ADVERTISING SALES REPRESENTATIVE JOB DESCRIPTION

An Advertising Sales Representative handles the full revenue relationship between a local media outlet and its advertiser base. Territory-based. Quota-driven. The role lives at the point where a publication's unsold inventory becomes a signed insertion order, and where a new business prospect becomes a recurring account. In local and regional print markets - where advertiser churn directly shrinks the rate base and classified volume is measured weekly against management-set quotas - the person in this seat owns both the numbers and the relationships that produce them.

As the Advertising Sales Representative, you generate new advertiser revenue and protect existing account revenue across a defined local or regional territory, balancing prospecting activity against account service to meet weekly and monthly quotas set by sales management. You work alongside production, traffic, and billing teams within the publication's internal workflow, with direct accountability to a sales manager for pipeline volume and closed revenue.

Career Impact: Consistent quota attainment in local print advertising sales builds a documented B2B revenue track record that transfers directly into larger-market media and digital sales roles.

Business Impact: Local advertisers depend on this representative's consultative guidance to choose formats, placements, and contract terms that deliver measurable ROI within community publication deadlines.

Growth Opportunity: Reps who develop both print and digital product fluency become competitive candidates for senior territory roles, national account positions, and advertising sales management.

Company Value: Several employers in this space offer base-plus-commission structures with auto allowance, group health coverage, and flexible scheduling options that support field-based work.

• Prospect and qualify new local business accounts through cold calls, email outreach, and in-person visits within an assigned territory.
• Develop advertising proposals and present solutions aligned to each client's budget, audience, and campaign objectives.
• Manage and service an existing account base through regular scheduled contact to renew contracts and identify upsell opportunities.
• Coordinate ad material collection, production approvals, and insertion order accuracy to meet publication deadlines.
• Maintain pipeline records, account history, and contact data in the sales management system to support accurate forecasting.
• Report weekly against quota targets and adjust prospecting activity to close gaps in monthly revenue performance.
• Collaborate with production and billing teams to resolve order discrepancies and ensure accurate client invoicing.

Candidates who understand how these duties fit their experience can find worked examples of how to present these duties on a resume across several seniority levels.

• Bachelor's degree in Marketing, Advertising, Communications, or equivalent work experience.
• 1 or more years of advertising, media, or B2B sales experience, with demonstrated success meeting assigned revenue goals.
• Ability to manage a defined territory of active and prospective accounts against weekly and monthly quotas.
• Strong verbal and written communication skills sufficient to present proposals and close over the phone and in person.
• Detail-oriented approach to order entry, ad proof coordination, and client data maintenance.
• Ability to work independently from a home or field base while meeting attendance and scheduling requirements.
• Proficiency with standard office productivity software and familiarity with contact management or CRM systems.

The skills employers screen for in this role are covered in greater depth, including how consultative selling ability and campaign analytics knowledge are assessed at different experience levels.

• Prior experience selling print classified, display, or advertorial advertising in a local or regional publication.
• Familiarity with both print and digital advertising formats and the ability to sell across product lines within one client conversation.
• Experience using a structured consultative sales process including needs analysis, objection handling, and contract negotiation.
• Existing relationships within the local business community relevant to the publication's coverage area.

• New business revenue added per month, measuring prospecting conversion within the assigned territory.
• Monthly quota attainment rate, reflecting closed insertion orders against management-set targets.
• Account renewal rate, tracking what share of the active book re-signs for the next contract period.
• Outbound call volume per week, as a leading indicator of pipeline health and new business activity.
• Ad proof approval turnaround time, measuring how reliably production deadlines are met per client.
• Typical tools: CRM and contact management platforms (commonly Salesforce or Goldmine); ad booking systems (commonly Adbooker or comparable insertion order software).

• Base Salary Range: $38,000 to $52,000 annually, varying by market size and publication.
• Bonus: Monthly commission on closed revenue; performance contests and bonuses common.
• Equity: Typically not offered at this level in print media sales roles.
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by outlet size.
• PTO: 10 to 18 days annually; some publishers offer flexible scheduling in lieu of additional PTO.
• Common Perks: Auto allowance for field-based reps; mileage reimbursement; company-matched retirement plan at select employers.

For salary benchmarks, certifications, and the career path forward from this position, the career guide covers BLS data and the typical progression to Advertising Sales Manager.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Successful completion of a background check is a condition of employment for this role; some positions may require verification of driving record given field-based travel requirements. All applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations will be made for qualified individuals with disabilities throughout the hiring process. Candidates must hold current authorization to work in the United States.

Match your territory prospecting and insertion order experience to a resume that reaches the people who decide.

The Classifieds Inside Advertising Sales Representative owns the full cycle of classified and retail advertising sales for Tulsa World and Oklahoma Weekly Group, from prospecting and space reservations to ad production coordination and billing. Working alongside an assigned outside sales team and interfacing daily with advertisers by phone and in person, this representative builds new business and services existing accounts to deliver consistent revenue against management-set quotas.

Key Responsibilities

• Sell and service all assigned classified/retail customers with their advertising needs consistent with quotas and standards established by management.
• Build new business and inactive sales for advertising in the Tulsa World and Oklahoma Weekly Group within the prospecting guidelines.
• Answer inbound calls from the rotating main advertising line, determine account activity using Sales Force and Mactive, and transfer active accounts to the assigned sales rep.
• Take space reservations from advertisers, process paperwork, provide ad production and layout information, obtain proof, and forward to customer for review prior to publication deadline.
• Make outbound calls to regular advertisers, inactive businesses, and new business prospects in line with performance standards.
• Input ad and billing information into Mactive and inform customer of total advertising cost.
• Sell contracts, special sections and pages, and other products to increase revenue.
• Participate in ongoing training initiatives and file and maintain advertising information for each account.
• Handle customer complaints and problems professionally, escalating when appropriate, and present a positive and helpful attitude to customers, peers, and staff.

Required Qualifications

• Experience with departmental office procedures, policies, and operations.
• Strong verbal and written communication skills with carefulness, courtesy, clarity, and professionalism on the phone and in person.
• Strong administrative, organizational, and record-keeping skills.
• Data entry and typing skills with speed of 40+ words per minute; excellent spelling, grammar, and telephone etiquette.
• Ability to work under pressure, meet sales goals and deadlines, multitask, and handle stressful situations including irate customers and high call volumes.
• Attention to detail and accuracy; ability to react to change effectively and handle essential duties as needed.
• Ability to work well with co-workers and promote a positive work environment.
• Acceptable attendance and punctuality; flexibility to work a variable schedule as required.

Embedded within Valpak's local sales team, the Advertising Sales Representative builds and manages a portfolio of local business accounts by developing high-impact advertising solutions across direct mail, digital, and web platforms. Working closely with clients and Valpak designers, this representative generates new business through networking and prospecting while renewing and upgrading existing programs to meet established revenue goals.

Core Functions

• Generate new business in assigned area through effective networking, referral generation, and local prospecting, with a demonstrated passion and curiosity about local businesses, for what they do and what they need in order to grow and thrive.
• Identify key decision makers by face-to-face and phone call prospecting, as well as use of email, LinkedIn and other contemporary methods within a defined territory to grow and nurture.
• Provide exceptional ongoing account management to existing clients to ensure their programs are successful, develop trusted relationships, and renew and upgrade their programs.
• Work with clients and Valpak designers on high-impact ad design, including effective offers.
• Develop compelling and effective marketing solutions from Valpak's robust suite of products, including direct mail, Valpak.com, websites, SEM, and more.
• Meet and exceed established sales goals and personal earnings goals.
• Use Salesforce.com to effectively manage business and participate in Valpak's customer management ecosystem.
• Execute required sales administrative functions to initiate orders and accurately publish ad campaigns.
• Love what you do, have fun, and be a positive contributor to your local Valpak team.

Qualifications & Experience

• College degree preferred but not required.
• 2+ years of proven success in business development and outside sales.
• Experience in print and digital advertising sales preferred.
• Results-oriented self-starter with a record of success in a goal-oriented, highly accountable environment.
• Well-developed productivity and technological skills including internet, Word, Excel, PowerPoint, CRM, mobile, and social.
• Strong verbal and written communication and presentation skills with emphasis on engagement and persuasion.
• Curiosity and passion for talking face-to-face with local businesses and developing effective client solutions.
• Ability to manage deadlines and operate with a sense of urgency.

Reporting to the sales management team, the Advertising Sales Representative shapes a growing book of business by conducting inside sales, door-to-door prospecting, and outreach through media partnerships across print and digital channels. Partnering with internal departments to ensure flawless campaign execution, this representative drives account growth by applying consultative sales methods and staying current with industry trends to serve client needs effectively.

Primary Duties

• Conduct inside sales and prospecting to new and existing advertising customers with door-to-door opportunities and connections made through media partnerships.
• Build relationships with targeted companies and organizations through phone calls, emails, LinkedIn, and similar channels.
• Coordinate with internal departments and team members to ensure execution and delivery of sales products.
• Work on multiple goals, priorities, and client deliverables effectively and efficiently.
• Remain current with industry trends, local market news, and developments as they pertain to clients and products or services.
• Use Nutshell CRM, Google ecosystem, Panda Docs, and ASANA for full sales workflow management.

Skills & Qualifications

• 2–3+ years of experience in print and digital media or advertising and marketing sales with documented success; related marketing agency sales experience welcome.
• Experience managing the full sales process including prospecting, needs analysis, closing, and relationship maintenance for renewal or upsell.
• Background in consultative sales approach; inside sales and cold calling a plus.
• Knowledge of the latest digital advertising methodologies and solutions in B2B and/or B2C marketing; familiarity with local print and digital media market.
• Goal-oriented with a proven track record of meeting quarterly and annual goals; ability to consult with and close multiple decision makers.
• Strong presentation, prospecting, qualifying, and closing skills; hunter mentality with high energy and independent mindset.
• Excellent verbal and written communication skills; ability to collaborate with internal partners effectively.

Sitting at the intersection of traditional advertising and evolving interactive media, the Advertising Sales Representative builds and grows a client book by delivering results-driven solutions across Spectrum Reach's television and digital platforms. Operating across local and regional markets with daily client engagement, this representative collaborates with a team that values innovation and integrity to earn repeat business and exceed revenue targets.

Duties

• Sell innovative solutions spanning traditional advertising platforms and evolving interactive media.
• Grow and cultivate a book of business.
• Build client relationships through daily engagement and help solve their evolving needs.
• Collaborate with professionals that value innovation, integrity, and each other.
• Deliver results and provide services that earn repeat business.

Requirements

• Bachelor's degree in Marketing, Advertising, or equivalent experience.
• 3+ years of proven successful sales experience.
• Experience in digital media, advertising, or programmatic media sales preferred.
• Consultative sales and business development skills with ability to learn the advertising ecosystem.
• Knowledge of advertising CRM and software such as Salesforce, Strata, Scarborough, Polk, or Nielsen preferred.
• Strong communicator with multitasking ability, self-motivation, and inquisitiveness.
• Proficiency in MS Office.
• Valid driver's license and safe driving record, local and regional travel required.

A key member of the Guerrero Media sales team, the Advertising Sales Representative leads outreach to mid- and senior-level executives to sell magazine advertising by researching prospects, building phone-based rapport, and closing sales through effective value proposition delivery. Collaborating across internal departments to ensure accurate data entry and process improvement, this representative upholds brand standards while meeting weekly outreach targets and annual revenue goals.

Functions

• Research and connect with mid- to senior-level executives whose expertise and recognition will elevate the brand.
• Meet weekly targets for outreach, prospects, and calls.
• Articulate brand value and product knowledge accurately and effectively.
• Prospect executives over the phone to create rapport, build excitement, and gain buy-in.
• Contact referrals and close sales by articulating the value proposition and leveraging product knowledge in negotiations.
• Manage sales opportunities and create urgency within the sale.
• Provide strong customer service for all executives and advertisers.
• Input all data for features and advertisers accurately according to Guerrero Media standards.
• Engage with others to continuously improve processes, create efficiencies, and reduce costs.
• Follow established values, work rules, policies, and procedures; take on other duties as assigned.

Experience & Qualifications

• Bachelor's degree preferred.
• Successful track record in sales preferred; strong desire to develop sales skills also considered.
• Excellent verbal communication skills with strong phone presence and ability to build and maintain relationships over the phone.
• Self-confident, positive, self-motivated, and able to work independently with a goal-oriented approach to closing.
• Strong organizational, time-management, critical-thinking, and research skills.
• Fearless in pitching C-level executives by phone.

Benefit

• Health, dental, and vision insurance.
• Eighteen paid vacation days.
• 401(k) matching.
• Convenient location near most major Metra and CTA lines.
• Dog friendly office.

Revenue growth in Houston's Buzz community publications depends on the Advertising Sales Representative, who identifies, qualifies, and closes new business through cold calling, phone, email, and in-person outreach while maintaining ongoing client relationships. Based within a deadline-driven publishing environment and serving the Bellaire, Memorial, Tanglewood, River Oaks, and West University markets, this representative secures client ad materials and manages production approvals to keep campaigns on schedule.

Accountabilities

• Identify, qualify, and close new business by phone, email, and in person including heavy cold calling.
• Sell both digital and print advertising products to help grow clients' businesses.
• Build and maintain ongoing business relationships with clients.
• Obtain all client advertising materials for production and written client approval of all ads prior to deadline.
• Document client data and information in the advertising database.

Technical Qualifications

• Proven track record of meeting and exceeding sales goals, must be extremely familiar with the Buzz communities: Bellaire, Memorial, Tanglewood, River Oaks, and West University.
• Detail-oriented and proficient in MS Office Suite with exceptional written and verbal communication skills.
• Self-motivated individual with a positive attitude; skilled at building relationships, digital and social media savvy, and able to thrive in a fast-paced, deadline-oriented publishing environment.
• Excellent time-management and organizational skills, team player.

Benefit

• Base salary plus commission.
• Group health coverage including medical, dental, and vision.
• Company matching Simple IRA plan.
• Paid time off.
• Auto allowance.

As the Outside Advertising Sales Representative, this role leads daily prospecting and client collaboration to sell print advertising space and advertorials to Fort Myers-area businesses. The sales team relies on this work to sustain pipeline growth, hit monthly and annual revenue goals, and represent the publication at local networking and Chamber events.

Activities

• Prospect daily and follow up to attain new advertisers.
• Collaborate with customers to create compelling ads and advertorials that drive positive ROI.
• Give prospective clients a strong, engaging sales presentation.
• Report, forecast, and meet or exceed monthly and annual revenue goals.
• Manage multiple goals, priorities, and client deliverables.
• Conduct daily sales pipeline reporting and CRM updates.
• Attend networking and Chamber meetings and events as requested.

Position Requirements

• 1 year of sales experience; print advertising or agency experience a plus.
• Strong sales, marketing, and business background with knowledge of prospecting, communications, and presentation.
• Proven track record of generating significant growth in sales revenues.
• Discipline, focus, and ability to work independently from home and in the field.
• Must have home-based computer, printer, and internet access.
• Full-time or part-time, Monday–Friday, 40 hours with flexible scheduling.
• Comprehensive product sales training provided.
• Base salary, production-based monthly commission, and performance-based contests and bonuses.

Advertising Sales Representative delivers inside sales results for a Providence, RI-based media outlet by servicing an existing client base, prospecting new business from competing media, and coordinating ad layout with internal production teams. Success in the position means achieving assigned revenue goals while managing client payments, tracking advertising trends, and maintaining professionalism when handling content of an adult nature.

Operational Focus

• Service and maintain existing client base with weekly phone calls.
• Provide customer service to walk-in businesses and new clients via phone.
• Meet sales goals and prospect new business from other media to expand client base.
• Coordinate layout of section and work with art and traffic department on ad proofs.
• Handle and process payments from customers and clients.
• Track advertising trends and adjust sales plan accordingly.

Knowledge Skills & Abilities

• BA/BS preferred but not required.
• 1 year of sales experience preferred.
• Must be able to work with advertising of an adult nature.
• Ability to confidently sell over the phone with strong attention to detail.
• Strong computer skills and effective account management skills.
• Must be able to work independently.

The Advertising Sales Representative owns a defined territory of physician recruiters, advertising agencies, and healthcare organizations, maintaining and growing client accounts through phone, email, and attendance at ACP's annual conference and industry events. Working alongside sales support, production, and accounts payable teams, this representative ensures accurate order processing across Goldmine, Adbooker, and Customer Manager systems to sustain revenue from print and digital recruitment advertising.

Key Deliverables

• Maintain existing and establish new client relationships through regular contact by phone, email, and industry meetings including ACP's annual conference.
• Respond to advertising inquiries in a timely manner, providing pricing and options based on client needs and budget.
• Provide written proposals and price quotes as needed.
• Identify sales opportunities by targeting organizations advertising in competitor publications and websites and apply a consultative sales approach to establish new business.
• Create accurate advertising orders, manage and maintain client contracts, and meet deadlines.
• Make cold calls to inactive accounts in the contact management database and send renewals and follow-up emails for expiring and expired ads.
• Update contact information and document all communications in Goldmine CRM to maintain a detailed client history.
• Work closely with sales support, production, and accounts payable to ensure accurate order processing, payment submission, and deadline compliance.
• Manage orders through Goldmine, Adbooker, and Customer Manager software, and prepare space confirmations for clients.

Education & Experience

• Bachelor's degree in Communications, Advertising, or Marketing preferred.
• Proven success in selling print and digital recruitment ads, preferably in the physician and healthcare industries.
• Ability to identify customer needs and provide advertising options across print and digital platforms.
• Detail-oriented with an understanding of the advertising sales process and outstanding customer service skills.
• Proficiency in MS Office Suite, Goldmine, or other advertising contact management databases; knowledge of Quark, InDesign, and Photoshop a plus.
• Ability to prioritize and complete multiple tasks under pressure with weekly and monthly deadlines.
• Professional oral and written communication skills across all levels of the organization.
• Ability to travel domestically.

Embedded within Cumulus Media's Allentown sales team, the Media Advertising Sales Representative builds new business and manages client accounts by developing radio and digital advertising solutions including programmatic display, geo-fencing, OTT, SEO, and Google Ads campaigns. Working closely with local business clients across the Greater Lehigh Valley and Pocono markets, this representative prospects, sets appointments, and delivers world-class customer service to retain accounts and exceed sales targets.

Areas of Ownership

• Prospect, network, and develop new business.
• Become a knowledgeable resource in customers' businesses.
• Set appointments and develop creative, client-focused, solution-based radio and digital presentations.
• Maintain an appreciation for sales process, performance, and results-oriented approach.
• Achieve radio and digital sales goals.
• Deliver exceptional customer service to retain clients' business.

Background & Experience

• Bachelor's degree in Business, Marketing, or a related field preferred.
• Experience in media and digital sales; familiarity with the Greater Lehigh Valley and Pocono, PA business community helpful.
• Understanding of radio and digital strategies including radio scheduling based on reach and frequency, programmatic display, geo-fencing, email marketing, social, pre-roll video, OTT, SEO, Google Ads, and website design.
• Understanding of lead generation, CRM, and account management; familiarity with Nielsen TAPSCAN helpful.
• Proficiency in Microsoft Office including Outlook, Word, Excel, and PowerPoint.
• Outgoing, self-motivated, disciplined, organized, and persuasive with strong verbal, written, and presentation communication skills.
• Solution-based problem-solving skills and ability to initiate and cultivate long-term relationships.
• Valid driver's license and vehicle required.

Reporting to TLN Media Group's sales leadership, the Advertising Sales Representative shapes client marketing outcomes by developing and presenting advertising solutions across television and digital platforms as the first point of contact for both existing and prospective business clients. Partnering with a dedicated team of sales and support staff, this representative delivers end-to-end account service from initial contact through post-campaign reporting to grow the organization's reputation and revenue.

Role Responsibilities

• Be the first point of contact for existing and potential business clients.
• Develop and present effective solutions using TLN Media Group properties to drive client businesses.
• Demonstrate professionalism and reliability by providing end-to-end customer service from initial contact through post-campaign delivery reporting and account collection.
• Maintain a deep understanding of TLN Media Group properties, media industry developments, trends, and marketing strategies.
• Become a valued advisor by assisting clients to clarify marketing objectives and delivering solutions that establish credibility and expertise.
• Collaborate with a team of sales and support staff to meet budgets, grow the business, and achieve superior results for clients.

Professional Experience

• Educational certification in sales, marketing, media, or related field.
• 2+ years of media sales or related experience.
• Deep understanding of digital media platforms as tools for self-marketing and client marketing.
• Familiarity with Marketron REV Media Sales proposal system and Wide Orbit Traffic system.
• Confident user of Microsoft Office, particularly Excel and PowerPoint.
• Strong negotiation, consultative sales, and problem-solving skills with ability to find creative solutions.
• Excellent communication, interpersonal, presentation, organizational, and analytical skills.
• Self-motivated to learn, work under pressure, manage priorities, and meet deadlines.
• Experience in broadcast media and multilingual abilities, particularly Spanish and Italian, would be a distinct advantage.

Sitting at the intersection of inside sales and digital advertising, the Advertising Sales Representative leads full-cycle revenue growth by managing outbound prospecting, closing high-volume deals, and supporting clients with eCommerce tools across an assigned territory or product line. Operating across print, digital, and mobile advertising platforms and collaborating with internal teams, this representative articulates value propositions, develops qualified leads, and delivers against monthly, quarterly, and annual revenue targets.

Job Functions

• Drive revenue growth through the full sales cycle from new business prospecting to closing high-volume sales deals.
• Identify new prospects to generate new business revenue and grow existing customer accounts within assigned territory or product.
• Contact prospects and accounts via telephone to persuade them to buy products or services and assist with the eCommerce tool.
• Engage decision makers in product or service conversations, obtain and record information about potential customers, and induce sales or set appointments.
• Provide solutions, recommendations, and upsell products using superior product knowledge; meet and exceed assigned revenue goals and targets.
• Articulate value propositions and the full portfolio of offerings through inside sales channels.
• Participate in special projects and perform other duties as assigned.

Minimum Qualifications

• Bachelor's degree in Business preferred.
• 1+ year of advertising or media inside sales experience required; demonstrated success in meeting revenue goals.
• Industry and market knowledge a plus; print, digital, and mobile platform knowledge preferred.
• Talented lead generation specialist with a proven track record of developing qualified leads through outbound calling.
• Working knowledge of CRM and Microsoft Office products; ability to maintain and manage a territory base.
• Excellent analytical, written, oral, communication, and presentation skills.
• Strong customer service, problem-solving, time management, and financial business acumen skills.
• Motivated, persuasive, and consultative with ability to work independently and in a team environment.