Sales Manager

NANCY G. LITIF

***** ******* **** ***** *********, FL 33569

(H)813-***-**** (M) 813-***-****

******@*****.***

SALES MANAGEMENT EXECUTIVE

Profit driven sales man agemen t executive offering an outstan ding record of results fueling

sales, igniting profitability, formulating effective strategies, and engineering dynamic growth.

Produced substa n tial gains in revenue performance, market share, client relationship

managemen t, and sales team leadership. Delivered unparalleled performance in both local

and national sales arenas.

Thorough understa n ding of broadcast and online sales in extraordinarily competitive

environmen ts with the ability to consisten tly increase business share beyond lowering

rates.

Highly skilled in negotiating win win outcomes, assu ring repeat business and strong client

loyalty.

Well versed in managing station inventory as well as all facets of the budgeting process.

Possess an innate talent for training, developing, and mentoring top performing sales staff.

Proven capacity for rapidly analyzing problem situations and devising /i m plemen ting viable

solutions.

Capacity for overcoming unpredictable and challenging obstacles in a chaotic, pressu rized

environmen t.

Proficiency with Marketron, Scarborough, Wide Orbit, BIAS, Enterprise, and Columbine

traffic systems.

PROFESSIONAL EXPERIENCE

SNN LOCAL NEWS 6, Sarasota, Florida 2010 present

GENERAL SALES MANAGER

Oversee local and national sales. Successfully expanded accoun ts and agency targets to

those who are buying the Tampa DMA versus limited concentration on Sarasota based

businesses. Oversee Traffic and tran sition to Wide Orbit software along with maximizing

inventory. Successful recruitmen t of top talent for both local and national sales efforts

resulting in pacing +45% ahead of last year's sales revenue with fewer personnel.

WFLA TV, Tampa, Florida 200 7 200 9

LOCAL SALES MANAGER

As one of three sales managers, oversaw largest local team of five accou nt managers

responsible for key agencies and accou nt s. By recruiting top talent and providing effective

negotiation insights along with strengthen ed client / s t a tion relationships, several key

accoun ts grew by double digit increases. Specific examples include garnering an increase

of $ 1.5 million dollars annually on a top automo ti ve dealer account’ while a major

s upermarket increased WFLA’s share by +40% which included NTR revenue the station

had previously been excluded from for over seven years. My team also enjoyed 100% share

of an annual agreemen t exceeding $800, 0 0 0 with a local auto dealer. Also, as Captain

overseeing the 2008 Olympic sales effort, WFLA surpassed 200 6 goals in total without

b enefit of virtually any political assistan ce. Laid off due to economy.

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Litif 813-***-**** ******@*****.***

WIS TV, Columbia, South Carolina 200 4 200 7

LOCAL SALES MANAGER

Substa n tial rate increases attained with consisten t share of business improvement. Media

audit noted WIS local sales with a +22% market share improveme n t in a market that

grew +4% . Aggressive budget goals were consisten tly achieved or exceeded, with multiple

sales records broken. Instrumen tal in overseeing one of the leading on air and on line

station models in the country. Enha nced broader negotiation and inventory managemen t

skills. Aggressive new business goals exceeded each year since impleme n tati on.

Systems of accou nt ability to market activity applied while maintaining high morale on team

of which several I recruited and trained to great success on behalf of station and all

individuals on the team. Accepted position at WFLA TV.

WGBA/WACY TV, Green Bay Appleton, Wisconsin 2001 200 3

GENERAL SALES MANAGER

Directed local, national and regional sales of dual properties to significant share and rate

increases. Exceeded aggressive annual budgets, establishing highest billing records

outside of a Presidential election year. Station shares increased by +33% without

benefit of market rating domina nce. Implemented rate structu res and increases to capitalize

on station strength s, maximize inventory and prevent prior oversell issues. Well versed in

budgeting process and keeping expenses to a minimu m. Recruited top talent for local and

national sales managemen t positions. Instru me n t al in overseeing local sales recruitmen t

and on going training, with emph asis on new business developmen t. Maintained high

visibility and accessibility to clients and agencies. Exceptional commu nication maintained

with all departme n t s within stations. Proactive in empowering sales force to develop

positive, creative and problem solving selling skills. Station sold to Journ al Broadcasting.

PAXSON COMMUNICATIONS, Dallas, Texas 1998 200 1

REGIONAL SALES MANAGER

Directed sales of television advertising to promote launch of the fledgling PAX TV network,

managing accou nt s for more than 100 stations nationwide, with 45% of locations ranked in

the top 50 ratings markets. Called upon and closed deals with major advertising agencies

within the Dallas and Houston areas. F irst sales representative nationwide to close

Toyota business.

KRIV TV, Houston, Texas 1990 199 8

FOX Network Owned and Operated

NATIONAL SALES MANAGER

Traveled extensively to meet with major clients in New York, Los Angeles, Chicago, Dallas

and elsewhere to grow station share and cultivate stronger station relationship s. Directed

$35MM in ann u al revenues, controlled pricing of weekly rate cards, and established

priorities with represent atives regarding which programs needed “pushing” on each piece of

business. Also assisted with creating and administering departme n t’s ann u al budget.

Consisten tly advanced business share, accurately forecaste inventory levels, and aggressively

promoted station to represent atives.

Directed represent atives in station promotion, packaging, and pricing and introduced

t echniques for gaining highest possible rating for specific programming.

Met or exceeded aggressive ann u al budgets year after year.

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LOCAL SALES MANAGER

Controlled $35MM in ann u al sales revenues, man aging a team of 9 accoun t executives and

sales support staff. Established new business development goals; monitored station

inventory to avoid oversell / u n d er sell situations; and adjusted advertising rates to

accommodate fluctu ating programming. Recruited / t r ai ned new team members; addressed

underachievemen t / p e rforma n ce issues; and formulated individual / collective profitability

objectives.

Consistentl y met or surpassed budget forecasts in the recessi onary and economi cally

depressed Houston market.

Developed pricing and sales procedures relating to the promotion of high profile sports

programmi ng.

Improved team efficiency by clearly establishing sales forecasts, outlining incentive criteria,

establishing ann u al performance reviews, and institu ting extensive training initiatives.

Tripled program rates in key day parts that had previously been grossly undersold and

undervalued .

Outpaced national sales on numerous occasions, achieving #3 ranking based on E&Y

market reporting figures for a station ranked as #5 in NSI.

Dramatically improved station's image within the buying commu nity by playing a larger, more

visible role in the negotiation process and devising win win solutions with problematic

issues.

Created several highly innovative and successful product promotions, including those with

Toyota and Coca Cola. Promotions generated substa n tial revenues and served as a model

for similar programs in other markets.

Established highest market rates for NFL football programming..

KHTV (NOW KHWB), Houston, Texas 198 5 199 0

LOCAL SALES MANAGER

Promoted to head local sales departmen t and engineer turn aro u n d of the retail sales team,

operating under a strict directive to achieve profitability in the retail sales segment within 6

month s or face team shutdown. Took an untrained sales team and developed it into a

multi million dollar revenue generator: Developed individual / g ro u p training programs and

implemented daily sales meetings to establish and review revenue targets. Led retail sales

team to profitability within 90 days, three months before goal.

Achieved phenomen al revenue growth ($1.5MM) following station acquisition of pre season game

coverage of the Houston Oilers. Net profitability was $800K, a station record that remain s

uneq u aled. Pre season rates far exceeded what a competi ng network station had earned

for regular season games.

Secured high dollar contract with NCAA for the first time in station history.

ACCOUNT EXECUTIVE

Cultivated a strong accou nt base and grew shares of business over and above forecasted

expectations. Succeeded in capturing difficult accou nt s despite limited program ming

offerings and below minimu m rating requiremen t s. Conducted exhau stive research in order

to pinpoint and showcase growth trends. Generated business shares of 12% and higher

when station average was 4%. Secured annual contract commi t m e n t s from Burger

King, Ford Motor Company, and other high profile companies who had not previously

bought station.

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