Vice President National Sales at ADFLOW Networks
February 2012 - February 2013
ADFLOW Health Networks "Personal Health Centers" provided fully digital and video interactive platforms which offer marketers the ability to influence customer behavior and purchasing decisions at the point of purchase inside Walmart and Kroger Pharmacy Departments. My responsibilities within this start-up company include:
o Generating new advertising revenue from CPG, OTC and Rx clients with digital interactive banner ads, couponing, co-pay card printing, video displays and merchandising sidekick marketing touch points.
o Manage the Frontline Marketing (our sales rep firm) relationship - Coordinated efforts from their team of 8 sellers to Identify, develop and drive sales.
o Develop sales presentation materials and go-to-market advertising sales strategy.
o Represent ADFLOW Health Networks at industry trade shows: NACDS Marketplace and Pharmacy Technology Expo, Shopper Marketing Summit, DTC, etc.
SVP Sales Southern Region at Premier Retail Networks
September 2010 - January 2012
PRN, a leader in digital place-based media, manages the content and advertisng on TV networks located in the nations top US retailers. Assigned to build a territory with no previous billing history. Initial new sales success with clients that include; Coca-Cola, Philips, Transitions Optical, Georgia Pacific, Chattem Drugs etc. As a selling manager, I have a full account list and manage a team of two VP of Sales.
Director National Sales - Southeast at Executive Media Network
January 2010 - September 2010
EMN offers advertising opportunities on the CNN Airport Network, HD Digital Signage, High Impact Posters, and Delta Airlines Wi-Fi Internet Landing page in 136 executive airport clubs. I am currently developing the southeast region where there previously was no representation. Starting end of January, already achieved 90% of 2010 budget.
Sales Manager at Turner Broadcasting Sales, Inc.
1997 - 2008
Managed a 4-person sales team focused on generating new and incremental revenue across all Time Warner properties utilizing the Turner Trade Group business model. Secured $50MM+ in ad dollars for Turner Broadcasting's cable & digital internet properties, Time Inc.Magazines and Time Warner Cable systems. Cultivated successful relationships with Sears, Audi, Kmart, Ace Hardware, SuperClubs, VW, Six Flags and others, to sell incremental advertising from Turner, utilizing their goods and/or services as partial payment.
Delivered Results:
o Generated $50M+ in both new and incremental ad dollars to Time Warner.
o Created new channel of ad revenue [gift card and retail categories]
o Significantly improved sales team results by implementing new CRM system.
o Cultivated largest auto account and first big box retailer for TTG/Turner Broadcasting.
o Led a dynamic sales team that exceeded budgets each year- by as much as 48%.
Sales & Marketing Executive at New World Sales & Marketing
1996 - 1997
Represented and sold spot television for the 12 New World FOX and NBC stations. Developed solid relationships with top agencies and clients within my territory of North Carolina, Georgia and Florida.
Delivered Results:
o Exceeded year-end 1996 sales goal by 23%.
o Won major sales contest within 3 months of employment.
Account Executive at CBS O & O
1993 - 1996
Represented and sold spot television in the seven-state Southeastern market for the 14 CBS/Westinghouse Owned Stations. During a management changeover, I was asked to run Atlanta office for a 6-month period - Responsible for market analyst, position strategy, account annual revenue projections by station/market, while maintaining full AE selling responsibilities.
Delivered Results:
o Exceeded all quotas by a minimum of 18% for each year during tenure.
o Increased each station's share of ad revenue business by a minimum of 15%.
o Led the selling efforts of the CBS "Spot-Plus" Program to enhance each station's advertising purchasing value.
Senior Account Executive - CNN at Turner Broadcasting
1985 - 1993
Cultivated new and existing ad revenue business in the Southern region for CNN, Headline News, Airport Network and CBTN. Excelled in developing more than 100 new accounts and exceeded sales goals every year by a minimum of 17%.
Delivered Results:
o Increased my sales by 900% from $1.5MM in 1985 to $14.1MM by 1993.
o Voted #3 top AE by Myers Reports' 10th Annual Survey of Advertising Executives.
o Received numerous awards for outstanding salesmanship.
o I was CNN's top selling AE.
AE at WXEX-TV
1980 - 1982
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