Sales Development Representative

TEGNA’s Sales Development Representative Academy is focused on individuals entering the media sales field, including recent college graduates and professionals new to the industry, providing training and development for new sales talent.

This 12-month in-person program, located in Dallas, Texas, offers comprehensive training and development for the position of Sales Development Representative (SDR).  The participants of the SDR Academy will acquire the marketing and sales expertise necessary to qualify and drive impactful business outcomes for businesses and brands in the markets we serve. The overall goal of the role is to facilitate and generate sales for TEGNA.

The SDR responsibilities include:

• Generate consistent weekly stream of new qualified prospects at the beginning stage of the sales pipeline.
• Acquire mastery of prospecting and connecting with new customers.
• Initiate the initial connection with potential/cold customers to help elevate sales pipeline.
• Proactively execute outbound connections via phone, email, social, etc. to cold/warm prospects with the goal of setting up in-person, zoom or phone call meetings to help accelerate the sales process.
• Build qualified target prospects lists by category.
• Develop category and media insights to connect with cold/warm prospects.
• Partner with the TEGNA Account Executives to identify the potential needs and desired business outcomes of the prospect in the Discover (Clients Needs Analysis) Meeting.
• Connect the TEGNA Account Executive with the prospect once the prospect agrees to a meeting.
• Follow-up with customers who have shown interest but haven’t made any purchases yet and expand TEGNA’s customer base.
• Help bring value and accelerate the full sales process in all stages by partnering with the TEGNA account executives.

Goals:

1. Drive an Increase in Business Development Revenue and Account Acquisition for TEGNA.  
2. Feed Sales Enablement Business Development Insights to TEGNA.
3. Cultivate a Robust Business Development Pipeline.  
4. Increase Multi-Market Opportunities.
5. Pilot Potential & New Tech Sales Tools.