A media sales rep is the person who represents an individual media vehicle or a family of vehicles. Sales reps are employed by the TV and radio networks and local stations, newspapers, magazines, outdoor providers and Internet content providers, as well as numerous alternative media venues. Some media also use the sales services of rep firms who represent large groups of media families.
The sales rep is responsible for customizing packages to meet the needs of the clients they serve. They work directly with media buyers in this high-energy negotiation process. As with buying, negotiation, interpersonal communication, and evaluation skills, as well as extreme multi-tasking abilities are all critical to success in this role.
Nancy is a Texas Media Ex who is a sales rep for a national U.S.-based magazine. She manages clients for the Southwest region and spends much of her time traveling around the region to meet with potential buyers. She also represents ad space and partnership opportunities on the website of her magazine.
Nancy works directly with promotional managers at the magazine to put together proposals for her clients that capitalize on their added-value media needs, including support for special events that her clients host. She must stay well informed of special sections and other editorial content of her magazine and site so that she can help her clients' messages work most effectively.