Account Executive Sales

Paula Short

**** ******* **., ********, ** *****

Home 806-***-**** Cell 407-***-**** Email: ************@*****.***

QUALIFICATIONS: A focused, motivated, results-oriented advertising professional with extensive experience in print,

online, and broadcast sales. Concentrated experience coordinating corporate sponsorships and in advertising sales

management. Excellent reputation for diplomacy, persistence, client commitment and collaboration with proven skills

in:

• •

• Account Management Leadership and

Relationship

and Prospecting Strategic Planning

Management

• •

Administrative New Business

• Creative Problem

Management Development

Solving

• •

Time and Territory Presenting and

• Client Service and

Management Persuading

Commitment

PROFESSIONAL EXPERIENCE & ACHIEVEMENTS:

MARKETING CONSULTANT

RENEW MEDIA GROUP, Amarillo, TX 2009

Helping clients to include new media in their marketing campaigns. Selling website development and

•

related services.

ACCOUNT EXECUTIVE 2008-2009

KAMR/KCIT-TV (NBC/FOX Affiliates), Amarillo, TX

In Nielsen Market #131, selling advertising to local direct clients, as a new business development

•

representative. Using quantitative and qualitative research data in preparing advertising plans for clients.

Growing account list billing through prospecting, cold-calling and networking to develop 16 new business

•

clients within eleven months.

Billed roughly $200,000 in new business revenue from the newly developed accounts. Built an annual

•

multi-platform xeriscaping sponsorship campaign to meet corporate “green” initiative projected to deliver

$54K in new business revenue.

DIRECTOR, ADVERTISING & SPONSORSHIP 2000 - 2008

The Institute of Internal Auditors (The IIA), Orlando, FL

Worked directly with client decision makers to manage all blue chip advertising and sponsorship

•

relationships for 160,000 member global professional association, resulting in $1.7M annual revenue

contribution.

Increased partnership billing by $1.3M in three years by retooling existing discounted services plan to an

•

upgraded synergistic partnership program including magazine, e-newsletter, and web site advertising,

exhibits, sponsorships and association collaboration opportunities, all at rate card value.

Responsible for international conference sponsorship relationships with clients and hosting chapter.

•

Directed the work of sales and administrative staff of five through entire sales cycle – prospecting to billing to

•

collection and division budgeting.

Accountable for departmental annual revenue of $3.2M.

•

ACCOUNT MANAGER 1997 - 2000

WESH-TV (NBC Affiliate), Orlando, FL

In Nielsen Market #19, sold television advertising for new business and established accounts, both local and

•

regional advertisers. Used quantitative and qualitative research data in preparing advertising plans for

clients.

Designated as top new business developer in 1999 by prioritizing tasks, targeting prospects and persistent

•

follow-through. Generated over $150K in new business to earn the award.

Created/managed a system to deliver a significant client’s schedule within the confines of their bi-annual

•

agreement by forecasting dollars available for the entire year, determining viewership by program by quarter

and applying rates as required within the political window. Result: $1.2M ad schedule was delivered as

agreed.

Developed a new category of station advertiser to add 5 golf courses to account list by taking existing

•

promotions and reworking to fit the target category’s selling objectives. $50K in new business attributed to

the program.

ACCOUNT EXECUTIVE 1992 - 1997

KAMR-TV (NBC Affiliate), Amarillo, TX

In Nielsen Market #131, sold television advertising for new business and established accounts, both local

•

and regional advertisers. Used quantitative and qualitative research data in preparing advertising plans for

clients.

Grew account list billing by increasing share of business from existing clients, earning additional regional

•

accounts and developing new business accounts. Result: Added $700K (8 times the original) in annual

billing from 1992 – 1997.

ACCOUNT EXECUTIVE 1990 - 1991

KMLT-FM, Amarillo, TX

Sold radio advertising for new business and established accounts, both local and regional advertisers.

•

Collected accounts receivable, wrote ad copy, and created custom proposals and promotions.

EDUCATION:

Master of Arts in Speech Communication, West Texas State University -- Canyon, Texas

Bachelor of Science in Advertising, The University of Texas at Austin -- Austin, Texas

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