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Local Sales Manager Resume Example

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LOCAL SALES MANAGER
Professional Summary
Experienced sales manager with proven track record in TV and digital sales for major cable and broadcast companies. Focused on exceeding goals, growing market share, recruitment and talent development.
Skills

Revenue growth

Revenue analysis

New business development

Account list management

Account strategy

Needs analysis - internal/external

Digital

Recruitment / Training

In-field coaching

Talent development

Automotive

Key account relationships

Marketing strategy

Communication and presentations
Work History
12/2006 to Current
Local Sales Manager Spectrum Reach / Time Warner Media – Appleton, Wisconsin
  • 2016 - Assumed increased responsibility for team of eight Account Executives; delivered $6,523,000 total sales,+3% linear; generated $683,000 in new business from 77 new accounts; converted nine Targets in Q4 initiative.
  • 2015 - Delivered $3,243,000 in total sales, +6% for four-person team.
  • Recruited top talent to upgrade staff: Julie Tadych from Gannett, Chicago --AE of the Year 2015; Tori Grant-Welhouse, former broadcast GSM--2016 Gold Star Winner.
  • Fostered Account Executive Growth: Kathryn Searles - moved to Regional team in Q4 2013; grew business from $596,000 in 2014 to $836,000 in 2016.
  • Awarded Time Warner 2013 MVP designation, one of three selected from Central Region.
  • Recruited for new Regional LSM position; enhanced image and credibility in market as top broadcast performer moving to cable.
  • Planned and executed share-shifts from broadcast to increase overall market share to number three position in six-station market.
06/1991 to 12/2006
Fox Valley Sales Manager WBAY-TV – Green Bay, Wisconsin
  • Billed $2.5 to $3 million from full list of regional and local accounts while supervising and mentoring two AE's in satellite office. Billed $200,000 in new direct business in final year.
  • Trained by original author Jim Hopes and Center for Sales Strategy in "Customer Focused Selling" with Account List Management System (SAM) to grow revenue and rates while ratings declined.
  • Trained by Jim Doyle and Associates in "Upgrade Selling" with annual in-field sales calls and coaching.  Upsold Senzig's Furniture in Shawano to $10K per month with "Wisconsin's Furniture Giant" idea, still used today.
06/1989 to 06/1991
Account Executive WMC-TV – Memphis, TN
  •  Out-of-market hire from field of twenty-four candidates. 
  • Improved avail submissions to upsell agencies with packaging for share.
  • Sold first live remote to Bluff City Autoplex and developed Mr. Goodwrench co-op group using the station's sports anchor as spokesperson.
06/1987 to 06/1989
Local Sales Manager KOLN-TV – Lincoln, NE
  • Recruited by former sales manager to build new sales team.
  • Generated $300,000 in promotional revenue for "For the Family" news project by securing five $60,000 sponsors.
  • Closed $30,000 food drive sponsorship on first call from Con Agra corporate office.
08/1981 to 06/1987
Account Executive / Local Sales Manager WLUK-TV – Green Bay Wisconsin
First job in television. Promoted from AE to LSM.
Education
Bachelor of Arts: Secondary English Education, Speech Communication University of Illinois - Champaign-Urbana
Certifications
IAB Recertification - Valid through August 31, 2018
Other Training

PSS - Professional Sales Skills 

PSC - Professional Sales Coaching

Blue Point Leadership

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Resume Overview

Companies Worked For:

  • Spectrum Reach / Time Warner Media
  • WBAY-TV
  • WMC-TV
  • KOLN-TV
  • WLUK-TV

School Attended

  • University of Illinois

Job Titles Held:

  • Local Sales Manager
  • Fox Valley Sales Manager
  • Account Executive
  • Account Executive / Local Sales Manager

Degrees

  • Bachelor of Arts : Secondary English Education, Speech Communication

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