Sales Manager
Resume:
Byron Williams
Sales and Marketing Specialist
Amarillo, TX
adefye@r.postjobfree.com
• I have over 25 years of experience in Television and Digital Sales and Marketing. 20 of those years are in Mid and Senior level Management.
• I am willing to relocate or I can work remotely,
• I am a leader, teacher, trainer, customer service specialist and mentor.
• I have put together integrated marketing plans for almost every category of businesses from the small business owner to multiply Million Dollar companies.
• I am smart, creative, patient and able to bring teams together to succeed.
• I can take direction and use all assets available to me. I believe brainstorming with our employees is the best way to come up with the best ideas for clients.
#readytowork
Willing to relocate: Anywhere
Authorized to work in the US for any employer
Work Experience
Director of Sales
KION-ABC / NION-CW / KMUV-Telemundo
November 2018 to March 2020
* Manage Team of six AE's, one LSM, Two Coordinators and three Traffic Coordinators.
* Manage all Digital Verticals that News-Press Gazette owns including all 3rd Party Vendor Assets.
* Manage all inventory for ABC, CW and Telemundo Television Stations.
* Manage Revenue budget that included a $7M Core, $150k NB and $250k DI Budgets.
* Responsible for all Political both Local and National.
* Responsible for beating the Market Audit growing share both local and national.
* Responsible for working with Corporate on Annual Budgets for Core, NB, Digital and Political.
* Responsible for setting monthly, quarterly and annual budget goals for each AE.
* Responsible for working with Corporate on Annual Department Revenue & Expense Budgets. Reviewing each month with GM
* Responsible for weekly 1x1's with all AE and LSM for pending and forecast and to review CRM goals, NB & Digital goals.
* Manage sales efforts in marketing packages utilizing broadcast, Digital, OTT and email marketing.
* Responsible for all weekly forecast, Broadcast and Digital.
* Responsible for weekly meeting with Creative Service Director regarding all production for the Sales Department.
* Manage, teach and train Sales Staff on all new products and programs we introduced.
* Had weekly 1x1 with Local Sales Manager to review AE's and Coordinators progress towards NB, Core and Digital along with reviewing AE's performance in our CRM.
* Each AE had to have at least one Client Sales call with me each week and two with the LSM.
* Weekly forecast and update for GM and Corporate Director of Sales.
* Responsible for working with Katz Media and Telemundo Spot Offices for all National Business.
* Manage Coordinators on all Research Projects and Power Point presentations.
* Worked with LSM to put together various Sponsorships, promotions, specials sales campaigns including convergence packages, seasonal and Holiday specials.
* Worked with all Department Heads on new Revenue Streams and ideas. This included weekly meetings News Director to discuss new ideas and review current projects.
* Responsible for representing KION/NION/KMUV and News-Press Gazette in the Community at Station events and Chamber Events within the entire Central Coast area.
* Responsible for helping staff and station develop, maintain and cultivate relationship in the Central Coast Area.
General Sales Manager
KVII-ABC / NVII-CW
April 2017 to March 2018
* Manage Team of six AE's, one LSM, three Coordinators and the NSM.
* Manage all Digital Verticals that Sinclair owns including all 3rd Party Vendor Assets.
* Manage all inventory for ABC and CW Television Stations, this includes twice a week conference calls with our Traffic Hub managing through our WideOrbit System.
* Manage Revenue budget that included a $6M Core, $250k NB and $350k DI Budgets.
* Responsible for all Political both Local and National.
* Responsible for beating the Market Audit 7 of 10 Qtr's. Growing share both Local and National.
* Responsible for working with Corporate on Annual Budgets for Core, NB and Digital.
* Responsible for setting monthly, quarterly and annual budget goals for each AE.
* Responsible for working with Corporate on Annual Department Expense Budgets and reviewing with BM and GM each month
* Responsible for weekly 1x1's with all AE and LSM for pending and forecast and to review CRM goals, weekly NB goals and weekly sales call, including all face to face call.
* Manage sales efforts in marketing packages utilizing broadcast, Digital, OTT and email marketing.
* Responsible for all weekly forecast, Broadcast and Digital.
* Responsible for weekly meeting with Creative Service Director regarding all production for the Sales Department.
* Manage, teach and train Sales Staff on all new products and programs we introduced.
* Had weekly 1x1 with Local Sales Manager to review AE's and Coordinators progress towards NB, Core and Digital along with reviewing AE's performance in our CRM.
* Each AE had to have at least one Client Sales call with me each week and two with the LSM.
* Responsible for Daily Pace Report and weekly Corp. forecast and updates for GM and Regional VP.
* Responsible for working with our RSM for all National Business with CoxReps.
* Manage Coordinators on all Research Projects and Power Point presentations.
* Worked with LSM to put together various Sponsorships, promotions, specials sales campaigns including convergence packages, seasonal and Holiday specials
* Worked with all Department Heads on new Revenue Streams and ideas. This included weekly meetings to discuss all projects
* Daily morning meetings with GM to discuss daily activity, sales call, revenue projects and forecast. Reviewed current and potential ideas for new revenue streams as well.
* Responsible for representing KVII/NVII and Sinclair in the Community at Station events, Chamber Events within the Panhandle.
* Responsible for helping staff and station develop, maintain and cultivate relationship in the Panhandle.
* Travel to Regional clients including OKC, Dallas, Lubbock and Midland. Local Sales Manager
KVII-ABC / NVII-CW
May 2015 to April 2017
* Manage team of 6 AE's and three Coordinators.
* Worked with GSM setting monthly, quarterly and annual budget goals
* Worked with GSM to achieve over $500k in NB and $600 in DI during this time.
* Worked with GSM on annual budgets for Core, NB and Digital,
* Responsible for teaching, training and help execute new products.
* Work with AE's to help train with Marketing Techniques to motivate them to compete on a higher level and become Marketers.
* Worked with GSM on weekly 1x1 and Coordinators to review progress towards NB, Core and Digital along with reviewing AE's performance.
* Worked with GSM to put together various Sponsorships, promotions, specials sales campaigns including convergence packages, seasonal and Holiday specials.
* Responsible for beating the Market Audit 7 of 10 quarters. Growing share locally.
* Manage AE daily and weekly Client Sales call. Each AE must have two with me each week.
* Worked with Coordinators on all Research Projects and Power Point Presentations.
* Worked with GSM to review pending/forecast and help set weekly numbers for reports.
* Represented KVII/NVII and Sinclair in the Community at all Station Events, Chamber events.
* Helped Local Sales Staff develop new relationships, maintain current ones and repair others.
* Travel to regional clients including OKC, Dallas, Lubbock and Midland. Business Development Manager
KDAF
January 2013 to March 2015
* Manage Team of AE's in Developing New Business and NTR Business.
* Responsible for setting yearly NB/NTR goals for Local Staff. This included a D2 and D3 stations
(Antenna & This TV), including all Digital Assets as well.
* Work with Research and Marketing to create new concepts, packages, sponsorships and ideas to bring to the market for NB/NTR opportunities.
* Generated $4M in NB/NTR over the last two years.
* Responsible for Local NB/NTR weekly pending reports, monthly and annual forecast.
* Train, teach and motivate the AE's to compete on a higher level than the competition. This included outside sales training (Jim Doyle, spot exchange, Ad Taxi and Place Local)
* Responsible for Station Community Relations in DFW. Including representing KDAF and Tribune at various events and community functions as well as Media related functions.
* Responsible for helping Staff Develop, establish and cultivate relationships with agency and direct clients.
Account Executive
Fox Station Sales - Dallas, TX
January 2012 to January 2013
* Negotiate of Behalf of all Fox Owned and Operated Stations.
* Pitch Group Business to generate Developmental Business for all Fox Station.
* Maintain orders for all Fox Stations per Station List.
* Create unwired Developmental Business pitches for all Fox Stations.
* Create and maintain client relationships on behalf of Fox Stations.
* Responsible for being active in the DFW Ad Community and Local Business a well. Local, National and Political Sales Manager
KTNV-ABC / Channel
February 2005 to August 2011
* Manage a Team of AE's both Local and National.
* Responsible for setting monthly, qtr and annual budgets for AE's.
* Responsible for billing in excess of $23M for KTNV.
* Responsible for NB of over $3M annually. I was able to take the station from $500k in 2005 to over
$3.5M in 2010. This included taking DI to over $400k per year.
* Manage Sales efforts in selling convergence packages utilizing TV, Web and streaming video.
* Outperform the Local Market to grow KTNV Local share from 13.2% in 2005 to 15.5% at the end of 2010.
* Outperform the National Market to grow share from 11.4% in 2005 to 14.9% at the end of 2010.
* Responsible for Local, National and Political Revenue for both Candidate and Issue Spending.
* Worked with National Rep. Firm to negotiate for all National Business. Including market trips to pitch Las Vegas to agency buyers and develop client relationships.
* Responsible for Local and National weekly pending reports, monthly forecast and annual forecast. Regional Team Manager
HRP, Inc
March 1999 to February 2005
* Manage Team of four AE's and three Assistants.
* Responsible for Team billing in excess of $25M and 50+ Television Stations.
* Prepare weekly, monthly and quarterly forecast used to estimate revenue projections and help set budgets for the Dallas Office.
* Pitch various NTR projects to Ad Agencies to new Revenue outside of set budgets. This included pitching current clients to spend or create extra Ad Dollars.
* Responsible for carrying an account list as well as assisting all members of the team negotiations and help resolve issues for our stations an agency clients.
* Train, teach and motivate the AE's to be better than the competition and help elevate the teams' ability to over achieve set goals.
Account Executive
HRP, Inc
October 1998 to March 1999
* Negotiate on behalf of HRP client stations. Generated account list of over $7M per year.
* Pitched various station promotions to advertisers to develop NTR Revenue for stations.
* Managed Sales Assistant assigned to personal account list.
* Use of Nielsen data, market qualitative and positioning skills to over achieve goals set by Management for client stations.
Account Executive
KVUE-TV - Dallas, TX
July 1997 to October 1998
* Negotiate with directly with KVUE's agency clients generating over $3.5M in revenue. This included agencies in Dallas, LA, Phoenix and Oklahoma City.
* Pitch new clients on behalf of station to increase NB Revenue for KVUE. This included advertisers using other mediums (Radio, Print and Outdoor) as well advertisers on competing stations not on KVUE.
* Use Research and Marketing tools to help generate NB and NTR revenue.
* Travel to outside cities to develop, maintain and cultivate agency relationships. Account Executive
Petry Television
June 1994 to July 1997
* Negotiate with Ad Agency on behalf of Petry Station clients. Generating over $5M per year.
* Responsible for negotiating all Paid Programming and DR Accounts for all client stations.
* Responsible for negotiating all Petry Represented Canadian Stations for Baton Broadcasting including the Ontario Network.
* Pitched various station promotions to develop NTR Revenue for all Petry Station. Proficiencies:
WideOrbit, Matrix, Efficio, ComScore, Excel, Word, P. Point, Adobe, Marketron, Kantar, Ad Mall, Strata, BASE, Nielsen, Scarborough, DDS, Polk, and others. 3rd Party Vendor Sales (TV & Digital)
WorldNow, Impact Plus, Image Plus, Legal Lines, Place Local, Paradigm, Jim Doyle, AffinityX, SecondStreet.
Education
Bachelor Degree in History
Southwest Texas State University
1990 to 1994
Skills
• Sales
• Account Management
• Salesforce
• Microsoft Office
• Cold Calling
• Data Entry
• Qualitative Research
• Outside Sales
• CRM Software
• Business Development
• Email Marketing
• B2B Sales
• Digital Marketing
• Sales Management
• Branding
• E-Commerce
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