Sales Manager

BRUCE W. PATTANI

* ***** ********* *****

Kenner, Louisiana 70065

504-***-**** cell 504-***-****

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

CAREER PROFILE:

Dynamic, top-producing sales executive with over 30 years experience as a broadcast industry professional in leadership roles which have included Director of National Sales, General Sales Manager, Director of Sales, Local Sales Manager, and Account Executive. Produced significant revenue growth in highly competitive markets. Results oriented professional with proven abilities measuring success in the following areas.

Expertise includes:

Account Development and Retention

Strategic Planning

Team Building

Relationship Management

Interactive Selling

PROFESSIONAL EXPERIENCE:

Sept 2008 CUMULUS BROADCASTING, Shreveport, La.

to Nov 2008 General Sales Manager

Directed urban stations KVMA/KMJJ until major managerial

attrition throughout company. Accomplished reorganization

of sales department, heightened rates and increased revenue shares

during brief tenure there. Developed new sales strategies and

promotional visability around syndicated programming.

April 2007 URBAN RADIO BROADCASTING, Alexandria,La.

to Sept 2008 Director of Sales

Managed and directed radio stations KMXH/KBCE responsible

for hiring and training sales department and Local Sales Manager.

Implemented sales strategies, goal setting, and programming.

Responsible for 800k annual budget for 2008. Generated significant

Improvement in new business acquisition and led corporate group

of 24 stations with highest increase in total revenue over 2007.

Reached entire 2007 yearly revenue by June 2008. Led all markets

with the highest ytd percent to goal at 112% where 40% of revenue

was tied to new local direct business.

October 2004 CITADEL BROADCASTING, New Orleans, Louisiana

to March 2007 Director of National Sales/Louisiana

Grow sales for 14 radio stations in three Citadel Markets (New Orleans, Baton Rouge, and Lafayette, Louisiana). Stations include Urban, Country, AC, Hot AC, Rock, and Gospel. Direct promotion and sales of national advertising for all stations through Cristal Radio in Atlanta, Georgia and 11 other markets nationwide. Provide leadership for 52 sales representatives from all Katz Radio Groups focusing on achieving goals to beat the market on all stations and outpace respective markets.

Exceeded expectations for 2006 year end finish for New Orleans during a very competitive post- Katrina year. National market finished +11% and Citadel New Orleans finished +26%. Lafayette finished +14% with the market at -2%. Baton Rouge bested the local market by 10.2% and maintained a targeted 30 share.

Achieved budgets for all three markets in 1st, 2nd, and within 90% of 3rd Quarter. Increased New Orleans revenue for the 4th Quarter by as much as a 3 share point increase over the prior year for Citadel.

Major clients include Home Depot, ATT/BellSouth, Dodge Dealers, Guitar Center, GMC, and Honeywell.

September 2002 CLEAR CHANNEL RADIO /WYLD AM/FM.

to September 2004 New Orleans, Louisiana

General Sales Manager

Implemented all sales activities for AM and FM stations.

Placed number one in the Clear Channel Cluster according to Miller-Kaplan and number two in the market behind WWL Radio.

Increased revenues up to 30% over previous year; met or exceeded budget for 14 consecutive months.

Captured highest rates for key programming such as the Tom Joyner Morning Show.

Achieved budget using least amount of inventory in stations’ recent history.

December 2001 CUMULUS BROADCASTING, KTCX, KAYD, KQXY and ESPN.

To Sept 2002 Director of Sales

Guided three FM and two AM stations in highly competitive market. Developed and implemented sales strategies for all stations. Managed and maintained focus of 12 sales executives to meet and exceed company sales objectives.

Increased revenues by 16% leading region within first four months.

August 2001 to BEASLEY BROADCASTING, KMEZ FM 102.9,

December 2001 New Orleans, Louisiana

Local Sales Manager

Joined aggressive group of radio stations. (Station group sold to Wilkes Broadcasting in November of 2001).

After first three months, hit budget for first time that year.

January 1998 FOX 8 TELEVISION, New Orleans, Louisiana

to August 2001 Local Sales Manager

Established budgets, set department goals and strategies. Trained and motivated sales force to achieve sales goals. Coordinated NTR programs. Collaborated with traffic manager on inventory management and control. Implemented rate structure and coordinated pricing with national sales.

August 1988 WVUE-TV, BURNHAM /EMMIS BROADCASTING COMPANY,

to January 1998; New Orleans, Louisiana

October 1976 Account Executive

to December 1982 Sold broadcast time to agencies and direct accounts in the Greater

New Orleans area. Secured new business and developed existing accounts through agency contacts. Handled national agencies and accounts buying directly through WVUE. (Station owned by Gaylord Broadcasting Company from 1976 to 1982.)

Promoted by new owners to above position as Local Sales Manager when Station bought by Emmis Communications in 1998.

April 1984 WGNO-TV, TRIBUNE BROADCASTING COMPANY,

to August 1988 New Orleans, Louisiana

Account Executive

Sold spot advertising to local agencies and direct accounts. Regularly acquired competitive information such as rates and programming from all broadcast stations in New Orleans market.

Achieved significant sales in areas with heavy concentration in national agencies where approximately 74% of billing was generated.

January 1983 WYAT/WLTS AM/FM, New Orleans, Louisiana

to March 1984 Account Executive

Sold advertising to direct account and advertising agencies in New Orleans area. Enhanced station visibility by participating in numerous community assignments.

Developed specific promotional programs for advertisers and the stations.

March 1976 to WIFI RADIO, Philadelphia, Pennsylvania

September 1976 Account Executive

Promoted station as advertising medium to metropolitan area businesses. Handled all aspects of promotion, including creative development of advertising campaigns, production and development of commercials, and copy writing. Served as Advertising Consultant for numerous client businesses. Formulated budgets.

Quickly generated significant amount of new business. Hit budget within first month in position.

EDUCATION CHEYNEY STATE COLLEGE, Cheyney, Pennsylvania

History Major, Political Science Minor

Katz Radio Broadcast Sales Management Graduate

TVB Broadcast Television Graduate

ADDENDUM

Nov 2012 to Present YP.COM / INTERNET

Premise Representative for the New Orleans Region

Including St. Tammany, Jefferson, Terrebone and River

Regions. Maintaining of all internet and print business

as well as new business for this area. Conversant in SEO and SEM

Increased ITA to over 15%. Multiple sales awards and

recognitions.

May 2012 SMS/ SRATEGIC MANAGEMENT SOLUTIONS

To Nov 2012 Senior Area Manager for Small and Medium sized businesses.

Analyze profiting, cash flow, systems, procedures, incentives, and

controls measuring quality of life for business owners preparing

growth vision and long range stability and sustaining their business

for the future.

July 2010 CITADEL BROADCASTING, New Orleans, La

To May 2012 Radio Marketing Consultant-Coordinator of Special Projects

Rejoined Citadel Broadcasting as a Marketing Consultant to

businesses not currently on air. Targeted industries as Shoring

Companies, Disposal Companies, Construction Companies,

Home Improvement Companies specializing in Energy

Conservation and other targets as directed by Market Manager and

Director of Sales. Also targeted independent businesses as Tax

Consultants, the Home Health Care Industry and its related fields.

AREAS OF EXPERTISE

Media planning and development

Competitive analyses

Advisory and direction

Radio Management expertise

Television Management expertise

Research dissemination and application

Commercial production

Script writing

Guidance in forecasting developments in broadcast industry

Interactive Development and positioning

Direction in budgeting and forecasting revenue

Technical ratings and data knowledge

Nielsen Ratings analyst

Arbitron Ratings and Scarborough Research analyst

Business Philosophy:

It has been my experience that credibility, image, hard work and a determination to win will bring the benefits of success. Leading the way and not pointing the way is my core belief. As a Consultant and Advisor over the years, learning where your strengths are and learning from your weaknesses is what makes you successful.

If you know what brought you to where you are..then it’s pretty apparent you will get to where you want to go. Its intestinal fortitude… being smart enough to know what you don’t know then learning it and lending your expertise to others is what makes it happen. This is what I continue to strive for.

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