Michael Irby ***** Yorba Linda Blvd #*** Yorba Linda CA 92886

v8ciga@r.postjobfree.com • Home 714-***-****

Regional Sales Manager

Career Summary

Motivated and solutions oriented sales professional with a wealth of inside/outside sales and sales management experience. Utilized consultative selling techniques throughout complex and multiple-level sales processes. Consistently exceeded sales quotas/budgets, developed interactive business relationships with senior executives, created and implemented persuasive account strategies for a competitive marketplace, and effectively sold customized media campaigns. Assertive sales mind set. Created and or managed successful sales teams. Extensive B2B sales experience. Team player with strong interpersonal and communication skills. Self motivated.

Employment Objective

Obtain a Sales or Sales Management position that will enable me to bring a proven track record of success in sales, into an environment that will allow me to utilize my ambition for success, competitive nature to outperform and offers growth opportunities within a positive professional work organization.

Qualification Highlights

• Increased revenues 68 %( $1.4 mill) in the first year and increased average contract by 80% ($22,130) to deliver significant bottom-line impact by driving major restructuring and retraining efforts of inside/outside sales team. Honored with Sales Leadership award for newly created team.

• Bolstered total Local, Regional and National spot sales in Western Region by 125 %( $5.6mill) and achieved 85% increase in new account business ($3.8mill)

• Facilitated Western Region growth in the area of new account acquisition for sales category by 146% ($4.6mill) from local direct and agency contacts via the newly created ad agency media planning/buying sales training course and CNA cold calling practices.

• Honored with multiple recognitions as a result of outstanding sales performance, including 2 Adelphia Media Services Pegasus awards (TOP Regional/National Sales), 12 President’s Awards for top revenue production and 3 Sales Management Leadership Awards. All Documented.

Professional Experience

• Internet Sales

• Prospecting

• Outside Sales Skills

• Exceed targeted sales quotas

• Time Management

• New Business Development

• Social Networking Expertise

• Conceptual Sales Cycle

• Consultative Sales Approach

• Relationship Building Skills

• Solution Sales

• Networking

• Cold Calling

• B2B Sales

• Account Development Strategies

• Negotiation Skills

• Lead Prospecting/Generation

• Proposal Presentation Skills

• Sales Management

• Hunter

Employment Summary

Money Mailer – Garden Grove, CA 2011

Account Manager – Southern California Market

Develop new local client business thru various cold call techniques, including outbound telephone and in person sales approaches. Research strategic demographic/geographic information and incorporate into proposals for Money Mailer, Money Mailer interactive and Money Mailer mobile applications. Develop new accounts by sourcing competitive media. Strategize with agency planners/buyers to develop new direct mail media campaigns. Network/participate in various civic, B2B and social networking entities to develop a continuous pipeline of business. Create advertising copy and layout design. Manage accounts receivable for territory and customer base. Daily customer service tasks

United Yellow Pages-AMC Division 2009 to 2011

Director of Media Sales

Develop new regional/national client business for all United Yellow Page products (directory-web pages-electronic media) provided detailed P&L, budget and team call reports to SVP. Manage Inside sales function to include cold and warm leads for AE team (outside sales). Oversee inside sales team training.

Research strategic demographic information and incorporate into proposal. Developed new local United Yellow Page accounts by sourcing competitive media, cold calling local business owners and networking with ad agency planners and buyers for new creative media campaigns. Utilized various social networks to increase sales lead opportunities. Created multimedia packages. Various customer service objectives met. Sourced inactive accounts and renewed agreements. Hired, fired and trained sales team of 3 account executives and 1 assistant. Coached and mentored each account executive to follow specific sales approach. Team/individual sales goals. Extensive cold calling practices. Manage own account list/budget.

Time Warner Cable Media Sales, CA 2007 to 2009

Major Accounts Manager

Captured new regional accounts and grew client business using a multi-pronged sales approach that included cold calling to decision-makers of local and regional businesses and strategic relationships with agency accounts. Monitored performance by creating detailed weekly call reports and fine-tuned tactics to bolster effectiveness. Day to day customer service projects. Created compelling proposals based on comprehensive market research, including key demographic data. Uncovered new opportunities by sourcing referrals, keeping abreast of competitive media trends, outbound sales calls and proactive networking with industry contacts. Revived and re-negotiated contracts with dormant accounts. CPC, CPM, SEO, SEM, Banner, Video and Pre Roll Internet sales

Adelphia Media Services/Time Warner Media Sales, CA (Sold to Time Warner) 1989 to 2007

National Sales Manager

Recruited and hired by Regional VP and Area VP, remaining in role during and after TW Cable’s acquisition of Adelphia Media Services in 2006. Strengthened profitability by bolstering revenue streams and growing accounts nationwide thru various outbound telephone cold calling practices and outside sales presentations/opportunities. Secured revenue opportunities within the agency community. Kept abreast of competitive activity and market conditions. Developed structure/training for NAE sales team. Managed 5-12 account executives and 2 support personnel. Equipped NAE team with the right skills and qualifications to excel. Leveraged partnerships to grow inbound sales in local, regional and national sector. Researched market trends using Strata, Nielson, Scarborough, CMR, and Polk Data to develop proposals. CPC, CPM, SEO, SEM, Banner, Video and Pre Roll Internet sales with sister company AOL. Manage own account list/budget. Customer service objectives met on daily basis.

TECHNICAL SUMMARY: Advanced skills with Strata, CMR, Nielsen, Scarborough, Polk, Marketron, Tapscan, ACT, Microsoft Excel, PowerPoint, Outlook & Word, TIM, Novar, View 32, Rentrak and Salesforce

EDUCATION: AA Communications, Fullerton College, Fullerton CA

MILITARY: US Army (Military Police) Honorable Discharge

VOLUNTEER WORK: Red Cross, Boys & Girls Club, Meals on Wheels, Brea Youth Sports, Veterans Outreach

Contact this candidate