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Sales Account Executive

Westfield, NJ
October 18, 2018

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Phone - 201-***-****

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Accomplished broadcast media executive with over 15 years experience in planning, business analysis, operations and sales. Proven track record in implementing systems, analyzing marketplace conditions, training, coaching, and developing talent. Adept at building valuable partnerships with vendors and senior level department managers and streamlining internal processes for operational and cost efficiency. Demonstrated ability to make quick decisions in fast paced, deadline driven environment.


Leadership Relationship Management Quality Control

Change Agent Control Under Pressure Effective Decision Maker

Project Management Exceed Objectives Mentorship

Effective Communication Strong Critical Thinking Skills Business Process Improvement


Channel Media Solutions; New York

Senior Business Analyst May 2010 – Present

Accounts: Bloomberg Television, Fuse/MSG, NBC Universal, AMC Networks, Fox Network Group

Manage projects/accounts in collaboration with internal project stakeholders and outside vendors such as Invsion (DMC Planning (DealMaker) and Traffic (CrossRoad)), Sintec (On-Air) and Wide Orbit (WO Network)

Clarify client requirements, business needs and project objectives, via feedback sessions and client meetings, in collaboration with all stakeholders

Project Manage/coordinate work of employees and vendors and facilitate communication to meet deadlines and client demand

Provide situational leadership to motivate individuals

Document/analyze current state business processes and procedures and write business requirements

Review, analyze and approve Business Requirement and Functional Design documents

Recommend and implement new business procedures/policies to optimize efficiencies and maximize revenue for sales operations, pricing, deal planning, inventory management, and revenue reporting

Evaluate vendor/system solutions and modules for ad sales planning and traffic systems

Test new system functionality and enhancements to ensure business needs are accounted for

Create and test Use and Test Cases as blueprint for User Acceptance Testing

Application Support on Ad Sales Planning and Traffic Systems (DealMaker and OnAir)

Track user and development issues using Jira and Service Now

ReelzChannel; New York

Vice President, Pricing and Planning

Oversaw implementation and integration of Dealmaker planning and VCI traffic systems

Developed liability model to manage process of resolving severe underdelivery situation

Worked closely with Senior Consultant to help develop predictive 5 year revenue model

Analyzed and approved all proposals based on pricing, mix/inventory usage, client and internal objectives

Created upfront pricing model and ratecard based on ratings estimates and company revenue goals including the addition of selling prime mirrors to maximize inventory and revenue

Black Entertainment Television; New York, NY

Director of Pricing, Planning & Inventory

Supervised, trained and evaluated staff of 19 sales planners, assistants and analysts in NY and defacto supervisor of 10 additional staff members in Chicago/LA

Managed day-to-day operations on $300+ million of commercial inventory annually

Team leader on successful Ad Sales Systems projects; 1) integration of the Dealmaker front-end planning system with the back-end JDS traffic systems, 2) migration of traffic system from JDS to VCI and integration with Dealmaker, 3) implementation of Stewardship and Approval Modules in Dealmaker.

Created upfront pricing model and ratecard based on historical sales patterns and ratings analysis in order to maximize revenue potential and developed strategies for selling BET programming

Analyzed and approved proposals based on pricing, inventory usage, client goals and internal objectives

Developed and implemented policies and procedures to comply with Sarbanes-Oxley accounting rules and internal goals and to increase back office efficiency

Monitored monthly MSA post reports and work with Ad Sales Finance, AEs, and Sales Planners to maintain accurate monthly liability reports

Reported sellout, network liability, and revenue potential to senior sales management and provided ad hoc reports as necessary

Courtroom Television Network, LLC; New York, NY

Manager of Planning

Core team leader on successful Ad Sales Systems projects; 1) integration of front-end planning system with the back-end traffic system, 2) designed and implemented custom enhancements to accommodate mirrors

Continuous pricing and inventory analysis based on sales demand and market conditions

Reviewed and approved proposals, move requests and make goods to make sure they meet clients needs while adhering to internal goals and policies

Supervised, trained and evaluated performance of 7 sales planners across 4 national offices

System Administrator for planning system. Responsibilities included; maintain rate card and sales information; troubleshoot errors, maintain integration, evaluate new modules and test new versions

Developed internal stewardship process to ensure delivery of client schedules

Member of IT Project Committee that evaluates vendors and helps determine departmental budgets

Developed and implemented sales policies, and departmental roles and responsibilities

Turner Broadcasting Sales – TBS, TNT and Turner Syndication; New York, NY

Associate Account Executive/Sales Planner

Agencies: JL Media, MMS, MRI International, Tradewell, Total Communications, Impiric, Teletime,

NorthCastle Partners, Schiefer Media, J.D. Salthouse, Media Edge, Hal Riney, J. Walter Thompson, Bates, SFM, J.F. Murray, Carat

Wrote $4.2 million out of assigned list in first year of direct sales and developed new business from accounts including JVC, Samsung, Curative Health Services, MedImmune, Restore

Created and presented targeted sales, marketing, and promotional opportunities to clients

Negotiated cable television, syndication, and internet media deals

Researched sales opportunities through Hoovers, IAC In-site, Agency Redbook, and $alesFax

Point Person and Acting Account Executive covering Media Edge from May through August 2000 while account was unassigned and during upfront negotiations

Monitored liability and tracked audience delivery through post-buy analysis to insure integrity of deals

Completed intensive media training program proprietary to Turner Broadcasting

Media Buyer/Assistant Buyer, National Broadcast/Cable/Syndication

Zenith Media; New York, NY

Ammirati Puris Lintas; New York, NY

Active Media Services; Pearl River, NY

Accounts: M&M/Mars Sports, Hewlett Packard, Puma, Foot Locker, Sara Lee, Ocean Spray, Church & Dwight, Tiger Electronics, International Paper

Planned, negotiated, and purchased advertising schedules on cable and broadcast networks

Prepared and presented buy recommendations and anlysis to media planners and clients

Created tracking report for brand budgets and weekly percentage of GRP’s for :30 and :15 second commercials

Projected delivery of upfront and scatter schedules and negotiated makegoods and audience deficiency units

Completed post-buy analysis to verify all deal guarantees had been satisfied

EDUCATION: Bachelor of Science, Marketing - Smith School of Business, University of Maryland

COMPUTER SKILLS: Sintec Media (OnAir), DMC Planning (Dealmaker) and Traffic (CrossRoad), VCI, JDS, Paradigm, WO Network (Wide Orbit), Donovan, Ordergrid, Microsoft Office Suite, Jira, ServiceNow

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