LAWRENCE B. COHEN

** ****** **** **** ****: 610-***-****

West Chester, PA 19382 Cell: 949-***-****

E-mail: ablupj@r.postjobfree.com

PROFESSIONAL SUMMARY

Driven, analytical, astute and business savvy sales and marketing executive. Adept in discovering new business

opportunities, driving sales initiatives, and building new markets from the ground up. Solid experience in business and

strategic planning, high-dollar negotiation, revenue generation, and innovative marketing. Empowering team leader

capable of motivating employees to surpass goals and increase efficiency. Key attributes and skills are:

Visionary Leadership Direct Marketing Business Development

Mentoring and Coaching Negotiations Brand Positioning

Budget Management Strategic Planning Client Relations

Market Research Problem Solving Legal Training

PROFESSIONAL EXPERIENCE

Initiated, negotiated, conceptualized and completed successful sports marketing projects r anging from product development

to strategic planning for diverse clients. Offer services to both sports and non-sports entities looking to utilize sports to

enhance existing business. 2008 – Present

Assisted Spanish Beisbol Network in acquiring Spanish language radio rights for several Major League Baseball

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teams.

Developed strategic business plan for KDM Global Partners to introduce private label wines to arenas, stadiums,

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convention centers, and other entertainment venues.

Provided direction and feedback to Turnkey Intelligence on development of new sales prospecting software for

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professional sports teams.

Created sponsorship and premium seating sales plan for Greensboro Coliseum Complex.

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PHILADELPHIA 76ers, Philadelphia, PA 2006 – 2008

Vice President, Sales

Led consumer sales and marketing strategy for National Basketball Association franchise. Responsibilities included

developing and implementing goals, objectives, and tactical programs for season, partial plan, group and individual ticket

sales.

Increased group sales by over 20% by creating new programs such as “group hat nights,” “group jersey nights,” Battle

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of the Bands” nights, “Book Break Challenge,” “Shoot for Success” and “awareness nights.”

Generated over $3 million in new season ticket sales through multi- channel database marketing campaigns.

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Created new courtside seating inventory that generated over $900,000 in incremental revenue.

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Developed and introduced key ticketing initiatives including All You Can Eat tickets, Guys Night Out, Family Packs,

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Buzzer Beater Club, and secondary ticketing (Ticket Rebound) that generated over $1 million in annual sales.

Introduced automated e- marketing program that increased online sales by 100%.

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TICKETS.COM, Costa Mesa, CA 2002- 2005

Vice-President, Baseball Services

Oversaw sales and client relations with Major and Minor League Baseball teams affiliated with Tickets.com. Managed

diverse team of engineers, operations department, and sales professionals to create and deploy new technology.

Prior to acquisition of Tickets.com by Major League Baseball Advanced Media (MLBAM), helped successfully

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negotiate a six-year, $36 million extension with MLBAM to provide online ticket sales for 20 Major League clubs.

Secured $46 million in services agreements with Major League Baseball clubs, including the Oakland A’s, Texas

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Rangers, St. Louis Cardinals, Kansas City Royals, Washington Nationals, and Boston Red Sox.

Oversaw the creation and introduction of new revenue sources, including secondary ticketing, targeted group sales,

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print-at-home tickets, and online season sales that generate over $1 million in revenue annually.

LAWRENCE B. COHEN Page 2

ANAHEIM SPORTS; A Walt Disney Company, Anaheim, CA

Vice-President, Sales and Marketing 2000-2002

Director, Advertising Sales and Broadcasting 1999-2000

Director of Ticket Sales and Customer Service 1996-1999

Held progressively more responsible positions with owner of Mighty Ducks and Anaheim Angels, culminating with

directing all business activities for the Mighty Ducks. Responsibilities included leading ticket sales, premium seat sales,

sponsorship, broadcasting, promotions, public relations, game-day entertainment, community relations and facility

operations in developing and executing annual business operations plan. Served as member of executive team responsible

for determining the organization’s overall strategy.

Leadership/Strategic Planning

Managed $40 million in sponsorship inventory, including television and radio advertisements, ballpark and arena signs,

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promotions, web sites, and print advertising.

Negotiated a license to host the NHL Mighty Ducks and MLB Angels websites that resulted in over $500,000 in

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unbudgeted revenu e for the organization.

Developed over $800,000 in new advertising inventory.

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Oversaw the development and deployment of a company wide CRM system.

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Developed synergistic opportunities with other Walt Disney Company divisions, including Disneyland, California

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Adventure, ABC Radio, and ESPNZone.

Created Rate Card and Policy Manual to establish consistent guidelines for Account Managers and service personnel.

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Increased suite sales at Edison Field by over 100% in three months by establishing management controls and effective

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employee incentive programs.

Created an in-house telemarketing department that generated over $700,000 in annual sales.

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Sales and Marketing

Established and activated strategic six and seven figure sponsorship alliances with top brand corporate partners

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including: Anheuser-Busch, Coca- Cola, Miller Brewing Company, Home Depot, Freedom Communications, and

Adelphia.

Developed and launched premium seating concepts and themed areas at renovated Edison Field including Diamond

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Club, Dugout Suites, Knothole Club, Pepsi Perfect Game Pavilion, and Family Zone.

Re-positioned Mighty Ducks brand to more accurately reflect the team’s characteristics and relative maturity of the

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franchise. Achieved an 83% awareness of annual theme and 79% recall of Mighty Ducks advertising.

Created multi-dimensional marketing programs such as “Real Cool Schools,” “First Flight Classic,” “Ducks TV,” and

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“Family Sundays” that integrated sponsorships, community relations, ticket sales, and promotions.

Customer Service

Established customer service department for Angels and FanZone for Mighty Ducks to proactively address customer

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issues on-site.

Introduced innovative customer incentives that resulted in increased group ticket sales in excess of 30% in two years.

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Facilitated the development and implementation of a fan loyalty program that increased customer database by 25%.

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Implemented aggressive customer retention programs that enabled Angels’ season ticket sales to grow by 33%.

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EDUCATION

Temple University School of Law, Juris Doctor Degree, cum laude

University of Massachusetts, Master of Science in Sport Management

Franklin and Marshall College, Bachelor of Arts, English

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