Sales Manager

Michael E. Hughes

*** ******** ****, ******** *****, PA 19030

(H) 215-***-**** (M) 215-***-****

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

Objective:

Leveraging my leadership approach and expertise in streamlining procedures to maximize efficiency, executing and supervising solutions, using proactive business insight with technology, BPMN mapping and flow charting workflows, maximize communication, and commitment to excellence necessary for both EBITDA operating performance and company success.

Qualifications:

Managerial Expertise in evaluating, streamlining departmental process and procedures, providing advanced training, support, and time management skills to increase efficiency and productivity levels.

Department & workflow process creation with detailed BPMN flowcharting and creating SOP’s.

Customize successful staff development practices with proven results.

Advanced in developing customized training for sales, order entry, customer service, print & digital ad proofing, ad operations for design, layout, and video trafficking.

Easily understanding and executing various levels of product management, while working with vendors, feasibility, product concept and customer testing.

Increased year over year production and revenue while reducing staff and cutting back hours.

Adjusted work schedules and implemented cross training to increase productivity, while meeting deadlines.

Innovative professional with demonstrated creativity, initiative, and leadership qualities

Pro-active leader across multiple departments with refined business acumen and exemplary people skills; called upon to correct problems, streamline performance issues, and take on new projects.

Expertise in forecasting and developing innovative sales and marketing strategies, prospecting clients and forging profitable business relationships.

Highly skilled in territory sales and account management, follow-up, contract negotiation, customer service, and technical knowledge.

Superior communication, intuitive, interpersonal, organizational, analytical, conflict resolution and leadership skills.

Energetic and self-motivated team player/builder; efficiently completing projects and goals within required deadlines.

Thrive in both independent and collaborative work environments.

Professional Experience:

Gatehouse Media (formerly Calkins Media) – Doylestown & Levittown, PA, and Burlington NJ.

Advertising Sales Fulfillment Manager/AdOps, 11/2017 to Present

● Manage the administration and relationship between Gatehouse Creative Services Center (CSC) and the local sales division to support revenue growth;

● Using BPMN to identify, create, and improve business processes and workflows.

● Customize and implement technology into sales operational workflows, including applets, and an order entry ticketing system, for increased efficiency and production results.

● Recruit, hire, cross train and manage a sales administration team with the goal of providing a superior customer experience for advertisers and for the CSC team

● Manage workflows related to the administration of the sales fulfilment process including, but not limited to ad order entry, ad trafficking, uploading material, customer communications, digital campaign fulfillment and reporting.

● Work with staff to alert sales representatives and managers to potential challenges related to sales fulfillment, ongoing sales projects, and new product implementation.

● Coordinate with sales, news and production the execution of special sections.

● Work with managers and support staff to ensure work is processed to meet specific deadlines.

● Keeping up with media and technology trends to identify current and future expense savings, and revenue generation opportunities.

● Project management for various department projects, while implementing automation when possible.

Gatehouse Media (formerly Calkins Media) – Doylestown & Levittown, PA, and Burlington NJ.

Senior Manager of Media Design & Production, 11/2016 to 11/2017

● Manage Design Team, Ad Support, Layout/Video Traffickers, Customer Management and a Product Manager, with in-depth staff development, training, designer contests, created and implemented workflows & SOP’s for increased efficiency in productivity and communication for our new 24/7 video stream channel.

● Led synergy designer project among multiple sites for in-sourcing purposes.

● Created online self-serve ordering form solutions for various sales departments.

● Led reorganization and renovation efforts in the office.

● Team leader for innovative tablet digital publishing project for ad production and page layout, while working on workflows for Sales/Order Entry, Media Design and Production. Daily Troubleshooting with various departments.

Calkins Media – Doylestown & Levittown, PA, and Burlington NJ.

Senior Advertising Manager - Customer Management Team, Obituaries and Public Notices, 01/2014 to 11/2016

● Developed and implemented Customer Management Team for Advertising Sales department to handle Ad Proofing, Trafficking & Fulfillment for print and digital advertising, while providing a higher level of Customer Service to our valued customers and internal departments.

● Decrease the percentage of customer churn, the amount of credits being written due to variable errors previously encountered by sales, order entry and production departments. Continue to organize, manage, hire, train hourly employees - both full time and part time for various positions in the Classified & Sales Department representing three publications.

● Work in a leadership role by implementing and overseeing new products and projects annually, while streamlining workflow procedures.

Manager - Classified Call Center, Obituaries and Public Notices, 04/2012 to 12/2013

● Manage, hire, train classified hourly employees - both full time and part time for 3 publications.

● Able to reduce staff, while increasing year over year revenue trends.

● Took on large classified redesign project, while integrating new sales protocols, thereby converting clerical staff into sales consultants for each of my 3 groups in the call center.

Facilitate a team approach to achieve organizational objectives, increase productivity and enhance employee morale.

Quick study with an ability to easily grasp and implement new ideas, concepts, methods and technologies.

Education:

Rider College – Lawrenceville, NJ

Major: Business

Bucks County Community College – Newtown, PA

Major: Business

Minor: Computer Science

Computer Skills:

– ASP /CRM / VPN / DFP

– ADBASE order entry programs

– Office 365; all programs

– G Suite; all programs

– ADOBE programs (PDF, PSD, INDD)

– MS Windows (all OS versions)

– ADP Time Keeping

– BPMN Flowchart Creation

– IFTTT Applets

Awards & Certifications:

2017 Google Web Designer Basics

2016 DFP Sales Management Fundamentals

– Google / Double-Click for Publishers

2016 DFP Fundamentals for Traffickers

– Google / Double-Click for Publishers

2012 Leadership Award - Calkins Media

2002 Employee of the Month

– Accuweather, Inc.

2002 Client and Company Service Award

– Accuweather, Inc.

2001 Client and Company Service Award

– Accuweather, Inc.

AccuWeather, Inc. (Educational Division) – Bensalem & State College, PA

Account Executive, 4/2000 to 03/2005

● Doubled sales and revenue in state territories, while retaining over 95% renewal business.

● Utilize innovative selling techniques and marketing strategies to present products and services.

● Prospect/develop accounts, while maintaining existing client base.

● Extensive travel; Trade show experience; Sales presentations; On-site training sessions; and negotiating contracts.

● Help Troubleshoot product related customer PC & Web access issues.

Consistently increase new customer growth and maintain a high percentage of renewal business each year.

Recognized as Employee of the Month for July 2002 and received annual Client and Company Service Award for 2001 and 2002.

● Adapted to market & industry changes, while implementing a higher level of organization in the Classified department.

● Incorporating new objectives and upsell strategies necessary to meet budget and goals.

● Rebuilt Inside Sales department for two publications by streamlining process and procedures in place thereby allowing sales reps more time to sell on the phones.

● Hired and trained new sales staff, and increased time management skills for the department.

● Worked proactively with various departments to expedite sales and production to meet weekly deadlines.

Manager - Inside Sales Department & Special Projects, 02/2012 to 04/2012

● Took on added responsibilities of managing special projects for 3 newspapers and digital.

● Coordinated efforts with Sales, Ad Operations, News and Interactive departments for PA and NJ sites, while successfully managing Inside Sales department.

Manager - Inside Sales Department, 02/2011 to 01/2012

● Rebuilt Inside Sales department for two publications by streamlining process and procedures in place thereby allowing sales reps more time to sell on the phones.

● Hired and trained new sales staff. Increased sales reps time management skills. Worked with various departments to expedite sales and production to meet weekly deadlines.

● Proactive approach with Marketing, while introducing multiple projects throughout the year to increase sales volume.

● Exceeded monthly, quarterly and annual department goals budgeted.

Advertising Specialist - Medical and Political Accounts, 03/2009 to 01/2011

● Doubled political advertising sales in print and digital for two publications in market, while continuing to grow other territory in local and major medical accounts by 10% or more each year. During 2010, our company hired a second Medical Specialist and divided the Medical accounts from my territory due to the volume of growth I brought in!

Advertising Medical Specialist - Local and Major Accounts, 06/2008 - 02/2009

● Increased Sales volume with ad agencies for major accounts, while increasing sales with local accounts each month to exceed revenue and new account goals.

Advertising Team Leader & Media Specialist, 07/2006 – 05/2008

● Manage and train a team of salespeople, while selling print and digital advertising. Significantly increased advertising lineage and sales volume in each new territory assigned.

● Redistributed new accounts I sold and established to individual sales reps on my team. Consistently surpassed monthly revenue goals.

● Submit forecasts and team reports to the site ad manager. Maintain Coop advertising selling efforts and responsibilities.

Advertising Representative, Team Leader & Coop Specialist, 03/2005 to 03/2009

● Business to Business Outside Sales.

● Sold and moved newly acquired accounts to various sales reps on team. Managed, trained and supported sales team. Inform and advise sales reps of Coop opportunities on a weekly basis.

● Along with my current tasks, I was asked to take on Coop and Team Leader responsibilities.

● Work with Manufacturer Reps and Corporate offices, when qualifying for or uncovering available Coop advertising campaigns.

● Called upon to train other salespeople.

● Volunteer for product analysis and marketing committees.

● Significantly increased Advertising Lineage and Sales volume in territory.

● Extremely Successful in Business Development, while turning dormant accounts into active accounts.

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