Manager Sales
Resume:
Wayne Cunningham
Okeechobee, Florida 34974
Telephone: 863-***-**** (cell)
*************@*******.***
CAREER PROFILE
I have compiled over 30 years of experience in managing in a corporate or
nonprofit environment.
I am recognized by others as highly motivated, creative and an innovative
manager of people and processes. I have excellent communication and
interpersonal skills.
I enjoy the challenges of a fast-paced, high-energy environment and the
opportunity to build on my skills.
KEY STRENGTHS
. Leading & Developing Others
. Marketing and Research
. Brand Management
. Public Relations
. Emergency Response
. Process Improvement
. Technology in the workplace
. Best Practices
WORK HISTORY
Finance and Staffing Chief
Calvin, Giordano and Associates
Deepwater Horizon Oil Spill Project
Apalachicola, FL
June 9, 2010-Present (Temporary)
Calvin, Giordano and Associates is a company that provides outstanding
services in the area of engineering for construction, municipalities,
transportation planning, surveying, data technology, surveying, emergency
response services and more.
I was hired to be a part of the management team that provided critical
services to Franklin County Florida following the Deepwater Horizon Oil
Spill. Our major function was to provide a third line of defense (booming)
to prevent oil from reaching the 26 miles of beaches which are the major
attraction and main source of income for the majority of residents.
I created and managed "field-level" systems for staffing and finances.
Duties included hiring and processing personnel into and out of the system,
payroll and other human resources duties as needed by employees.
I advised key managers in all budget matters, providing necessary
information to create invoices to be reimbursed by The State of Florida and
British Petroleum.
Chief Operating officer
United Way of Palm Beach County
Boynton Beach, Fl.
December 3, 2003 - July 23, 2009
United Way of Palm Beach County raises approximately $14 million dollars
each year to support nonprofit agencies and their service to people in
need. United Way of Palm Beach County is one of the largest nonprofits in
Palm Beach County and the organization has been nationally recognized for
its innovative program development in the area of helping people achieve
self-sufficiency.
I was responsible for the day-to-day operations of the entire organization
including the supervision of 7 senior level managers and a staff of
approximately 45-50 employees and 25-30 seasonal workers. The Board of
Directors has 55 members.
Key Indicators of success:
. January 2009-June 2009: Interim President and CEO
. January 2006: Names Chief Operating Officer
. March 2004: Named Senior Vice President, Marketing and Resource
Development
. December 2003: Joined staff as VP of Marketing and Brand Management
. I managed a $2 million dollar renovation/new building project taking
the 4 acre campus from 16,000 square feet of facilities to 21,000
square feet. The project was on budget and on schedule.
. I successfully managed the day-to-day operations allowing the CEO to
be in the community advocating on our behalf. This included oversight
of finance, revenue, program staff, administrative staff, Technology,
building management and negotiation and execution of contracts
including employee benefits.
. We consistently achieved high marks from auditors with no management
letters.
. We consistently achieved low administration costs of 4% administration
costs and 9% fundraising costs.
. Even with the difficulties around the slumping economy and three major
hurricanes in the past five years we achieved budget carry-over funds
each of the past five years.
. Revenue we produced of $13 million to $15 million annually is
comparable or better than other United Ways of our size.
. Lead the Senior Management side of the development of a five-year
strategic plan adopted by the Board of Directors in May 2009.
Regional Research & Operations Manager
Sinclair Broadcast Group
Des Moines, Iowa
July 2000-November 2003
Sinclair Broadcasting owns and or manages more television stations than
any other broadcast group.
Responsible for managing marketing and research for Sinclair Broadcast
Group Stations, KDSM FOX 17 Des Moines, KGAN CBS 2, Cedar Rapids, WYZZ
FOX 43, Peoria, IL, KBSI FOX 23 Paducah, KY, WDKA WB (LMA) Paducah, KY
. Managed research and provided advertisers with recommendations to buy
advertising that helped increase revenue for the advertisers and the
television stations.
. Assisted in the creation of Des Moines first-ever 9:00pm newscast in
Des Moines an innovative use of resources by employing local reporters
but actual newscast was broadcast from KGAN in Cedar Rapids, 100 miles
away.
. Responsible for solving staff issues in the absence of the General
Manager.
Key indicators of employment success:
. Consistently achieved revenue goals across the group of five stations.
. Introduced the first-ever prime time, local newscast in Des Moines on
the FOX affiliate. Advertising inventory in this newscast was
consistently sold out.
. This prime time newscast used and share the news resources with our
sister CBS affiliate in Cedar Rapids in producing this newscast.
. The concept for the "shared resources" for 9:00pm news was later
adopted by parent company for use among Sinclair TV stations across
the nation.
Broadcast Group Manager of Marketing & Research,
Meredith Broadcasting, Des Moines, Iowa
February 24, 1999 - June 16, 2000
The Meredith Corporation owns 13 television stations and dozens of
magazines including Better Homes and Gardens and the Better Homes and
Gardens Brand.
I was responsible for managing marketing and research for Meredith, owner
of 12 television stations (six in the top 40 television markets).
Key indicators of employment success:
. Improved communications and instituted "best practices" among 12
stations in research, sales and promotions.
. Developed and facilitated sales research training and consistently
received high-scores among participants for effectiveness of material
and presentation.
. Successfully negotiated group-wide contracts with vendors for sales,
research and promotions departments which created uniformity of
resources used. This allowed stations to easily share and implement
best practices across the television group.
. Developed revenue-generating group-wide integrated marketing programs.
Vice President of Operations,
Research Communications, Ltd., Boston, MA
March 16, 1998 - February 15, 1999
Research Communications is a nationally recognized television research firm
specializing in helping clients to achieve a brand identity. The client
list included Home & Garden Television, The Golf Channel, Scripps Howard
Broadcasting, Sci-fi Channel and The History Channel.
Key Indicators of employment success:
. Stabilized the workforce by instituting employee contracts. The
company had a long history of employee attrition of as much as 50% a
year.
. Recognized and fixed issues that improved staff efficiency by
rebuilding the computer network. This improved the output and quality
of the work.
Manager, Marketing, Promotions, Public Relations and Research
WPTV Channel 5 (NBC),
West Palm Beach, FL
April 1, 1986-April 15, 1998
WPTV was and remains the #1 television station in the West Palm Beach
Television market, the 37th largest TV market in the nation. In the
1990s, revenue consistently was the tops for the market at over $27
million annually.
Marketing & Research Manager (August, 1993-March 1998)
. Managed overnight rating system, ratings analysis, created sales tools
and managed all research software. Managed a training program of
software tools for account executives.
. Coordinated all research projects including complex behavioral
research, focus groups and news research.
. Managed the station's Internet Web Task Force and assisted in finding
solutions for computer network problems as the station-appointed
technical team leader.
. Served as cable liaison for WPTV and negotiated retransmission consent
every three years; conducted regular meetings with cable operators and
coordinated projects such as local news broadcasts on CNN Headline and
MSNBC.
. Coordinated the branding and brand extension of NewsChannel 5
including WPTV Radio Network; WPTV Infolines; WPTV Infotimes (Monthly
Magazine publication); New Resident Letter Program - all of which were
innovative approaches in its time.
Creative Services Director (April 1986 - August 1993)
. Responsible for six-person department consisting of promotions, public
service, special projects and local programming. Formulated and
implemented large budgets and created and coordinated revenue-
generating sales promotions.
Additional professional experience:
WTVX Channel 34 (CBS Affiliate) 1983-1986, Ft. Pierce, FL
South Florida Fair & Expositions 1978-1983, West Palm Beach, FL
Public Relations Director (second job)
WEAT AM/FM Radio 1977-1983, West Palm Beach, FL
On-air announcer, public relations, sports play-by-play
WCGY Radio, Boston, MA 1975-1977
EDUCATION & TRAINING
Haverhill High school New England Art Institute
Haverhill, MA Brookline, MA
Graduated: College prep and business Degree: Communications
A sampling of Additional Training:
Executive Techniques, Chicago - Management and Sales Training
Dale Carnegie, Management Success
Cultural Competency Training; I made this mandatory for all United Way
staff
Leigh Stowell & Company, Seattle; Annual training in customized market
segmentation research
Scarborough Research; Annual training in research of consumer behaviors
FEMA Certified for ICS 100, 200 and 300 and IS-700 for disaster management
American Red Cross Certified: First Aid Basics, Infant/Child CPR/AED, Adult
CPR/AED
Federal Communications Commission Extra Class Radio License-Amateur Radio
(AD1Q)
PROFESSIONAL & COMMUNITY ACTIVITIES
. Board of Directors, United Way of Okeechobee County (2009-present)
. Advisory Board, American Red Cross, Okeechobee County (2009-
present)
. Assisted local nonprofit agencies in Palm Beach County to learn the
fundamentals of brand management and create brand management plans.
. Provided disaster assistance during four hurricanes in 2004-2005.
. I was a member of a three-person team that was asked by United Way
of America to assist in developing disaster recovery plans for
United Ways on the Gulf Coast (Hurricane Katrina) and United Way of
San Diego (Wild fires).
. Volunteer, United Way of Central Iowa
. TVB: Television Bureau of Advertising Research Committee; TVB Sales
Advisory Committee; Chairman.
. Scarborough Research, Advisory Committee Member and software beta
testing.
. United Way of Palm Beach County, Executive Board, Board of
Directors, Campaign Cabinet, Chairman - Marketing and Communication
. Palm Beach County Literacy Coalition, Board of Directors,
Communications Committee Chairman
. Diocese of Palm Beach, Communications Committee
. American Radio Relay League, Newington, CT (Ham Radio): PI Officer
for Palm Beach County
. American Lung Association, Board of Directors, Communications
Committee
. Palm Beach Post Pathfinders, Judge - Communications division
awarding scholarship to high school students
. J.C. Penney Golden Rules Award, Judge - Community Volunteer Awards
1996
. 1996 Community Hero of the Year. Carried the Olympic Torch and lit
travelling Olympic cauldron in West Palm Beach in July 1996.
WHAT OTHERS SAY ABOUT ME
"Knowledgeable, thorough and understandable . . . Wayne is an excellent
resource." -John Laughlin, President, Meredith Broadcast Group-
"Always sticks to a commitment." -Ted Stevens, General Manager, KDSM FOX
17-
"Wayne is one of our hardest working people I know, and very best
friend."
-Scott Badesch, CEO, United Way of Palm Beach County-
"Wayne, you have made a difference in more lives than you will ever
imagine. It has been my privilege to know you and work with you." -Bob
Zobel, United Way Board Member-
"It has certainly been a pleasure working side by side with you and
watching and learning from you. I do appreciate all your efforts, long
hours you put in, the constant worries about getting things in place,
the relentless push until you got things where they needed to be and of
your professionalism." -Oscar Alvarez, Administrative Chief, Calvin,
Giordano and Associates-
REFERENCES
Scott Badesch
Senior Vice President Development and Operations
Autism Society of America
4340 East-West Hwy. Suite 350
Bethesda, Maryland 20814
Telephone: 919-***-****
E-mail: ************@*****.***
Robert "Bob" Zobel, CPA
Former Board Member
United Way of Palm Beach County (25 years)
1063 Hillsboro Mile 409
Hillsboro Beach, FL 33062
Telephone: 561-***-****
E-mail: *******@*****.***
Gale Howden
Retired, Vice President Community Relations and Marketing
The Palm Beach Post
Telephone: 561-***-****
E-mail: *******@*********.***
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