STEVE NAKUTIN

***** *** ***** ***** ***** Clarita, CA 91350

661-***-**** acf64q@r.postjobfree.com

SALES & SALES M ANAGEMENT

Sales Strategy Contract Development Sales Team Leadership Relationship Management

Over twenty years of success formulating and executing sales strategies with client businesses including Fortune-

ranked industry leaders and hundreds of small and medium enterprises (SMEs.) Gained recognition as one of the

top sales professionals in Southern California in the rapidly evolving newspaper/digital media marketplace.

Consistently outperformed competitors with a customer-centric, creative, and collaborative approach to selling.

Trained and led highly effective regional sales and administrative support teams that thrived on teamwork.

Secured record levels of new business year after year. Succeeded by developing relationships first – and then

building business. Ensured that all business commitments were always honored.

PROFESSIONAL PROFILE

Built competitive distinction with professionalism and follow through

Market & Client Research

Planned and launched a variety of first-of-their-kind marketing campaigns

Budget Administration

Established best practices for account management and field sales calls

Program & Project Management

Developed presentations and proposals critical to sales team success

• Drafting Proposals & Contracts

Converted proposals into contracts worth millions of dollars

• Pricing & Negotiations

Trained and coached sales associates in the offi ce and in the field

• Sales Training & Development

Adept utilizing the Internet and social media to drive sales performance

Front Line Sales Leadership

Penchant for addressing and resolving client challenges on the fly

CAREER SYNOPSIS

BUSINESS DEVELOPMENT EXECUTIVE April 2014 - Present

The Independent Santa Barbara, CA

Recruited by former senior colleague to usher in changes, diversify and expand customer base (for print and digital

advertising), and ratchet-up new business development for leading metropolitan weekly newspaper.

Devised and implemented new strategies … added a more collaborative quality to client relationships …

presented new options to clients … and elevated revenues across the existing business portfolio by 50%.

Assessed existing market penetration and identified undeveloped and/or under -served market segments …

took the initiative to establish new business relationships … and secured several new key accounts.

Increased sales linked to Special Editions/Sections. Expanded the mix of strategic advertising plans …

collaborated on the creative direction of ad campaigns … and met targeted sales performance objectives.

Converted several reluctant advertisers into anchor clients … presented a fresh variety of options for

content, placement, and timing … and negotiated new terms to help them reach their business goals.

2009 – April 2014

ADVERTISING DIRECTOR

Los Angeles Downtown News Los Angeles, CA

Hired to develop and lead sales and administrative support teams of a well established 40 -year old weekly

community newspaper with state-of-the-times digital access, weekly webcasts, and a series of annual magazines.

Held complete responsibility for setting sales strategy … helped the organization stay up with - and

occasionally get ahead of changes in the way people receive and review the news and advertisements.

Made mandatory ongoing training a part of the busine ss culture … established operational goals that could

only be met utilizing cross-functional teamwork … raised accountability … and provided the managerial

support in the office and in the field to met aggressive business performance metrics.

Reorganized the sales department … developed new products and services (in-house and with vendors) …

prepared creative presentation materials … and met all quarter-to-quarter and annual sales goals.

RETAIL ADVERTISING DIRECTOR 2008 -2009

L.A. Daily News W oodland Hills, CA

Responsible for 2 department managers, 24 account executives, and 5 administrative assistants with

the second largest daily newspaper/24-7 media news source in Los Angeles.

o W orked through a restructuring that consolidated my responsibilities into my bos s’s

Palm Springs Desert Sun Palm Springs, CA

As Advertising Sales Manager, managed 15 account executives and 4 administrative assistants

o Increased business volume and profitability on major and national accounts … and secured

long term contracts in major industries such as automotive, retail, and real estate

2006 – 2008

ADVERTISING DIRECTOR

Santa Barbara News-Press Santa Barbara, CA

Responsible for fiscal and strategic planning and implementation of all advertising sales programs for a daily

newspaper, website, weekly community journal, a bi -monthly Hispanic publication, as well as a monthly magazine

called Ocean Adventure.

Managed staff of 48 including inside and field sales professionals, administrative assistants, and a

computer graphics crew. Established a department-wide commitment to ongoing training.

Developed and implemented a variety of sales initiatives and special projects … added new revenue

streams … increased top line revenues by 40% … and trimmed operating costs simultaneously.

Gained approval of top management to alter the compensation plan … established a new level of

accountability … and elevated the productivity of everyone on the sales team.

Developed new credit policies that eliminated over $150,000 per year in write -offs.

Negotiated many of the company’s largest contracts with clients in a wide range of industries.

2004 – 2005

ADVERTISING DIRECTOR

Los Angeles Times Los Angeles, CA

Hired to plan and direct sales programs for three well established community newspapers: The Glendale News-

Press, Burbank Leader, and the Foothill Leader.

Managed sales and sales support departments … analyzed and reset advertising rate structures … added

incentives to compensation plans … integrated operations … and increased sales 30%.

1993 – 2004

ADVERTISING DIRECTOR

The Signal Newspaper Valencia, CA

Climbed rapidly through the ranks from Account Executive to Advertising Manager to the most senior position in the

department – Advertising Director.

In addition to full responsibility for sales, provided managerial oversight for advertising, marketing,

budgeting/ cost controls, and scheduling (for print and digital content.)

W orked closely with senior management and heads of various departments to streamline operations,

reduce costs, and increase profitability. Gained valuable experience working with clients in a variety of

industries … and personally set a number of sales records.

Established a new standard for account management and customer service that featured frequent client

collaboration and frequent /status reports in-house.

Instigated and provided leadership with a newly developed series of sales and administrative staff training

sessions … and helped to establish management supported goals planning .

Earned recognition over several consecutive years for top sales production.

As Account Executive, increased sales in the automotive category to over $1 million, for the first time.

EDUCATION

Undergraduate studies in Marketing and Business Management at San Diego State University

Resume: Steve Nakutin 661-***-**** page 2

acf64q@r.postjobfree.com

Contact this candidate