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Sales Manager

Location:
Charlotte, North Carolina, United States
Posted:
January 31, 2017

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J. Timothy Prichard

(252) ***-**** acyk6y@r.postjobfree.com 521 Stanhope Ln. Matthews, NC 28105

https://www.linkedin.com/in/tim-prichard-60046411?trk=hp-identity-photo

Summary

My background includes over twenty years of television and radio station sales management, local and national television sales, local and national radio sales and national television representation in large (Orlando, Raleigh, Charlotte, Detroit), medium (Memphis, Toledo) and small (Greenville-New Bern) markets.

Additionally, I spent ten years as an instructor in a public school setting where I trained, evaluated performance and "sold myself" daily to 150+ students. My personal brand focused on developing effective relationships with administrators, parents and students while fostering high levels of student achievement.

Experience

Sales Manager Raycom Media Memphis, TN

WMC NBC TV/wmctv.com/Bounce TV April 2016 – September 2016

My goal is grow market share with my teams of local and national sellers. My role as a leader is to be the fundamental link between strategy and execution of sales process; to innovate within the culture of the organization and lead my team to new heights. I encourage high performance and manage behaviors. I help my team prioritize; help those I lead develop and sustain strong relationships and I hire, train and coach continuously to point out any natural tendencies that get in the way of having more success. I offer support, clarify direction, teach how to ask better questions, assist with developing the best strategies for clients and help my team find ways to differentiate, be memorable and break the mold. While I coach to the known, we improve our ability to innovate around the unknown and we never assume we know everything about our client’s business no matter how long the relationship.

Local Sales Manager Bonten Media Group Greenville-New Bern, NC

WCTI-ABC/WFXI+FOX wcti12.com January 2014 – April 2016

Duties include all aspects of managing a local sales team. Although I have always been involved with local sales throughout my broadcast sales career, my experience was concentrated in leadership and developing sales processes specific to market and station(s) with an emphasis on transactional business. This position has given me the opportunity develop better skills in recruiting, training and coaching a local team of sellers and to work more closely with all department heads critical to station operations. Our local sales process and approach to coaching is unique to the industry.

National Regional Sales Manager Gray Television Greenville-New Bern, NC

WITN-NBC/My NET/ME TV witn.com August 2008 – January 2014

Maximized revenue and increased market share for national and regional revenue lines by working directly with all advertising agencies in the USA without the services of a traditional national rep firm.

I utilized a sales process developed over years of working at broadcast stations and rep firm offices that focused on product value and avoided the trend of commodity selling. I operated as an in house "rep firm". Contacts were made; relationships developed and once negotiations began avails were generated specifically to match each individual client's needs including demo specific station estimates, sports, specials and rationale for all programming. Alternative sub-channel stations, digital and special non-traditional opportunities were also presented.

My clients had the advantage of dealing directly with a station decision maker.

Regional National Sales Manager Sinclair Broadcast Group Raleigh, NC & Richmond, VA

WRDC-UPN WLFL-WB (CW) Raleigh WRLH & FOX Richmond April 2002 – August 2008

Primary contact for all national business for FOX Richmond, VA and CW & MNT Raleigh, NC. Consistently grew revenue and share. Total annual billings for all three stations in excess of 16 million dollars annually. In DMA #24, the Raleigh stations, I developed a sales process for local sellers and our national rep firm that monetized our delivery of African American viewers in the 11 ranked DMA for black households. I used African-American research and profiled income, educational background and buying habits. We not only grew share for a rating challenged UPN, but also secured exclusive dollars for my station through working directly with clients and agencies specializing in the African-American consumer. Examples included Procter & Gamble, Allstate, Burrell Advertising and others.

Account Executive Katz Media Group Charlotte, NC & Detroit, MI

Three years with National Rep firm - one year in Detroit 1984-85; two years in Charlotte 2000-2002

Regional Sales Manager New City Broadcasting Orlando, FL

WDBO AM & K92FM prior to ‘84

Worked with advertising agencies in Miami, Tampa, Orlando and other cities where the agency preferred to work directly with a station decision maker. Applied personal selling skill set learned on the streets in Detroit and Toledo securing maximum revenue on all business including NTR. Also trained, led and coached local sellers in all aspects including making local calls, developing presentations and promotional and event selling.

Sales Manager Baton Broadcasting Detroit, MI & Windsor Canada

CKLW AM & FOX 94FM

Led the sales efforts for both of our rep firms - Canada and the US, was responsible for all national revenue. Also provided training and coaching of our local team of sellers in Detroit. I was also part of the management team who selected new on-air talent, searched and hired our advertising agency (Brogan Cabot) when launching two new stations. We were the first team to bring Paul W. Smith (currently Morning Man for WJR) to the Detroit DMA in 1984. Had previously been a local Account Executive.

Other Professional Experience

Account Executive WTVG-NBC (now ABC) Storer Broadcasting Toledo, OH

Account Executive WDBO AM & K92FM Baton Broadcasting Detroit, MI & Windsor Canada

Assistant Producer and News Photographer WNWO/NBC-TV Toledo, Ohio

Seminole County Public Schools, Lake Mary Florida

Managed all aspects of a classroom - trained, evaluated the performance and "sold myself" daily to 150+ students.

My fellow teachers elected then re-elected me as their NEA Facility Representative Liaison and I served two terms. I also served as Team Leader, Guidance Liaison and one term as staff rep on the Parent, Administration and Faculty Long Range Planning Committee. Awards included grant recipient for "Newspaper in Education", teacher of the month six times and recognized for excellence by the Florida School to Work Program. While serving as a member of the Twentieth Century Writing Team several of my original project ideas were published.

Education

Troy State University, Winter Park, Florida - Master of Science in Counseling and Psychology candidate. Attended one term and earned 4.0 GPA

University of Central Florida, Orlando, Florida – Post Grad Leadership and Mentor Training

Bowling Green State University, Bowling Green, Ohio - Bachelor of Science in Communication; Specializing in Business Administration



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