Sales Manager

John Cochrane

Email: *********@********.***

Address: **** ****** ****

City: Virginia Beach

State: VA

Zip: 23451

Country: USA

Phone: 757-***-****

Skill Level: Management

Salary Range: 200

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

JOHN COCHRANE

1101 Bruton Lane

Virginia Beach, Virginia 23451

757-***-**** Home * 757-***-**** Cell * *********@********.***

Media Sales Management Executive

Offering a formidable background based on formal training and 29 years progressive media sales and program management experience demonstrating superior leadership initiative, regional/national marketing expertise, operations enhancement creativity, and record-setting performance success.

* Seasoned professional with broad experience in local, regional and national level TV and digital advertising sales to include program management, staff development/oversight, and full-scope price structuring and administrative support responsibilities. Handled full-charge control of sales for local thru national network affiliated stations.

* Highly adaptable and team oriented executive with a keen ability to assess existing programs and strategies and formulate initiatives to expand customer base, capture new market share, and deliver optimal profits. Career history of meeting or surpassing all assigned budgets and production quotas. Focused excellence in recruiting, mentoring and motivating sales professionals to achieve outstanding results.

* Polished communicator, ambassador, and formal organizational liaison with extensive experience in direct contact with clients, rep firms, vendors, civic and business leaders, and organizational management. Employ a relationship-building profile to establish and sustain productive rapport at all levels of the business continuum.

* Engineer sales operations to streamline productivity, increase operational efficiency, reduce costs and ensure program effectiveness. Developed and rolled out numerous creative initiatives and incentive programs that produced double-digit growth at all employment endeavors.

* At ease in environments requiring effective spontaneous decisions, "out-of-the-box" problem-solving, and creative thinking. Strong entrepreneurial spirit seasoned with nearly three decades experience in the corporate culture of several high-profile media organizations.

EXPERIENCE HISTORY & HIGHLIGHTS

LIN MEDIA - Portsmouth, Virginia (1998-2012)

Norfolk-Portsmouth-Newport News affiliate of a national multimedia company that operates 32 network-affiliated TV stations in 17 U.S. markets, niche web sites, mobile platforms, and other digital services.

Overview: Accomplished 14 years in progressive media sales management positions for Lin Media's Norfolk, VA television station duopoly consisting of WAVY, the local NBC affiliate and WVBT, the local FOX affiliate in the #43 U.S. market. Culminated tenure in charge of a staff of five managers, 14 sales professionals, and seven support staff handling local through national advertising sales for both stations, their web sites, and additional Lin Media advertising resources. Developed sales goals and comprehensive marketing strategies targeting increased market share and footprint expansion. Generated revenue and expense forecasts, led pricing and inventory decisions, coached and mentored sales force, and built an award-winning team in a highly competitive marketplace.

Director of Sales - WAVY / WVBT (1/07-8/12) / General Sales Manager - WAVY-TV (3/04-12/06)

Local Sales Manager - WAVY-TV (1/00-3/04) / National Sales Manager - WAVY-TV (5/98-12/99)

* Championed the sales program for the number one billing television station (WAVY) in the Commonwealth of Virginia during all 14 years of tenure.

* Provided critical leadership during the onset of on-line advertising over the past decade. Merged two distinct sales staffs into a unified team to consolidate multi-media advertising offerings to customers while improving economies of marketplace coverage. Developed creative sales packages for new content integration program resulting in additional revenues from new and existing long-term advertisers.

* Closely monitored both broadcast and digital revenue production. Led WAVY / WVBT duopoly to a market-leading and record-setting share of market revenues, consistently outperforming peer providers. Grew digital advertising revenues by 200+% over the past five years.

* Generated in excess of $14M in additional advertising revenues, surpassing expectations based on audience performance by an average of 6% annually during tenure as Director of Sales.

* Orchestrated transition processes involving TRAFFIC and CRM software systems.

* Mentored and promoted three Account Executives to Sales Manager positions within the company.

* Created and rolled out unique sales incentives and special programs to promote team synergy and build morale.

* Developed and implemented unique key account strategies including competitive pricing profiles, multi-media packages, and long-term contract discounts to shore-up a contingency responsible for over 60% of gross revenues.

* Negotiated with national advertising agencies. Worked closely with sister station's New York-based sales representative firm on station knowledge, market knowledge and pricing strategies to ensure positive sales results.

JOHN COCHRANE Page 2

EXPERIENCE continued

WTVZ-TV - Norfolk, Virginia

MyNetworkTV (Sinclair Broadcast Group) affiliate serving the Hampton Roads, VA market via Channel 33.

Account Executive (1/96-5/98)

* Solicited, marketed, negotiated and sold TV advertising time to local and regional clients.

* Developed NFL and MLB sports sponsorships and other creative promotional campaigns.

* Initiated and developed station's revised sales strategy in the aftermath of a major product offering change.

* Consistently met or surpassed all assigned production quotas and performance measurement metrics during tenure.

WGNT-TV - Portsmouth, Virginia

Local TV-owned Channel 27 (digital 50), a CW Television Network affiliate for the Hampton Roads, VA market.

Account Executive (10/92-12/95)

* Solicited, marketed, and sold TV advertising time to local and regional clients, focusing on new account acquisition.

VARIOUS ADVERTISING AGENCIES & BROADCAST NETWORKS - New York, New York

Media Buyer / Sales Representative (1983-1992)

* Fulfilled nine years initial experience in the Media industry employed in the NY, NY market. Served in various positions in media buying and broadcast advertising with advertising agencies and the Fox Broadcasting Network.

EDUCATION & CERTIFICATION

IONA COLLEGE - New Rochelle, New York

Bachelor of Arts Degree in Communications (1983)

NORTHWESTERN UNIVERSITY, Kellogg School Of Management - Evanston, Illinois

National Association of Broadcasters "Management Development Seminar for Television Executives" (2005)

MCCORMICK-TRIBUNE FOUNDATION / NATIONAL ASSOCIATION OF BROADCASTERS

Making News Seminar - -Broadcast Journalism for the Non-News Executives" (2006)

* Available immediately. Willing to travel and/or relocate.

* Active member, volunteer and participant in various professional associations and community-based charitable initiatives.

* References and salary history furnished upon request.

Contact this candidate