Sales Account Executive

SUSAN B. WEITZ

**** ******** **** ? Highland Park, IL 60035 ? 847-***-**** ?

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

Dynamic results-driven professional with a strong combination of Sales,

Account Management and Marketing experience; Solid expertise in the media

industry and demographic market areas; Proven track record of tackling

complex projects with research and resourcefulness; Core competencies

include:

? Consultative Selling ? Marketing Communications

? Project Management ? Relationship-building skills

? Analytical skills ? Forecasting and Budgeting

PROFESSIONAL EXPERENCE

Fox Station Sales - Chicago, IL 2003 -

present

Senior Account Executive

. Direct marketing efforts for Fox-owned stations in major markets to

National Advertisers.

. Provide leadership by directly managing one Associate and training new

employees.

. Generate advertising revenue from top advertising agencies.

. Negotiate television advertising schedules to increase station share.

. Assigned to handle complex projects involving research and problem

resolution for several major accounts including Popeye's and Empire

Carpets.

. Created and presented local sports packages to agency buyers.

. Achieved company-wide award for the "Most Sports Sold in the Dallas

Market".

. Maintained and developed strong relationships with station management and

the advertising community.

Harrington, Righter & Parsons, Inc. - Chicago, IL and New York, NY

1998 - 2003

Account Executive (Chicago 2001 - 2003) and (New York - 1998 - 2001)

. Recruited from Nielsen by this client through key relationships and

superior client service.

. Directly responsible for national sales of television stations

represented by HRP.

. Created sales proposals including sports, specials, packages and share-

driven promotional opportunities.

. Utilized influencing skills to negotiate broadcast schedules with agency

buyers.

. Selected by management to handle the General Motors account and

personally resolve all outstanding issues.

. Consistently exceeded group sales goals, station share goals and targeted

special opportunity sales incentives.

. Administered post-sell procedures of writing letters, compiling market

share information, and posting schedules.

. Successfully completed Cox 3-month intensive sales training program.

Nielsen Media Research - New York, NY 1996 -

1998

Account Executive

. As a key member of the Marketing department, acted as the central point

of contact for Television Rep Firms and Advertising Agencies in the New

York area.

. Responsible for all sales of ancillary products, software products and

custom analysis.

. Developed and led client presentations on Nielsen products and services.

. Played critical role on the committee to develop a new software product

known as Profile.

. Successfully convinced major Rep Firm to test the new product which led

to vital market research.

Tradewell, Incorporated - New York, NY 1993 -

1996

Senior Account Manager (1995 - 1996)

. Directly responsible for supervising all phases of the print buying

process.

. Acted as liaison between clients and Tradewell in managing all media

requests.

. Built and maintained successful relationships with clients.

. Prepared media plans and cost analysis utilizing SQAD.

. Allocated budgets and market assignments to media staff.

Account Executive (1993 - 1995)

. Successfully marketed trade services through cold calling and direct

station contact.

. Prepared sales presentations for stations and publications which led to

new trade agreements.

. Responsible for handling trade contracts renewals.

. Took initiative to develop new business while continuously providing

superior client service to existing accounts.

. Advised media staff of trades in various markets for current or future

buys.

CSI International Corporation - New York, NY 1990 -

1993

Broadcast Buyer (1992 - 1993)

. Responsible for coordinating spot television and radio buys.

. Utilized consultative skills to negotiate schedules with station sales

representatives.

. In charge of estimating rating points using Nielsen books.

. Conducted research on the market and analyzed demographic trends.

. Gathered post analysis for spot television buys and reported findings to

senior management.

Assistant Broadcast Buyer (1990 - 1992)

. Provided communication for sales representatives regarding upcoming buys.

. Responsible for verifying station contractual agreements to ensure

accuracy.

. Personally resolved several discrepancies between the scheduled order and

the actual schedule.

. Gained valuable insights through extensive use of Nielsen and Arbitron

research materials.

Grey Advertising Inc. - New York, NY

1989 - 1990

New Business Assistant Coordinator

. Responsible for coordination of all New Business presentations.

. Provided Communication Reports to senior management on status of New

Business prospects.

. Researched prospects in Agency Redbook and BAR/LNA.

EDUCATION

State University of New York at Buffalo

Bachelor of Arts - Communication

Certificate in Public Relations and Advertising

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