Description:
Position Summary
The Portfolio Account Executive is responsible for growing revenue within a defined
portfolio of customers and prospects. This includes retaining current customers,
expanding their spend, converting inbound leads, and winning new smaller-spend
accounts.
The role blends consistent, disciplined sales activity with a consultative approach to build
long-term client relationships and achieve revenue goals. This position requires strong
attention to detail, process adherence, proactive account planning, and accurate
forecasting.
Key Responsibilities
1. Revenue and Quota Achievement
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Meet or exceed monthly, quarterly, and annual revenue targets.
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Deliver at least 100% of assigned sales quota through:
o Customer retention
o Growth within existing accounts
o New customer acquisition
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Maintain expected average deal size and contract duration.
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Forecast revenue with accuracy and integrity.
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Execute the company’s Minimum Standard of Care for all assigned accounts and targets.
2. Account Planning & Strategy
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Develop and maintain account plans for top revenue-producing and high-growth potential accounts.
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Identify key decision-makers and influencers within each account.
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Establish clear growth objectives for each assigned customer.
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Monitor competitive activity and protect existing business.
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Prioritize time and eort toward accounts with the highest growth potential.
3. Prospecting and Pipeline Management
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Consistently identify and pursue new business opportunities within the assigned territory or segment.
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Maintain pipeline coverage of 3–4x monthly revenue targets.
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Log 100% of activities, opportunities, and updates in the CRM.
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Maintain strong daily outreach activity across phone, email, LinkedIn, and other channels.
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Move opportunities through the pipeline stages according to defined sales process timelines.
4. Customer Growth and Retention
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Identify cross-sell and upsell opportunities aligned to customer objectives.
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Maintain high renewal and retention rates.
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Provide proactive, value-driven communication with all assigned accounts.
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Maximize the company’s share of each customer’s outdoor advertising spend.
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Address performance concerns quickly and escalate issues appropriately.
5. Sales Process & Operational Excellence
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Adhere to defined sales methodology and CRM best practices.
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Submit timely proposals, contracts, and required documentation.
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Ensure pricing accuracy and compliance with company policies.
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Maintain disciplined time management and territory coverage.
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Participate in sales meetings, training, and skill development initiatives.
6. Collaboration & Communication
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Partner with internal teams (operations, marketing, finance, and leadership) to ensure seamless campaign execution.
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Clearly communicate customer objectives and expectations internally.
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Serve as the primary point of contact for assigned accounts.
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Share market feedback and competitive insights with leadership.
Performance Metrics
Success in this role will be measured by:
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Revenue attainment vs. quota
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Retention and renewal rate
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Net revenue growth within assigned accounts
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Pipeline coverage and conversion rates
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Forecast accuracy
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CRM compliance and activity standards
Required Skills & Competencies
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Strong consultative selling and relationship-building skills
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Disciplined, self-motivated, and goal-oriented
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High attention to detail and organizational strength
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Ability to manage multiple accounts simultaneously
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Data-driven and comfortable using CRM and reporting tools
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Strong written and verbal communication skills
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Resilience and persistence in a competitive sales environment
Qualifications
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2–5+ years of sales experience (media, advertising, or B2B preferred)
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Proven track record of meeting or exceeding sales targets
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Experience managing a portfolio of accounts
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CRM proficiency required
Requirements:
This position is remote-based, but will require client engagement in an assigned territory within the Southeastern United State.
