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Sales Manager

Location:
Rye, NY, 10580
Posted:
December 29, 2010

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Resume:

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



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