Sales Manager
Resume:
Max J.
Lodish ** Wolfe Canyon, Kentfield, CA ****4
********@*****.***
PROFILE Advertising sales and marketing professional of 15+ years
proven sales, business development, management, consultative and
solution sales experience.
. Strong sales and strategic account development skills with
ability to generate leads, qualify prospects, and close
deals.
. Excellent oral and written communicator with superior
customer relationship management skills and ability to
develop and deliver presentations, sales materials, marketing
and advertising plans.
. Enthusiastic and solid understanding of technology with
superior advertising, agency, client and media landscape
insight.
EXPERIENCE AERIAL MEDIA SERVICES, INC. San Francisco/Sausalito,
CA
Director, National Sales & Development, Feb. 2002 - Present
Founder of company specializing in aerial advertising marketing
and promotional campaigns. Creates marketing plans, sales and
presentation materials, manages client relationships and
budgets, and develops business to major advertising agencies and
direct local and national clients. Supervises staff, created and
oversees company website, online presence and SEO/search market
advertising. Interacts with regional representatives and other
executives involved in key strategic alliances and decisions.
Works with small to large, Fortune 500 accounts, major media,
marketing, and buying agencies:
Clients: Gillette . State Farm . Kia . Nestle .
JP Morgan Chase . CareerBuilder . Paramount Pictures . Sun
Microsystems
Media Agencies: Interepublic . Publicis . Initiative
. Omnicom . WPP Group . Draft FCB . Mindshare .
Millward Brown
Key business developments:
. Educated advertising public to new advertising
opportunities, created market demand, and increased sales
annually of between 35%-75% exceeding company quotas.
. Responsible for $600k, 16 market event campaign including a
hot air balloon, Heli-Banners , and airplane banners for SC
Johnson.
. Managed a 19 market NASCAR tour for Wrigley's auto
sponsorship group client throughout 2008 season.
. Negotiated and sold multiple market advertising packages to
McDonald's, GE, Sprint, NBC, Powerade, and Warner Bros.
. In 2004 was the featured cover story in Outdoor Advertising
Magazine.
CLEAR CHANNEL AIRPORTS / DIVISION OF CLEAR CHANNEL
COMMUNICATIONS, INC. Burlingame, CA
Sales Manager, Aug. 2001 - Dec. 2001
Developed new business and provided account management for
airport display advertising sales across the country for the
nation's largest airport sales and marketing representation
company. Interacted with west coast sales manager and office
managers at each location. Supervised operations personnel
and a marketing assistant. Reported to the COO.
Advised advertisers and agencies on campaigns to reach their
marketing objectives through the creative and strategic use of
airport media displays. Represented 19 airports nationally.
INTEREP MARKETING GROUP / DIVISION OF INTEREP NATIONAL RADIO
SALES, INC. San Francisco, CA
Director of Marketing, Apr. 1999 - Jul. 2001
Developed new business and provided account management for
advertising sales supporting 22 regional offices of the nation's
largest independent sales and marketing representation company
specializing in radio advertising sales to technology, e-
commerce and internet companies. Interacted with DOS, regional
and department managers at each location. Supervised a
marketing assistant. Reported to the group president.
Advised advertisers on strategies to reach their marketing
objectives through the creative and strategic use of media
including radio, internet and emerging medias. Represented
major media partners' 2300 stations to clients including:
Media Partners: ABC . Infinity Broadcasting/CBS .
Westwood One
Designed specific advertising programs and solutions to solve
unique marketing problems to help client's build sales, gain
retailer support, strengthen product image and increase brand
awareness. Implemented and managed support services including
budget management, turnkey implementation of programs, and
results tracking.
Generated leads, built customer relationships and network to
generate referrals for business development. Delivered
presentations to decision-makers and ad agencies including Grey
Worldwide, Starcom, Young & Rubicam, KBP West, and Publicis.
Key Clients: Oracle . Siebel Systems . Replay TV .
IHOP Restaurants . Lexar Media
Assisted clients to reach their best potential audiences using
demographic, lifestyle or psychographic profiles and research
from national data tracking services to design and develop
advertising packages and pricing.
Results:
. More than doubled sales to $4 million in FY 2000, achieving
125% of revenue plan.
. Opened a new territory, achieving 1999 sales of $1.5
million within the first 9 months.
WESTWOOD ONE, INC. Los Angeles, CA
Account Executive, Dec. 1993 - Apr. 1999
Sold national, regional and local advertising for over 700 news,
sports, music, talk and entertainment programs, features, live
events and 24-hour formats. Developed advertising schedules
based on media statistical reports on local and national
audiences. Supervised 2 to 3 marketing associates. Reported to
the general sales manager.
Key Accounts: Fox Sports . MSNBC . Warner Bros. .
Nissan . California Lottery . ABC TV
Packaged broadcast inventory and presented to large accounts and
their ad agencies including TBWA, Chiat Day, Ogilvy & Mather,
Young & Rubicam, Horizon Media, Campbell-Ewald, Grey Worldwide,
and Carat.
Results:
. Ranked in the Top 5 of sales nationwide out of 70 account
executives.
. Achieved sales of $1.2 million for 1 Qtr. 1999, $2.3
million for 1998, and $1.8 million for 1997
SHADOW BROADCAST SERVICES, INC. Los Angeles, CA
Research Analyst, Nov. 1992 - Nov. 1993
Supported a sales force of 8 to 10 account executives with
market research and packaged inventory to sell advertising at
the national and local levels. Developed sales materials
including upgrading media kits.
Enhanced sales by designing a sales template to sell radio by
market numbers that clients and agencies could understand that
is still used today.
Results:
. Contributed to a 300% increase in revenue within one year.
ADVANCED TRAINING VASS I & II: Consultative Selling, 1999 &
2000
INTEREP MARKETING GROUP
Programs conducted by Harvard Business School and NYU's
Stern School of Business professors.
EDUCATION UNIVERSITY OF MASSACHUSETTS Amherst, MA
Bachelor of Science, Psychology with emphases in
Mathematics & Statistics, January 1991
COMPUTER SKILLS Microsoft Windows - Word, Excel, Outlook, PowerPoint,
Access, Publisher, Front Page,
MRI, Simmons, Scarborough, Arbitron, Nielsen, Net Ratings, Ad
Spender, SEO Search and Keywords,
Yahoo Search, Google Adwords/Adsense, WordPress
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