Highly-motivated Sales Professional who offers 14 years in sales leadership and 20 years B2B outside sales experience. Strategic thinker, proactive problem solver , self-motivated with expertise in consultative selling and closing deals.
I successfully integrated terrestrial radio advertising with online digital advertising to produce effective marketing campaigns for local businesses and agencies. I strive to exceed monthly sales budgets by developing market research, prospecting, cold calls, professional proposals, great account management and asking for the sale. As a radio sales account manager. I believe in establishing trust and building loyalty with decision-makers.
I work to initiate the sales process by continually prospecting, cold calling, scheduling appointments. I make an initial contact based on research into the account and asking solution driven questions. I build rapport and trust with potential new clients, explaining product and services thoroughly and overcoming objections. I create, prepare and execute effective marketing campaigns. I am consistently driving sales by facilitating the use of best practices in solutions based selling, not missing an up-sell opportunity to turn a secondary account into a key account.
I continually grow my selling skills by participating in training sessions, meetings, skill building and professional development classes.
My first responsibility was to meet and exceed local direct, agency, website and digital budgets. I achieved success as the Director of Sales by working diligently to mentor, recruit, hire and train a successful digitally focused sales team that consistently exceeded sales goals.
My team focused on selling traditional radio advertising and digital advertising which included internet radio, website advertisements/sponsorships and small business resources such as websites, search engine optimization, and social media management. My team was also responsible for selling live event sponsorships, booths and ticket sales.
I ensured the sales team was consistently driving sales by assessing and facilitating the use of best practices in solutions based selling, not missing an up-selling opportunity to turn a small advertiser into a key account.
As the General Sales Manager I was responsible for recruiting and developing new Account Executives. I consistently achieved monthly, quarterly and annual local revenue goals by creating an award winning sales team. I achieved measurable results for the stations in a downward economy.
I worked diligently to cultivate new business efforts by providing coaching and sales strategy for senior and mid-level sellers. I consistently provided strategic game plans and delivery of sales goals for each revenue category.
I was responsible for monitoring sales activity, pacing and budgets as well as inventory management.
During the span of 6 years I started as an Account Executive and quickly moved up into the role of Local Sales Manager/ Regional Accounts Manager within two years. I was responsible for weekly, monthly, and yearly goal setting for my team as well providing training and being a resource to my staff. In my final position with Clear Channel Radio I managed national, regional accounts and was the direct supervisor of 11 account executives.
Responsibilities included six radio station inventory, live event/concert sponsorship sales and towards the end digital inventory. During this time my team created growth and sales success and receiving numerous awards and recognition's.
I worked to build, maintain, and enhance sales processes, to increase the efficiency and effectiveness within the sales department. I designed and implemented sales related training curriculum to provide my team with the best resources to achieve their sales goals.
As a television Account Executive I was responsible for cold calling new business. I was a consistent closer and well known for my relationships with clients. I was also responsible for commercial script writing and TV production. I was awarded the “Most NEW Business Award” in the first 60 days as a new seller and was also recognized for my passion for winning and team-work. This position required me to have excellent
communication, presentation and negotiation skills to hit sales goals.
Responsible for assisting contractors in person and over the phone, entering orders in system, reviewing and pulling orders, and ensuring customers' needs are met in a professional and timely matter. Sold construction supplies , and offer add-on and up-sell products that may benefit the customer, and suggested new alternative products when a product is not available. Assisted and resolve customer requests and/or problems in a prompt and professional manner, Created and maintain solid, long-term relationships with contractors. I sold electrical components, fuses, circuit breakers, pipe, telecom/electrical wire, electrical fittings and lightbulbs/lamps.
Certificate of Achievement
The Center for Sales Strategy | January 2012
Talent Focused Management
Successfully Completed the Professional Development Workshop
•Talent Focused Management
•How Selling Courses
•Digital What and Why?
RAB-Radio Advertising Bureau | January 2010
•RMP Radio Marketing Professional
•CDMC Certified Digital Marketing Consultant
•CRSM Certified Radio Sales Management
•CRMCi Certified Radio and Integrated Marketing Consultant
Certification of Achievement
Clear Channel University | October 2003
Townsquare Media 2012
Digital Marketing Consultant
Radio: On Air, Online, On Target (Arbitron course)
Scheduling Concepts for Local/Direct Clients (ARB 102)
Introduction to TAPSCAN (TAP 100)
Composition Reports (TAP 101)
Arbitron 101 - basics for radio buying and selling (ARB 101)
Scheduling 101 - creating radio schedules that are effective and efficient (Arbitron course)
Arbitron Qualitative Data 101 (Arbitron course)
Online Advertising 101 (Arbitron course)
TV 101 - beginners guide to TV Data (Arbitron course)
Microsoft Office applications, Outlook, Excel, PowerPoint, Word, Publisher, Photo Shop, Nielson Audio, TAPSCAN , Maximizer , Marketron, Miller Kaplan X-Ray, RAB, CbC Cash By Creative, CRM-Efficio, LinkedIn, V-Creative Digital Production, Media Monitors, Facebook for prospecting
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