PATRICIA O’CONNOR-COLE
Rye, New York 10580
Home: 914-***-**** **************@*****.*** Cell: 914-***-****
ADVERTISING, MARKETING & MEDIA SALES EXECUTIVE
A twenty four year record of success creating effective media solutions, developing impactful promotional and sponsorship opportunities,
generating revenue and securing repeat and referral business. An analytical problem solver with strong negotiation, organizational and
communication skills and a proven record of forging strong customer and client relationships. A goal oriented leader and team builder
with the capability to prioritize workloads to maximize output and manage numerous projects simultaneously.
PROFESSIONAL EXPERIENCE
KATZ NETWORK ADVANTAGE, New York, NY 1996 – 2009
VP / General Sales Manager (2005 – Nov 2009)
Supervised the 50 member Atlanta, Chicago, Los Angeles and New York Management, Sales and Support staff
Led the Sales Division in securing $325 million plus annually for the 3800+ represented Radio Station clients
Personally handled a $25 million plus Agency / Advertiser list comprised of numerous Fortune 500 companies such
as: 1-800-Flowers, CVS, Expedia, Hotels.com, Kohl’s, Miramax Films, MTV, Sprint, Starbuck’s and TJX
Managed and ensured that all operational expenses such as: personnel, travel, entertainment, membership fees and
subscriptions stayed within the allotted budget
Implemented strategies with Sales staff and Senior Management to meet and exceed office billing and share goals
Coordinated all sales related activity and developed new business target lists
Hired, trained, guided and motivated personnel
Initiated and implemented training programs for all offices and staff positions to improve the quality and retention of
employees
Established a team environment to maintain an orderly work flow
Served as an internal liaison for Management of other Katz divisions such as: Marketing, Promotions, Creative Solutions,
Research, CIS, Human Resources and other Sales divisions
Forged and maintained strong sustaining customer and client relationships
Serviced all Agency and Advertiser customer needs such as: rate negotiation, research, building and maintaining schedules,
accounting, commercial development and distribution, promotions, trade, direct response, personality endorsements and
remote appearances, sports and program sponsorships and event tie-in’s
Created and executed targeted and strategic advertising / marketing plans utilizing quantitative and qualitative data,
market research, conceptual knowledge and competitive information
Produced unique promotional and sponsorship opportunities to enhance the customer’s programs
Utilized tactical commercial placement such as: varying commercial lengths, fixed position, takeover hours / days and
alignment with station programming content to heighten brand awareness
Activated singular and compelling marketing solutions across on-air, on-line and on-site to increase customer’s ROI
Met and exceeded customer’s expectations, goals and deadlines to garner repeat and referral business
Prepared and reviewed share and billing analysis reports for Radio Station clients to monitor Network Advantage’s
performance and establish future goals
VP / New York Sales Manager (1999 – 2005)
Hired, trained and managed the 20 member New York Sales and Support staff
Led the New York Sales team in securing $100 million plus annually for the 2500+ represented Radio Station clients
Worked with New York Sales staff to devise strategies to meet and exceed office billing, share goals and objectives
Personally handled a $20 million plus Agency / Advertiser list comprised of numerous Fortune 500 companies such
as: Chrysler, CVS, Kaiser, Kohl’s, MCI, Time Warner Cable, TJX and Verizon
Serviced all Agency and Advertiser customer needs such as: schedule submission, rate and schedule negotiations, tactical
promotional, endorsement and sponsorship fulfillment, invoice reconciliation, trade and post buy analysis reports
Communicated and worked with Radio Station clients on an on-going basis to review performance and develop and
implement strategies to grow revenue and share
Established sustaining Agency and Advertiser customer and Radio Station client relationships
Account Executive (1996 – 1999)
Personally handled an annual $15 million plus Agency / Advertiser list comprised of numerous Fortune 500 companies such
as: DirecTV, Epson, New Line Cinema, Taco Bell, United Healthcare, USPS and VH1
Met and exceeded individual share and billing goals annually
Serviced all Agency and Advertiser customer needs
Created strategic and impactful sales presentations to garner desired share and billing goals
PATRICIA O’CONNOR-COLE **************@*****.*** Page Two
FOOTE, CONE AND BELDING, New York, NY 1992 – 1996
Spot Account Manager
Managed and coordinated all aspects of Pacific Bell’s $10 million annual radio activity
Executed spot and unwired network radio buys on behalf of all radio clients such as: A&P, Blockbuster Music,
Citibank, Farmer Jack, Payless Shoes, SC Johnson and Taco Bell
Negotiated rates, added value and merchandising components with Radio Sales Representatives
Developed promotional, sports and sponsorship opportunities
Created market overviews utilizing quantitative and qualitative research data
Prepared post-buy analysis reports to determine the overall effectiveness of the campaign
Presented to clients
Trained Assistants and Buyers
Market list included: Los Angeles, Chicago, San Francisco and Detroit
SCALI, MCCABE AND SLOVES, New York, NY 1988 – 1992
Radio Supervisor (1991 – 1992)
Led, coordinated and managed the Radio Broadcast department
Delegated work assignments
Ensured quality control and an orderly work flow
Oversaw all radio purchases and procedures
Evaluated and executed spot, unwired network and line network radio buys for clients such as: Courtyard by Marriott,
Nikon, Pella Windows, Purdue and Volvo
Negotiated rates, added value and merchandising components with Radio Sales Representatives
Prepared and delivered in depth presentations to clients
Generated promotional concepts
Trained Assistants and Buyers
Market list included: New York, Los Angeles, Chicago, San Francisco, Dallas and Boston
Senior Broadcast Buyer (1988 – 1991)
Negotiated, executed and monitored spot buys coinciding with client marketing goals and objectives
Prepared market overviews utilizing qualitative and quantitative research data
Developed innovative sponsorship and promotional recommendations
YOUNG AND RUBICAM, New York, NY 1987 – 1988
Radio Buyer
Analyzed all research information relevant to client buy requests
Negotiated and executed spot and unwired network radio buys for clients such as: Chevron, USPS and US Army
Coordinated merchandising and promotional opportunities
Trained Assistants
Market List included: Los Angeles, San Francisco, Seattle and Sacramento
SSC&B: LINTAS WORLDWIDE, New York, NY 1985 – 1987
Radio Coordinator
Assisted Radio Buyers and Supervisors
Created schedule plans for clients such as: Amstel Lite, Bennigan’s, Heineken and Steak and Ale
Placed and input orders and resolved discrepancies
Distributed commercial copy
Completed media training program
EDUCATION
B.A., Communication Arts,
Villanova University, Villanova, PA May 1985
COMPUTER SKILLS
Fluent user of Microsoft office all components
Strata View, Maximiser and Sales Pro