ADVERTISING SALES EXECUTIVE
Value Based / Solution / Consultative Selling „X Strategic Planning „X Staff Development
Customer Relationship Management „X Acquisition and Integration „X P&L and Budget Management
Innovative „X Negotiation „X Creating Strategic Vision
An experienced and results-driven sales executive offering over 20 years of experience and success in developing and implementing innovative sales strategies and client solutions. Award winning leader with demonstrated ability to build, train, motivate, and lead high performance teams. Adept at P&L and budget management, strategic planning, communication and negotiation. Expert at leading turnaround efforts and managing acquisitions and integration of personnel and processes. Consistently delivers increased revenue, customer base, and market share.
Selected Career Highlights:
„R Drove underperforming region to one of top three regions nationally, increasing sales by 51% „R
„R Increased revenue from $5.4 million to $21.1 million, and per subscriber revenue from $13.95 to $26.10 „R
„R Established a cohesive multi-platform selling strategy in the St. Louis market utilizing linear, Video On Demand and internet solutions „R
PROFESSIONAL EXPERIENCE
CHARTER MEDIA „R St. Louis, MO
Advertising sales division of Charter Communications, 3rd largest US cable operator.
Vice President Sales and Operations ˇV Midwest KMA (2006 ˇV present)
Quickly established an organization that was focused on alignment, accountability and acceleration by hiring the right people, removing barriers, and developing all talent. The mission of Charter Media in Missouri/Illinois, ˇ§to be the leading provider of targeted advertising solutionsˇ¨ was developed by the leadership team and together with the core values served as our operating compass.
„« Met revenue and exceeded cash flow goal in 2007.
„« Successfully relaunched previously failed Advanced Media initiative by hiring new Advanced Media GM and appropriate level of staffing to support new objectives.
„« Uncovered the need and initiated the addition of a new local sales team. Supported the strategy by:
o Adding three geo-targeted zones
o Adding six additional networks for local insertion
„« Instituted a comprehensive year-long leadership training program for all supervisor and above positions in the Midwest KMA.
„« Initiated a political revenue strategy that required the collaboration of Political Manager, staff and consultants to increase revenue share from 9% in previous two election cycles to an estimated 15% share of revenue in current cycle; the Midwest KMA will exceed political budget in 2008.
COMCAST SPOTLIGHT „R Bethesda, MD
$Billion advertising sales division of Comcast Cable, largest US cable operator with over 23,000,000 subscribers.
Area Vice President/Director of Local Sales (2000-2005)
Effectively targeted and sold innovative advertising solutions primarily to small and middle market customers in the Washington Metropolitan area; the 8th ranked television market in the U.S. Used a consultative approach to determine which cable networks and geographies would be most effective in reaching each clientˇ¦s target audience. Implemented innovative value-based solutions to grow the customer base and market share. Performed forecasting, budgeting, strategic planning and reporting activities. Recruited, developed, planned and executed training for sales personnel.
„« Increased automotive spending 22% in 2004 through value-add options and furniture spending from $450,000 to $1.6 Million through innovative targeted marketing techniques.
„« Drove local advertising revenue from $5.4 million to $21.1 million and per subscriber revenue from $13.95 to $26.1, an 88% increase.
„« Acquired a $1 million contract with Washington area auto dealer through Value-add Selling Strategy.
„« Received Comcast ˇ§Double Pinnacle" Award for Number One Region in revenue and cash flow growth.
Challenges: Integrate existing and newly acquired companiesˇ¦ sales teams into one cohesive and effective team with common tools, goals, and processes.
„« Coordinated with sales managers, technical managers and operations to create and execute a comprehensive 12-month plan which successfully integrated 26 Account Executives and managers plus support staff from multiple acquisitions representing almost 500,000 additional subscriber homes.
„« Instrumental in developing an account prospect data base, consistent demand-driven rate card, and a new training program ˇ§Getting Your ShareˇK the Fundamentals of Sales Success.ˇ¨
„« Led an effort to create Account Executive standards under a customer-centric selling model.
COMCAST CABLE „R Fullerton, CA
Area Vice President of Advertising Sales (1998-2000) „R Area Director of Advertising Sales (1997 -1998) „R Area Advertising Sales Manager (1993 -1997)
Earned advancement to increasingly responsible executive leadership positions through innovative sales strategies which increased customer base, market share and advertising revenue. Performed forecasting, budgeting and strategic planning for sales and operations.
„« Drove to an average annual advertising revenue growth of 20%.
„« Received Comcast All Star Manager Award and Comcast ˇ§Pinnacle Awardˇ¨ for superior performance and overachieved financial goals.
Challenges: Build and expand the currently underperforming advertising sales team in southern and central California to maximize advertising revenue. Later, maintain team focus and high performance during discussions of an industry territory swap.
„« Analyzed effectiveness of existing personnel and hired new sales personnel and additional support personnel to promote an effective CRM process.
„« Led all regions by being the first to launch an automated CRM program and Direct Order Entry software program for sales personnel for television spots. Also implemented a standardized sales process and area manager process.
„« Instituted an incentive to achieve $650,000 over cash flow budget through revenue increase and expense reductions which was exceeded by $250,000.
Advertising Sales Manager „R Dover, DE (1987 ˇV 1993)
Earned promotion to Advertising Sales Manager through successful department start-up and through consistently attaining or exceeding all budgets.
Challenges: Launch the first Advertising Sales Department in a new location thus increasing advertising revenue for the company.
„« Recruited, hired, and trained sales personnel, back office personnel and production personnel. Designed and implemented a compensation plan tied to increase sales revenue and quantitative performance measures.
„« Forecast, budgeted and planned expense and revenue. Achieved $1 Million in revenue in 1992, $100,000 over budget and drove revenue per subscriber to more than $22.
PROFESSIONAL DEVELOPMENT
Bachelor of Science in Business Management: WILMINGTON COLLEGE ˇV Wilmington, DE
Professional Training:
Strategic Selling ˇV Miller Heiman
Winninger Leadership Training
Leader as Coach ˇV Blue Point Leadership
COMMUNITY INVOLVEMENT
Heat Up St. Louis ˇV Board Member
ALS St. Louis Regional Chapter ˇV Board Member |
