience. Most employers look for candidates who have at least one or two years of experience in sales, marketing, or advertising, preferably in the same or similar media sector. You can gain experience by working as an advertising sales assistant, an advertising sales representative, or an advertising coordinator, and by building a network of contacts and clients. You can also showcase your achievements and skills by creating a portfolio of your previous or current advertising campaigns, including the objectives, strategies, results, and feedback.

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Dan Prudhomme

Segments Defined, Sales Up | VP, Digital Sales | Target Marketing for Entrepreneurs and Businesses | 8 Figures Sold | Follow for Audience Insights, Leadership Growth, and Proven Sales Strategies
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Job Experience: -Prior sales roles provide valuable skills in negotiation, client management, and meeting targets. Portfolio: -Showcase successful campaigns or sales achievements to demonstrate capabilities and credibility to potential employers. These elements complement each other, offering a comprehensive skill set and evidence of past success in the advertising sales field.

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Jo?o Hernandes

Ad Sales Manager | Ad Sales Lead | Digital and Offline Media Specialist
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Experiência é um fator importantíssimo na busca por um bom profissional, assim como o domínio da carteira/portfólio de agências e clientes, porém mais do que a experiência em si, alguns pontos podem ser t?o ou mais importantes que esses citados, por exemplo, vontade e facilidade de aprender. Dependendo do meio em que o executivo vai se aprofundar, parametros extremamente técnicos ser?o exigidos e ter o domínio do que se está vendendo é um ponto chave para você ser um excelente executor. Alguns processos e linhas de atua??o podem ser trabalhadas e ensinadas, ent?o é possível encontrar gratas surpresas em profissionais que n?o necessariamente s?o t?o experientes.

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4 Job search and application

To find a job as an advertising sales account executive, you need to be proactive and resourceful. You can use online job boards, social media platforms, or industry publications to search for opportunities, and tailor your resume and cover letter to each position. You can also leverage your network of contacts, such as former employers, colleagues, clients, or mentors, and ask for referrals or recommendations. Moreover, you need to prepare for the interview process, which may involve phone screenings, online tests, face-to-face meetings, or role-play scenarios. You should research the company and the media sector, and demonstrate your knowledge, enthusiasm, and confidence.

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Dan Prudhomme

Segments Defined, Sales Up | VP, Digital Sales | Target Marketing for Entrepreneurs and Businesses | 8 Figures Sold | Follow for Audience Insights, Leadership Growth, and Proven Sales Strategies
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Effective job search and applications involve utilizing job boards, networking, tailoring applications, maintaining an online presence, and consistent follow-up.

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5 Career development and progression

To advance your career as an advertising sales account executive, you need to constantly update your skills and knowledge, and seek feedback and guidance from your managers or peers. You can also take advantage of any training or mentoring programs offered by your employer, or enroll in external courses or workshops to enhance your professional development. Furthermore, you need to establish and maintain good relationships with your clients, and deliver high-quality and profitable advertising campaigns. By doing so, you can increase your sales performance, your reputation, and your income. You can also pursue higher-level positions, such as advertising sales manager, advertising sales director, or media sales consultant.

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Dan Prudhomme

Segments Defined, Sales Up | VP, Digital Sales | Target Marketing for Entrepreneurs and Businesses | 8 Figures Sold | Follow for Audience Insights, Leadership Growth, and Proven Sales Strategies
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Continuous Learning: -Stay updated on industry trends, consumer behavior, and sales techniques through workshops, courses, and industry publications. Skill Enhancement: -Hone negotiation, communication, and problem-solving skills through practice and feedback. Strategic Advancement: -Seek opportunities for advancement within current company or explore new roles in higher-level sales or management positions. Networking: -Build relationships with industry professionals, mentors, and potential clients to expand opportunities for career growth. Professional Development: -Pursue certifications or additional education to deepen expertise and credibility in the field.

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6 Challenges and tips

Becoming an advertising sales account executive can be rewarding, but also challenging. You may face high pressure, competition, and rejection, as well as changing market conditions and client demands. You may also have to work long and irregular hours, travel frequently, and cope with stress and frustration. To overcome these challenges, you need to have a positive attitude, a resilient mindset, and a passion for your work. You also need to set realistic and achievable goals, plan and prioritize your tasks, and balance your work and personal life. Additionally, you need to seek support and advice from your colleagues or mentors, and celebrate your successes and learn from your mistakes.

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Dan Prudhomme

Segments Defined, Sales Up | VP, Digital Sales | Target Marketing for Entrepreneurs and Businesses | 8 Figures Sold | Follow for Audience Insights, Leadership Growth, and Proven Sales Strategies
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Client Acquisition: -Build a strong pipeline by identifying potential clients and nurturing relationships. Market Competition: -Stay ahead by understanding competitors and offering unique value propositions. Sales Targets: -Break goals into manageable tasks and track progress regularly to stay on target. Rejection Handling: -Embrace rejection as part of the process and use it as an opportunity to learn and improve. Adaptability: -Stay flexible and adapt strategies based on client needs and market trends. Time Management: -Prioritize tasks, delegate when possible, and avoid procrastination to maximize productivity.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you become an advertising sales account executive?

1

2

3

4

5

6

7

1 Skills and qualifications

2 Education and training

3 Experience and portfolio

4 Job search and application

5 Career development and progression

6 Challenges and tips

7 Here’s what else to consider

Media Sales

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How do you become an advertising sales account executive?

1

2

3

4

5

6

7

1 Skills and qualifications

2 Education and training

3 Experience and portfolio

4 Job search and application

5 Career development and progression

6 Challenges and tips

7 Here’s what else to consider

Media Sales

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