Articles and Content Contributed to Forbes.com
Guest Hosting Appearances on the Marketing Madmen
(Over 12,000 Downloads to Date)
(Over 12,000 Downloads to Date)
|
Profile: Strategic Sales Management Executive
A Sales Management Executive with more than 15 years of experience and a consistent track record of exceeding goals in sales and market share increase. Career marked by executive sales leadership at such companies as The Atlata Braves Radio Network, Live Nation, and Clear Channel Adept in sales force management, as well as in direct selling and launching effective marketing strategies. Diverse sales background across different industries. Skills & Capabilities include:
|
LinkedIN Video Blogs (Over 10,000 Views to Date)
Key Highlights:
Core Skills include: Sales Team Leadership · Sales Force Hiring, Training & Development · Negotiations · Sales Analytics Client Service · Relationship Building & Development · Digital Asset Sales & Management
Professional Experience
Live Nation Entertainment, Inc., Washington, DC – Director of Media & Sponsorship Sales (4/2013-6/2014)
Charged with marketing sponsorships to large national, regional, and local businesses for 3 venues. Gained business from Citibank, Starwood Accounts, Anheuser Bush, State Farm, Andretti Auto Sports, Heineken, Cricket Wireless, Jiffy Lube, and Pepsi. Supervised a Sponsorship Coordinator with indirect oversight of a team of 6 regional Sponsorship Coordinators. Managed venue sponsorship revenue of over $1M, and local digital business of $100K. Collaborated with Directors from each department to ensure sponsorship activities enhanced the consumer experience. Reported directly to the Senior VP of Live Nation Media and Sales in New York.
Clear Channel Media and Entertainment, Inc., Washington, DC – Senior Account Executive (11/2009-4/2013)
Accountable for marketing services and obtaining new business from clients such as Miller-Coors, Anheuser Bush, Orkin, and Frito Lay. Develop digital business including I-Heart Radio Streaming.
Riviera Broadcast Group, LLC, Las Vegas, NV – Account Executive (12/2006-10/2009)
Sold advertising directly to clients and to advertising agencies to obtain new business while managing and developing business from current clients. Instituted new Media Department to supplement radio marketing programs, and trained new Account Executives in integrated platforms and selling best practices. Achieved threshold numbers across total business, new business, and digital revenue metrics.
Sold advertising directly to clients and to advertising agencies to obtain new business while managing and developing business from current clients. Instituted new Media Department to supplement radio marketing programs, and trained new Account Executives in integrated platforms and selling best practices. Achieved threshold numbers across total business, new business, and digital revenue metrics.
DivX Corporation, Inc., San Diego, CA – Internet Marketing Assistant (3/2005-6/2006)
Gained digital experience and coordinated internet advertising pay-per-click marketing campaigns in the U.S. France, Germany, Japan, and Brazil. Analyzed FireClick and Google Analytics to determine CTR, ROI, and overall campaign visibility. Hired after 3 week internship.
Education
B.S. Finance, University of Maryland
- Boosted local sponsorship revenue by 181% in 1 year from $86K prior to 2013 to $242K for 2014-2015. Live Nation
- Surpassed new business goal by 45% each quarter for 5 years. Clear Channel Radio
- Achieved $400K account revenue expansion in 2008, and 206% growth in 2007 from $75K to $230K. Riviera Broadcast Group
Core Skills include: Sales Team Leadership · Sales Force Hiring, Training & Development · Negotiations · Sales Analytics Client Service · Relationship Building & Development · Digital Asset Sales & Management
Professional Experience
Live Nation Entertainment, Inc., Washington, DC – Director of Media & Sponsorship Sales (4/2013-6/2014)
Charged with marketing sponsorships to large national, regional, and local businesses for 3 venues. Gained business from Citibank, Starwood Accounts, Anheuser Bush, State Farm, Andretti Auto Sports, Heineken, Cricket Wireless, Jiffy Lube, and Pepsi. Supervised a Sponsorship Coordinator with indirect oversight of a team of 6 regional Sponsorship Coordinators. Managed venue sponsorship revenue of over $1M, and local digital business of $100K. Collaborated with Directors from each department to ensure sponsorship activities enhanced the consumer experience. Reported directly to the Senior VP of Live Nation Media and Sales in New York.
- Achieved 66% of 2014 goal delivering $400K in new business within 6 months against target of $600K for the full year of 2014; new business revenue in 2012 was $90K.
- Increased overall contribution margin by 3% through reduction in expenses of more than $35K.
- Raised efficiency across several departments by implementing CRM systems for prospect tracking, client service, and follow-up communication.
- Hired, trained, and refocused Sponsorship Coordinator role from execution of check-list to client service.
- Improved interdepartmental rapport and communication that raised operational efficiency contributing to bottom line.
- Created new proposal templates for uniformity across all venues and sponsorship assets.
Clear Channel Media and Entertainment, Inc., Washington, DC – Senior Account Executive (11/2009-4/2013)
Accountable for marketing services and obtaining new business from clients such as Miller-Coors, Anheuser Bush, Orkin, and Frito Lay. Develop digital business including I-Heart Radio Streaming.
- Achieved 106% of quota delivering $1.2M in overall billing against goal of $1.13M from 4/2012 to 3/2013.
- Exceeded new business quarterly goal by 45% delivering $174K against target of $120K every year.
- Ranked in top 5 out of 32 peers every quarter in new business, including $785K in digital revenue.
- Surpassed corporate derived thresholds of 15% above budget for 3 out of 4 years.
- Met Integrated Digital Marketing goals of 6% of total billing; achieved $78K on average every year on goal of $73K from 2012 through end of tenure.
- Created relationships on national, regional, and local levels with key agency clients and decision makers in the marketplace.
- Developed and maintained integrated marketing campaigns that combined on-air, online, mobile, and on-site elements.
Riviera Broadcast Group, LLC, Las Vegas, NV – Account Executive (12/2006-10/2009)
Sold advertising directly to clients and to advertising agencies to obtain new business while managing and developing business from current clients. Instituted new Media Department to supplement radio marketing programs, and trained new Account Executives in integrated platforms and selling best practices. Achieved threshold numbers across total business, new business, and digital revenue metrics.
- Attained 73% higher revenue in 2008 reaching $400K above 2007 revenue of $230K that was a rise of 206% above $75K in prior years.
- Finished as Sales Person of the Quarter 7 consecutive times from 3/2008 to 9/2009 out of 14 peers.
Sold advertising directly to clients and to advertising agencies to obtain new business while managing and developing business from current clients. Instituted new Media Department to supplement radio marketing programs, and trained new Account Executives in integrated platforms and selling best practices. Achieved threshold numbers across total business, new business, and digital revenue metrics.
DivX Corporation, Inc., San Diego, CA – Internet Marketing Assistant (3/2005-6/2006)
Gained digital experience and coordinated internet advertising pay-per-click marketing campaigns in the U.S. France, Germany, Japan, and Brazil. Analyzed FireClick and Google Analytics to determine CTR, ROI, and overall campaign visibility. Hired after 3 week internship.
- Developed and launched an online affiliate program.
Education
B.S. Finance, University of Maryland