Senior Sales / Manager / Marketing Professional

Andrew Fagen

Cell: 210-***-****, Email: ****.*****@***.***

www.linkedin.com/in/andrewfagen/

Senior Sales / Manager / Marketing Professional

? New Business Development ? Organizational Leadership ? Consultative Sales

? Key Account Growth ? B2B ? E-commerce

A reliable, trustworthy and dedicated sales professional who focuses on

achieving results. A decisive leader and adept at dynamic plan

implementation. A driven professional who possesses a proven track record

of business development translating strong understanding of customer's

business needs into high-dollar sales and organizational growth.

Demonstrated abilities:

Client Partnering Team Building Training/Coaching

Concept Selling B2C / Negotiations Marketing Campaigns

Advertising Strategies Strategic Alliances Revenue Generation

Achievements

Customer/Client Partnering - Collaborated with single point Dodge dealer

who's business was lagging behind the market by designing and implementing

an advertising campaign utilizing TV. Results: Increased sales from 90

units a month to 300 units.

Consultative Sales - Crafted a custom program that directly addressed the

needs of a retailer new to television through creative product placement.

Results: Grew client's business 18%, outperforming the overall company by

13%.

Business-to-Business / Business to Customer - Partnered with 11 Dealers to

build a new advertising group in creating the Auto Park West. Results:

Generated $350K in first year of new revenue.

Business Development - Grew new business through account management and

revising incentives. Results: Increased sales by $300K a year, for six

consecutive years.

Turned-around a station by coaching, mentoring, and training the sales

team. Results: Added $800K of new business, leading the team to outperform

the market by 15%.

Client Relationship Management - Grew top 20 accounts by $2,126K/63%

through building relationships with top clients,

Revenue Generation-Met or exceeded budgets 14 of 16 consecutive quarters,

amounting to four consecutive years of surpassing budgets.

Key Account Management - Developed key accounts by designing incentive

program and custom pricing options and added elements of nontraditional

exposure and secured long-term contracts. Results: Increased annual base

with 82% of key accounts.

Training/Coaching - Created KEYE-University and taught all the relevant

sales tools necessary to perform at a professional level. Results: In first

nine months, improved sales from pacing 20% below the market performance to

115% exceeding the market.

Project Management- Developed targeted promotions, sponsorships and multi-

media packages to drive revenue on the web. Results: Attained digital

sales of $188K in year one, $246K in year two, and $323K in year three.

Andrew Fagen Page 2

Professional Experience

Principal Consultant, StrategyUP, San Antonio, TX 2013 to

present

Consult businesses on building effective and efficient strategies to

improve marketing, advertising, public relations, and business development.

Help to maximize media exposure by assuring that paid advertising receives

optimum efficiencies. Evaluate media opportunities. Develop and present

training programs, instructional materials, and ongoing individualized

coaching.

Regional, National Sales Manager, KSAT-TV (PNS), ABC affiliate, San

Antonio, TX, 2006 to 2013

Manage daily sales efforts of the national rep firm and the local team of

regional salespeople for KSAT-TV, MeTV, and KSAT.COM. Conduct pricing,

positioning, and negotiation of regional and national billing. Recruit and

develop Regional sales team. Oversee inventory to maximize revenue

opportunities. Lead daily sales efforts of the local sales team on all

direct, agency, and developmental clients. Direct price, position,

negotiation of local sales for KSAT-TV, KSAT.COM, and LATV. Recruit and

develop local account executives. Increased national share in 2011 and

2012, out-performing the market both years. Improved regional transactional

business 14% in first four quarters. Grew local sales share of business in

2007, 2008, and 2009. Increased web revenue 26% in 2007.

Local Sales Manager, WBIR-TV (Gannett), NBC affiliate Knoxville, TN,

2001 to 2006

Managed daily sales efforts of half of the local sales team and half of the

national rep firm offices. Directed price, position, negotiate, and

implemented sales efforts at national rep firm offices (GTMS) in Atlanta,

Charlotte, Detroit, Minneapolis, Boston, Florida, and Denver. Managed

inventory and inventory demands. Developed and conducted sales training

sessions. Created promotional opportunities and new revenue generation

ideas and increased advertising. Grew business and share in respective

offices in the first two quarters. Best in Gannett for "Project Upfront

2005" $988K of new business developed in 2002, $1,756,480 in 2003,

$2,013,540 in 2004, and $2,036,592 in 2005 Through special projects and

promotions, developed $118,000 in web revenue in 2002, $245,672 in 2003,

$323,485 in 2004, and $399,763 in 2005 Grew 2002 local revenue (non-

political) by 3.3% Grew 2003 local revenue (non-political) by 9.7%

Local Sales Manager, KEYE-TV, CBS O&O Austin, TX, 2000 to

2001

Oversaw the activities of all local sales professionals, sales assistant,

sales promotions coordinator, and research director. Managed inventory and

established rates. Forecasted revenue and inventory demands. Created and

reviewed quarterly and annual sales goals. Increased pacing in first nine

months from low 80% to fourth quarter 115%. Increased revenue on 82% of

clients placing annual contracts. Established training program for

continuing development of sales team. Developed over $800K of new and non-

traditional revenue.

Regional Account Executive, KXAN-TV (Lin), NBC affiliate Austin, TX

1995 to 2000

Prospected, researched, qualified and developed new business while

maintaining and increasing advertising dollars spent on station.

Recognized as the top Account Executive in Austin television, radio or

print for customer service based on understanding the client's needs,

accuracy of work, creative problem solving, assisting clients, providing

market information, being up to date on the industry, and overall service

in the June 1999. Awarded by Customer Service Counts survey by The

Marketing Communications Group. Consistently achieved more than double-

digit yearly growth in billing. Met or exceeded budgets amounting four

consecutive years.

Account Executive, KLSB-TV, NBC affiliate, Nacogdoches, TX

1991 to 1995

Grew new business and managed accounts by developing ratings analysis, and

compiling programming data for clients and sales staff.

Education - B.A. in Communication, Major- Radio/Television, Minor -

Marketing, Stephen F. Austin State University, Nacogdoches, Texas

Software: Wide Orbit, Sales Line, BIAS, Enterprise, VCI, TV Scan,

Omega, BMP, CMR, STAR, MS OFFICE, Marshall Marketing, Scarborough,

Stohl Research, Survey USA, Matrix.

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