Manager Sales
Resume:
**** ******* ******* ****** ******* Home: 434-***-****
Charlottesville, VA 22911 ****@*******.*** Mobile: 434-***-****
MANAGEMENT ? MARKETING
Management - Manage the operational and fiscal activities of the
organization to include: staffing levels, budgets, and financial goals.
Extensive experience in strategic planning and execution. Knowledge of
contracting, negotiating, and change management. Establish and implement
short- and long-range goals, objectives, policies, and operating
procedures. Proficient in personnel selection, training, and development.
Marketing - Provide leadership and coordination of company marketing
functions and implement strategic vision. Experienced in planning marketing
initiatives, advertising campaigns, and successful public relations
efforts. Develop and execute market feasibility studies and integrate them
into corporate structure. Monitor and analyze forecasted sales and
marketing activity against results.
QUALIFICATIONS & AREAS OF EXPERTISE
? Plan and develop systems and procedures to improve the operating
quality and efficiency of the company.
? Analyze and document business processes and problems. Develop
solutions to enhance efficiencies.
? Coordinate and implement solutions from process analysis and general
department projects.
? Direct staff in the development, analysis, and preparation of
reports.
? Supervise staff in accordance with company policies and procedures.
? Direct and oversee company marketing function to identify/develop new
customers for products & services.
? Research and develop strategies and plans which identify marketing
opportunities, direct marketing, and new project development.
Participate in the development of new project proposals.
? Develop and coordinate sales selling cycle/methodology - analyze and
evaluate effectiveness and results.
? Develop and manage sales and marketing budgets, in addition to other
internal operating budgets.
? Plan and coordinate public affairs and communications to include
public relations and community outreach.
? Manage major and critical developing client accounts - coordinate the
management of all other accounts.
CAREER SYNOPSIS
2007 - 4/23/2010 MONTICELLO MEDIA LLC, Charlottesville, VA
Vice President / General Manager
2005 - 2007 SAGA COMMUNICATIONS OF CHARLOTTESVILLE, LLC, Charlottesville,
VA
Vice President / General Manager
1998 - 2005 NEXTMEDIA GROUP, Joliet/Aurora, IL
Vice President / General Manager
1988 - 1997 REGIONAL RADIO CORPORATION, Lansing, MI
President / COO ... promoted from ... V.P. & General Manager
1987 - 1988 AMERICAN COMMUNICATIONS, Greenville, SC
Sales Manager / Station Manager
1985 - 1987 BLAIR BROADCASTING, Indianapolis, IN
Account Executive
1982 - 1985 GREAT TRAILS BROADCASTING, Louisville, KY
General Sales Manager ... promoted from ... Account Executive
1980 - 1982 BAHAKEL BROADCASTING, Bowling Green, KY
General Manager / General Sales Manager
1977 - 1980 COMMUNITY SERVICE BROADCASTING, Jackson, TN & Wheeling, WV
Sales Manager / Account Executive
EDUCATION / CERTIFICATION
INDIANA STATE UNIVERSITY, Terre Haute, IN
B.S. Degree in Communications - Minor: Marketing - Graduated Cum Laude
CRMC (CERTIFIED RADIO MARKETING CONSULTANT)
DENNIS MOCKLER Page Two
EMPLOYMENT AMPLIFICATION
2007- 4/23/2010 MONTICELLO MEDIA OF CHARLOTTESVILLE, LLC, Charlottesville,
VA
Vice President / General Manager
Hired to run a start-up company formed to purchase a cluster of six
struggling radio stations.
? Launched two new radio stations, made improvements to the four
others. Outperformed market and industry.
? Re-staffed operations and re-branded operation in the marketplace.
2005 - 2007 SAGA COMMUNICATIONS OF CHARLOTTESVILLE, LLC, Charlottesville,
VA
Vice President / General Manager
Started with three radio stations and built two more. Negotiated
flagship radio station rights and built infrastructure for the
University of Virginia Sports Radio Network. Managed all operations and
oversaw marketing/advertising of the stations.
? Increased net cash revenue by 3.3% (2006 vs. 2005), compared to
Saga's corporate 1.5% increase.
? Secured approximately 56% of total market radio revenue.
1998 - 2005 NEXTMEDIA GROUP (previously PRIDE COMMUNICATIONS),
Joliet/Aurora, IL
Vice President / General Manager
Initially hired by Pride Communications and was retained after purchase
by NextMedia in 2000. In charge of daily operations, managing staff,
P&L, FCC compliance, and marketing/advertising for two facilities.
? Oversaw the addition of radio stations, the launch of several new
formats, and build-out of new facility.
? Operation received Joliet Chamber of Commerce Small Business
Entrepreneur of the Year Award.
? Grew broadcast cash flow from negative in 1998 to over $3 million in
2004.
? One of Radio Ink magazine's ten national finalists as a Radio Wayne
Award Market Manager of the Year in 2004.
? Negotiated rights and oversaw operation of NASCAR and Indy Racing
League coverage at the Chicagoland Speedway. Helped create annual
Joliet Race Fest in conjunction with NASCAR race.
1988 - 1997 REGIONAL RADIO CORPORATION, Lansing, MI
President / COO ... promoted from ... V.P. & General Manager
Started with $650,000 in sales, one station, and 30 employees. Managed
and grew company to a four-station group with 100+ employees and sales
of $6.2 million in two markets. Responsible for P&L, FCC compliance,
marketing/advertising, securing loans for growth, various legal issues,
etc.
? Evaluated and negotiated purchase of three radio stations in addition
to managing Lansing properties.
? Oversaw build-out of facility in Lansing in 1992 and the expansion of
that facility in 1994.
? Negotiated the sale of Regional Radio Corporation in 1996-97.
? Turned around a one-station operation losing money into a company
with $2 million annual cash flow.
1987 - 1988 AMERICAN COMMUNICATIONS, Greenville, SC
Sales Manager / Station Manager (WLWZ-FM; WELP-AM)
Hired, trained, and managed sales staff, including new Sales Manager in
1988. In charge of station promotion, marketing and advertising, with
additional programming and management responsibilities.
? Developed and implemented station format change and marketing
campaign that resulted in WLWZ moving from #14 to #4 in one rating
book, accompanied by corresponding sales increase.
COMMUNITY LEADERSHIP
CHARLOTTESVILLE REGIONAL CHAMBER OF COMMERCE
Board of Directors - Chairman Economic & Government Affairs Committee
THOMAS JEFFERSON AREA - UNITED WAY - Board of Directors
VIRGINIA ASSOCIATION OF BROADCASTERS - Board of Directors
JOLIET REGION CHAMBER OF COMMERCE & INDUSTRY
Chamber Board: Chairman - Vice Chairman - Vice Chair of Community
Development. Joliet Expo Committee - BizNet (Business Expo Inaugural
Committee Member) - Joliet City Campaign Steering Committee - Great City
Committee Chair - Community Leadership School Session Moderator -
Membership Drive Co-Chair
WILL COUNTY CENTER FOR ECONOMIC DEVELOPMENT
Board Member - Joliet Image Task Force
JOLIET PARK DISTRICT FOUNDATION BOARD
PROVENA SAINT JOSEPH MEDICAL CENTER FOUNDATION BOARD
UNITED METHODIST CHURCH OF NEW LENOX / ALDERSGATE UNITED METHODIST
CHURCH
Bible Study Leader - Master Plan Task Force Chair - Capital Campaign Co-
Chair - Certified Lay Speaker
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