Development Director / General Sales Manager

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Greg Shelley

Tallahassee, Florida 850-***-**** **********@*****.*** linkedin.com/in/greg-shelley/ Foundation & Development Director

Marketing Leadership Business Development Strategic Planning Relationship Building Professional Summary:

• Offering 20+ years of experience and achievement building and directing strategic sales and business development initiatives; driven, hands-on marketer poised to shift to a strategic fundraising and foundation development leadership role.

• Sound communicator and negotiator with combination of business and sales acumen, expert ability to close deals, and keen ability to spearhead complex and highly visible projects involving multi-million dollar operations.

• Solid history of success coaching teams, managing diverse staff members, and fostering winning, supportive workplace environments; proven leadership skills and proud U.S. Army Veteran (Helicopter Pilot).

• Track record of achievement working independently, overseeing administrative functions, and collaborating with cross-fictional teams to create strategic roadmaps; creative thinker with boundless energy and enthusiasm. Areas of Proficiency:

• Program Leadership

• Relationship Development

• Project Management

• Business Management

• Broadcast & Cable Television

• Digital Advertising

• Team Building & Recruiting

• Donor Cultivation & Solicitation

• Fundraising & Charitable Gifts

• Data-Driven Decision-Making

• Written & Verbal Communications

• Cross-Team Collaboration

Key Career Achievements

• Earned commendation for ability to quickly understand clients’ business needs, develop solutions, and close sales which will enable me to expand donor reach, groom donor expectations, and sustain donor prospect portfolios; increased digital advertising sales +127% while serving as General Sales Manager at WCTV.

• Developed expert ability to build iron-clad relationships with clients using solid negotiation skills and leveraging internal and external resources; successfully managed accounts worth $2.5M in earlier role with WCTV.

• Built reputation for creative mind, project management skills, and vast experience introducing innovative process improvements that will position me to build relationships with strategic partners, donor bases, major donors, and board members from diverse backgrounds; grew book of business at Time Warner Cable from $400K to $1.1M over six years. Professional Experience

General Sales Manager • 2014 – 2020

WCTV (Gray Media Group) — Tallahassee, Florida

Directed day-to-day and long-term operations and strategic planning for all on-air and digital advertising sales revenue. Applied marketing expertise to create demand and devise growth strategy that identified business opportunities and drove revenue increases. Closely coordinated with cross-functional teams and internal partners to manage budget and oversee payroll for sales department. Created and priced on-air and digital advertising products and marketing services to maximize revenue.

Key Achievements:

• Drove new business using keen interpersonal skills, professional network, and sales abilities; grew local direct client advertising sales revenue +47% and digital advertising sales revenue +127%.

• Developed and nurtured solid relationships with local, regional and national partners; passionately advocated the WCTV brand, television programs, online content, and special events and projects while enthusiastically representing the station within the community.

• Quickly earned promotion from Regional Sales Manager to General Sales Manager in 2015 in recognition for exceptional leadership and operations management skills. Greg Shelley

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Account Executive • 2006 – 2014

WCTV (Gray Media Group) — Tallahassee, Florida

Orchestrated all bottom-line factors for developing sales strategy and executing account management plans. Developed and implemented dynamic sales strategy and process to enhance overall growth. Managed face-to-face customer meetings and utilized keen negotiation skills. Fostered and strengthened existing client relationships and generated revenue by initiating strategic discussions at executive levels and demonstrating the ROI of advertising with the station. Aggressively prospected for new opportunities and closed deals to enhance business development. Key Achievements:

• Successfully grew my book of business from about $500K of annual sales revenue to more than $1.5M

• Led negotiations for deals that included highest margins at station by implementing strategic initiatives and leveraging innovative sales tactics.

Sales Marketing Manager • 2005 – 2006

WHEC (Hubbard Broadcasting) — Rochester, New York

Applied entrepreneurial spirit, expert knowledge of television advertising sales, and effective leadership skills to increase ad revenue. Drove sales growth and executed strategies for expanding market share by conducting client needs analysis, market research, and program and media platform selection. Held bottom-line accountability for leading business development, fostering strategic partnerships, and strengthening sales operations. Closely collaborated with senior leaders during strategic marketing planning. Key Achievements:

• Led efforts to bolster station’s digital presence and better position WHEC against competitors; increased monthly page views from 600K in August 2005 to 1.1M in February 2006.

• Effectively grew and serviced assigned accounts while developing new business; expanded my sales revenue by more than $300K.

Additional Experience

Account Executive

Time Warner Cable Media Sales — Rochester, New York St. Petersburg, Florida Education & Qualifications

Bachelor of Science in Applied Science and Technology Thomas Edison State University — Trenton, New Jersey Commercial Instrument Pilot Certification

Federal Aviation Administration

Technical Skills: MS Office Suite, Windows 10 Pro, Matrix, Wide Orbit, and comScore.

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