Job Details

Requisition Number 17-0068
Title Digital Field Sales Coach
Job Type Full Time Regular
Union Unaffiliated
Location Denny
City Seattle
State WA
Work Schedule Monday-Friday 8-5
Description The Seattle Times is seeking a Field Sales Coach! The Field Sales Coach will work with all Advertising employees to improve digital sophistication and improve processes that generate success. This is a leadership role within the advertising department and you will be working in conjunction with existing sales leadership to get the most out of each employee. Digital sales are the largest growth area of our business and therefore is a significant focus of this jobs.

The Field Sales Coach will:

• Contribute to the achievement of revenue goals by providing instruction in core competencies, coaching and infield support for both new and veteran Account Executives. This will be achieved through a combination of classroom training, strategy sessions, and infield one-on-one coaching for sustained performance improvement and revenue growth.

• Train and develop support teams that influence sales, including Media Strategist, who assists in pre-sale planning, presentation building and support, and the Digital Optimization Team, tasked with post-sale execution to client KPIs, affecting retention and resale.


Essential Duties and Responsibilities:

• 50% of time spent on field calls and with sales reps to ensure that needs assessments are consultative and AEs are following the sales process and go-to-market strategy determined by the leadership team. Evaluate each sales rep’s effectiveness in the field, and share feedback with the AE, and the leadership team.

• 20% of time spent with Digital sales support roles including Media Strategists, Digital Optimization Team, and Ad Fulfillment on campaign strategy, analytics, service, and optimization techniques to ensure client retention and upsell.

• 20% of time spent on preparing and delivering classroom-style training.

• 10% of time working with the leadership team, providing feedback, and influencing needs and priorities in our business evolution.

• Manager and field coach are directly responsible for developing customized training plans for new hires. This is a collaborative process with the goal to get the new hire successfully producing advertising revenues as quickly as possible.

• Provide product training; specifically, digital that clearly communicates features & benefits and helps reps sell more effectively in the field and overcome objections.

• Create documented performance evaluation and deployment plans to AE, and their management.

• Work closely with leadership team to identify gaps in performance and specifics training needs.
Requirements Education: College degree or equivalent in experience

Experience: 4+ years of successful sales experience in the advertising industry
Type of experience: Sales, Advertising, digital

Special requirements or skills:

• Excellent communication skills (both written and verbal)
• Ability to present information clearly and concisely
• Proven sales and customer relationship success, proven time-management and decision making skills
• Advanced understanding of digital marketing tactics including Search, Social, Display, and Web Services, as well as website analytics
• Ability to effectively interact with many levels of employees with sensitivity and respect.
Apply On-line
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