Strategic Account Manager

abc27 (WHTM-TV) is seeking a Strategic Account Manager to join our Sales team in Harrisburg, PA. This revenue-generating sales position plays a key role in developing new digital advertising business, expanding existing accounts, strengthening advertiser relationships, and delivering strategic marketing solutions that achieve measurable business results.

The Strategic Account Manager serves as the station's digital marketing services sales lead and digital advertising expert. Combining consultative selling, digital marketing expertise, and data-driven insights, this individual drives business development, client acquisition, revenue growth, and advertiser retention. Working collaboratively with Account Executives and other station departments, the Strategic Account Manager leads digital sales opportunities from prospecting and client discovery through solution development, sales presentations, campaign performance evaluation, renewal, and account expansion.

Essential Duties & Responsibilities

• Develop and execute consultative digital advertising sales strategies that generate new business, grow existing accounts, and meet or exceed individual and station digital revenue goals.
• Identify and pursue new business opportunities, account growth, renewals, upselling, and cross-selling to increase recurring digital advertising revenue.
• Serve as the station's subject matter expert on digital advertising products, audience targeting, campaign analytics, attribution, and emerging digital marketing technologies.
• Conduct market research, audience analysis, and account planning to identify prospective clients, evaluate business opportunities, and develop strategic advertising recommendations.
• Lead and participate in client discovery meetings, sales presentations, and business reviews to identify advertiser needs, present digital marketing solutions, and advance sales opportunities.
• Develop and present compelling proposals, audience recommendations, and integrated advertising solutions across digital and broadcast platforms, collaborating with Account Executives on shared client opportunities.
• Analyze advertising campaign performance, interpret key metrics, and translate results into actionable recommendations that improve client outcomes and support revenue growth.
• Lead strategic performance discussions with advertisers to demonstrate return on investment, address concerns, and identify opportunities for renewal and account expansion.
• Proactively identify campaign performance issues, client retention risks, and opportunities to improve advertising effectiveness, customer satisfaction, and long-term revenue.
• Establish, maintain, and grow meaningful relationships with advertisers and key decision-makers through consultative selling, strategic guidance, and recommendations that support long-term business partnerships.
• Work collaboratively with Sales, Research, Ad Operations, and Digital Services teams to ensure alignment between advertising strategies, campaign execution, and client expectations.
• Provide training, coaching, and ongoing guidance to Account Executives on digital advertising solutions, consultative selling techniques, and the effective use of research and performance data.
• Stay informed of industry trends, competitive developments, emerging technologies, and changes in digital advertising to identify new sales opportunities for the station and its advertisers.
• Contribute directly to station digital revenue growth, advertiser retention, sales conversion, account expansion, and achievement of established sales goals.
• Perform other duties as assigned.

Requirements & Skills

• Minimum of two years of experience in digital marketing, media sales, strategic account management, advertising strategy, consultative selling, or a related field, or equivalent education and work experience.
• Strong understanding of digital advertising solutions, audience targeting, campaign optimization, performance marketing, analytics, and attribution.
• Demonstrated ability to develop, present, and sell strategic marketing solutions that drive measurable business results.
• Proven ability to generate new business, develop existing accounts, and contribute to meeting or exceeding sales and revenue goals.
• Excellent verbal and written communication skills, with the ability to explain complex digital advertising concepts to clients and internal teams.
• Strong analytical and problem-solving skills, including the ability to interpret campaign performance data and develop actionable business recommendations.
• Proven ability to build and maintain positive client relationships, identify growth opportunities, and drive customer satisfaction and retention.
• Strong presentation and consultative selling skills, with the ability to communicate effectively with advertisers, high-level decision-makers, sales professionals, and station leadership.
• Experience working with customer relationship management (CRM) systems, digital analytics platforms, audience research tools, and performance reporting systems.
• Ability to manage multiple priorities, work independently, and collaborate effectively in a fast-paced, deadline-driven environment.
• Strong organizational skills and attention to detail, with a proactive approach to identifying opportunities and resolving challenges.
• Willingness to stay current with emerging digital advertising technologies, industry trends, and evolving marketing strategies.
• Previous experience in television, broadcast media, digital advertising, advertising agencies, or related media environments preferred.