Account Manager

YP is a leading local marketing solutions provider in the US dedicated to helping local businesses and communities grow. YP’s flagship consumer brands can reach nearly 95% of US internet users, which are used by nearly 70 million visitors each month in the US. YP solutions had more than 1 billion searches on mobile and more than 1.3 billion searches online in 2015.

The YP Account Manager (AM) is responsible for managing relationships with, and growing revenue within, the existing/assigned YP Small/Medium Business (SMB) customers (approximately 200). The YP AM has assigned revenue and activity goals s/he is tracked against and expected to meet. The AM conducts outbound calling to schedule appointments, and then meets in-person with 20 customers per week. 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, work-from-home position, with the majority of time in territory meeting with customers. This position has significant selling accountability.

Required Activities:

• Review and analyze the assigned account list to develop a sales action plan.
• Conduct targeted outreach via email and phone calls to establish in-person meetings.
• Prepare for in-person meetings with prospective customers.
• Attend in-person meetings with prospective customers.
• Prepare and present proposal/contracts for YP products and services for clients.
• Follow up on proposals to secure orders.
• Enter client orders and payment information into YP order systems.
• Schedule weekly activities to optimize client contact.
• Work with Account Managers (AMs) and Sales Executives (SEs) to optimize territory penetration and overall YP performance.
• Staying informed of YP products/services and SMB marketing trends.
• Attend Performance and Review meetings.

Direct Accountabilities:

• Meet assigned revenue goals.
• Schedule and attend 20 client meetings per week.
• Meet with each assigned client 4 times per year (8 for SAM).
• Record all activity in Salesforce CRM.
• Attend all team meetings (typically two per week) and corporate events (several per year).
• Represent YP in a professional manner at all times.

Education: Bachelor’s degree in business, marketing, or related field; OR equivalent experience.

Experience: 2+ years of B2B sales or sales-based account management experience with the following elements:

• Maintaining and expanding relationships with, and spending by, established customers.
• Meeting or exceeding assigned revenue targets.
• Using high-volume phone-based cold calling in the sales process.
• Conducting in-person discussions and presentations (solo) with customers with comparable frequency to the YP AM position (20/week).
• Logging/reporting on sales activity and customer relationship status in the sales cycle in a CRM (Salesforce.com preferred).
• Selling digital services requiring knowledge of business use of technology (not necessarily advertising).
• Working virtually with success showing strong self-management.
• Working successfully in a fast-paced business environment.

Knowledge, Skills and Abilities (all preferred unless indicated; more the better:

• Knowledge of digital and print advertising, marketing and e-commerce.
• Knowledge of B2B sales process, insight selling and other common sales tools and techniques.
• Excellent verbal and written communication skills.
• Strong time management and organizational skills.
• Good critical thinking ability.
• Learning agility.

Traits/Competencies

• Drive.
• Motivation to succeed.
• Resiliency.
• Persuasion.
• Stress tolerance.
• Analytical Bent.
• Integrity.