VP of Sales for Multicultural Media Company.
Resume:
Tony Foster
Southfield, MI *****
acqnu7@r.postjobfree.com
Client-focused professional with over 15 years of experience in both advertising sales and management. Proven history of providing customized integrated media programs that provide measurable solutions focusing primarily on automotive manufacturers and automotive aftermarket companies. Constantly striving to expand client base by seeking new business opportunities. My Accounting background provides a unique skill set that allows me to excel in the areas of budgeting, revenue and cost management.
Specialties: B2B & B2C Media Sales, Event Sponsorships, Client Relationship, Team Management, CRM, Social Media, Database Management, P&L Management and Microsoft Office.
Experience
Vice President of Sales 2014 – Present
Michigan Chronicle
Detroit, MI
Responsible for business development and revenue across all platforms including print, custom publications, digital and event sponsorships
Manage display and classified sales staff and all sales activity
Develop customized marketing proposals that meet and exceed client goals and objectives
Build and maintain client relationships through ongoing face-to-face and virtual communication
Work directly with Publisher on overall strategy for developing new products and services
Forecast and track revenue across all platforms
Custom Content Sales Manager - Plastics News 1997 - 2014
Crain Communications Inc.
Detroit, MI
Responsible for selling custom print, digital, video and event marketing solutions to Marketing executives in the Plastics industry
Sold the first custom content media plan in the history of Plastic News
Identify individuals within the organization that influence and have decision-making authority with respect to marketing budgets
Work with Internal departments to build media programs that address client marketing goals and objectives
Manage entire RFP process including preparation of proposal, execution of program and review of program deliverables with client
Build and maintain client relationships through ongoing contact via face-to-face meetings, phone calls and emails
Address all client needs with respect to program deliverables, invoicing, etc.
Provide accurate quarterly and annual revenue and entertainment expense forecasts to Publisher
Track sales activity in ACT! Database
East Region Sales Director - Autoweek Media Group
Responsible for selling print, digital, mobile, tablet and video programs to marketing executives at Automotive OEM, Aftermarket companies and their Advertising agencies
Primary clients were Ford Motor Company and their advertising agency, Team Detroit
Manage and supervise East Region Sales Associate
Sold the largest integrated media plan ( $1.2 Million) to BMW in 2013
Increased annual revenue an average of 12% per year for 7 years
Work with internal Marketing and Social Media teams to plan and create integrated advertising programs to address client marketing goals and objectives
Manage entire RFP process including preparation of proposal, execution of program and review of program deliverables with client
Work with editorial team to build feature stories for print and online platforms
Build and maintain client relationships through ongoing contact via face-to-face meetings, phone calls and emails
Provide accurate quarterly and annual forecasts to Managing Director
Track sales and entertainment activity in ACT! database
Eastern Region Advertising Manager - Autoweek Media Group
Worked directly with senior management at advertising agencies to sell multi-media packages to automotive manufacturers including Audi, Volkswagen, Porsche, BMW, Mercedes, Jaguar, Land Rover and Volvo
Developed strategic proposals using PowerPoint to address client marketing and advertising goals
Managed travel and entertainment budget
Provided strategic sales reports to Commercial Director
Generated $750k of new business utilizing online CRM program
Advertising Director - Autoweek
Managed and trained staff of seven sales representatives in Detroit, New York and Los Angeles
Responsible creating and maintaining revenue streams for print, online, mobile, and events
Increased revenue by an average of 10% for two years
Used custom Excel reports to prepare monthly, quarterly and annual budget reports for Management team
Generated and reviewed sales activity reports from ACT! Customer database
Reviewed all expense reports for accuracy on a weekly basis
Worked with Finance to develop sales commission program.
Responsible for all personnel management issues including hiring, training, and performance reviews. Worked with HR on terminations and workforce reductions
Midwestern Advertising Sales Manager - Autoweek
Sold integrated media packages in the Midwest region across print and online platforms
Increased advertising revenue by 35%
Provided accurate monthly and quarterly revenue forecasts to Advertising Director
Develop client relationships through various forms of entertainment
Manage travel and entertainment budget
Track sales activities in ACT! database
Produced the first ever Autoweek Teen Driving Summit
Regional Sales Manager -
Automotive News Group: Automotive News, Automotive News Europe, & Automobilwoche
Sold entire Automotive News Group product mix including print, event and web site sponsorships, as well as stand-alone supplements
Winner of the 2000 and 2001 award for greatest territory increase
Exceeded revenue goals for 6 consecutive years
Called on all levels of individuals including Directors, VP’s and Presidents of client base
Provided accurate annual forecasts to Advertising Director
Built and nurtured client relationships
Consulted with clients and ad agencies on creative copy for advertising campaigns.
Track sales activities in ACT! database
Financial Analyst, Budget department – Corporate
P&L responsibility for 11 of the 31 Crain Communications B-to-B publications totaling over $ 70 million in revenue
Worked directly with Publishers to help achieve financial goals for their respective publications
Analyzed financial data and prepared cost analysis to ensure all financial targets were met
Produced monthly actual vs. budget financial analysis reports
Assisted Ad Directors with sales incentive programs for Sales managers as well as discount programs for customers
Financial Analyst, Finance and Budget department 1991 - 1996
SBC (formerly Ameritech) Troy, MI
Prepared P&L statements for Sales department of Yellow pages division
Developed and managed marketing and sales advertising budgets
Responsible for quarterly and monthly actual vs. budget reports
Developed commission programs for sales departments
Senior Accountant, Audit 1987 - 1991
Deloitte & Touche Detroit, MI
Audited financial statements for Fortune 500 clients including General Motors, Michigan Consolidated Gas Company, and Blue Cross Blue Shield
Responsible for overall engagement including supervision of staff
Reported directly to Senior Manager and Partner in Charge on all engagements
Worked directly with client to ensure financial statements were reported accurately and in accordance with Generally Accepted Accounting Principles
Education
Michigan State University East Lansing, MI
BA, Accounting 1987
Special skills
Proficient in all MS Office programs, ACT! Customer Database, PeopleSoft and TheList.com customer prospecting tool
Extracurricular Activities
Member of Adcraft
Partner of Cornerstone Schools
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