Senior Account Executive - New Business Development Manager - Sales
Resume:
Ann Margaret Scotton
Annapolis, MD 21403 **********@*****.***
** ***** ** ******* - *** Business Development - Consultative Selling - Closer
Digital – Mobile – Social Media Platforms - Advertising & Media - Business 2 Business
Summary
Highly creative, experienced Account Manager/Business Development Manager gifted in new business development, analyzing customer
needs and effectively selling to C-level clients while presenting a professional corporate image. Dedicated to company’s success and
upholding business relations with new and existing customers utilizing consultative selling techniques . Proven track record of exceeding
sales goals and maximizing business opportunities through successful new business devel opment and expert account management.
Areas of proficiency include: media and advertising sales, non-traditional media sales, digital platforms, SEO, SEM, ROI, mobile platforms,
social media platforms, business to business sales, hunter mentality at C-level, professional services, residential and commercial builders
and developers, architecture and interior design, technical sales and project management
Sales and Marketing Experience
Senior Account Manager
WLIF - CBS Radio/CBS Digital, CBS, Baltimore 2012 - Present
Managed key accounts and developed new spot & digital business for a top 20 Market Radio Group; successfully sold digital platforms for
CBSBaltimore.com, including, CBS Mobile, CBS AutoNetwork, CBS Local Pages, CBS Local Offers WLIF/WWMX/WHFS/WJZ websites &
streaming, Bannerlink and the new CBS Digital SEO/SEM Platform. Developed marketing plans for new clients and increased market
share of existing accounts, with focus on large regional and national accounts as well as local businesses. Effectively prospected and sold
large NTR Sponsorships and Digital Platforms that generated additional revenue without utilizing spot inventory.
Focus on New Business Development at C-level, Account Management and Digital Sales
Successfully sold digital platforms including Banner Ads, Mobile Platforms, SEO, SEM & ROI Platforms
Managed local, regional and national accounts and advertising agencies
Developed new business and pioneered non -traditional revenue streams by selling digital platforms
Developed strong relationships with direct clients and local advertising agencies
Successfully negotiated rates & annual media campaigns with local, regional & national media buyers
Key accomplishments
30% of billing within first 90 days was new business & digital sales
So far in 2013, closed $500,000 in new business multi-media annual contracts that included Radio, Event Sponsorship & Digital
Platforms, exceeding both new business & digital sales goals for the year
87% renewal rate for existing key accounts
Successfully sold new & upsold spot-only clients digital platforms as an important corporate initiative
Effectively sold to agencies with 3 downward trends in ratings
Consistently exceeded sales goals
Senior Account Manager
WRNR, Empire Broadcasting, Annapolis 2010 - 2012
Successfully pioneered new business and managed key accounts through effective relationship development for an AAA local Annapolis
radio station. Developed marketing plans for new clients and increased market share of existing accounts, with focus on large regional and
national accounts. Effectively prospected and sold large NTR/sponsorship /Digital Platforms that generated additional revenue without
utilizing spot inventory.
Managed local, regional & national accounts & advertising agencies –with focus on New Business & Digital Platforms
Developed New Business at C-level & pioneered non-traditional revenue streams by selling digital platforms
Developed strong relationships with direct clients & local advertising agencies in a short period of time
Successfully negotiated rates and annual media campaigns with local, regional and national media buyers
Ann Margaret Scotton Resume, Continued Page 2
Key accomplishments
50% of billing within first 90 days was new business
90% renewal rate for existing key accounts
Effectively sold to agencies with no ratings/ratings information
Top biller at radio station within 60 days and for 2011 – on track for top biller in 2012 prior to my departure
Top NTR/Sponsorship/Digital seller for 2011 – on track for top seller in 2012 prior to my departure
Consistently exceeded sales goals and won sales contests
Major contributor to WRNR having best billing year ever in 2011 with 2012 surpassing 2011 prior to my departure
Regional Account Manager/Sales Manager
Builders Design, Gaithersburg, MD 2004 –2008
Professionally managed key accounts at C-level, successfully developed regional and national new business and efficiently supervised
sales and design teams on large technical projects for a national interior design/ interior architecture firm . Effectively negotiated major
annual contracts for national and regional homebuilders/developers.
Business to Business sales, New Business Development and Account Management
Focused on national and regional home builders and developers in MD, DC and VA
Developed strong client relationships in a competitive marketplace
Pioneered new territories and developed new accounts
Supervised and managed design teams on large client projects
Created various marketing materials and custom client presentations used company-wide for new business development
Key accomplishments
Negotiated annual or multi-year, exclusive contracts. Examples 2007-08:
o Ryan Homes – new business - $1 million
o Ryland Homes – key account - $1.5 million
o Prospect Homes – new business - $800,000
Consistently delivered sales goals of over $3 million and won numerous new business awards
o 2006-2008 Top New Business Sales (2006 was first year available)
o 2005-2008 Sales Goal Achiever
Senior Account Manager
WJZW-FM, Disney, Washington, DC 2002 – 2003
Successfully managed key accounts at C-level and pioneered new business through effective relationship development for a Smooth Jazz
radio station. Developed marketing plans for new clients and increased market share of existing accounts
Business to Business sales, New Business Development and Account Management
Managed local, regional and national accounts and advertising agencies
Developed new business and pioneered non-traditional revenue streams
Developed strong relationships with direct clie nts and national advertising agencies within a short period of time
Successfully negotiated rates and annual media campaigns with local, regional and national media buyers
Key accomplishments
Partnered with regional and national clients on sponsorships to various station events
Successfully sold internet advertising in conjunction with media buys
Consistently exceeded sales goals
Senior Account Manager
KOST-FM/KBIG-FM/KMZT-FM, Clear Channel, Los Angeles, CA 2000 – 2002
Sales and Marketing for Adult Contemporary and Classical radio stations
Business to Business Sales, New Business Development and Account Management
Managed local, regional and national accounts and advertising agencies
Developed new business and pioneered non -traditional revenue streams
Negotiated rates, annual media campaigns and promotional sponsorships with regional and national media buyers
Ann Margaret Scotton Resume, Continued Page 3
Key Accomplishments
Partnered with regional and national clients on sponsorshi ps to various station events - NTR
o $30,000 sponsorship to the LA Opera to Hong Kong Tourism
o $50,000 sponsorship to the Pageant of the Masters to Mercedes Benz Dealer group
Increased market share of existing clients by an average of 10% annually through inn ovative, synergistic partnerships
o $25,000 co-promotion of “Shrek” ticket giveaway with Heinz Frozen Foods and Albertsons
o Increased Heinz Frozen Food sales 35% during promotion
Consistently exceeded sales goals of over $2 million 2000-2001
o Produced over $250,000 in new business in first 5 months
o Won numerous new business contests
Account Manager/New Business Development
KiFM-FM, Jefferson-Pilot, San Diego, CA 1995 –2000
Sales and Marketing for Smooth Jazz radio station
New Business Development and Account Management
Key Accomplishments
Promoted to Account Manager August 1996
Increased market share of existing clients 15-20% over market growth
Developed new business and pioneered non -traditional revenue streams
o Over $1.5 million total in new business during tenure
Promoted to Senior Account Manager January 2000
Managed local and regional accounts and advertising agencies
Negotiated rates, media campaigns and promotional sponsorships with local and regional media buyers
Consistently exceeded sales goals 1995-1999
Account Manager/New Business Development
KIOZ-FM/KRQQ-FM/KOGO-AM, PAR Broadcasting, San Diego, CA 1991 –1995
Sales and Marketing for AOR/CHR/News Talk radio stations
New Business Development and Account Management
o Closed new business client on first day in field, after 1 week of sales training
Proven Skills/Knowledge
New Business Development Sales Management
Digital Platforms Relationship Building
Zig Ziglar, Brian Tracy, Tom Hopkins sales training Consultative Selling
Word, Excel, Outlook, ACT, DWG, Tapscan, Photoshop Hunter not Farmer
PowerPoint and Microsoft Publisher Presentations Client Centric
Education
University of Arizona, Accounting, 1985-1990
References furnished upon request
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