Sales Manager

Stephen M. Cuccia

*** ********* *****, ***** *********, NY 14120 Cell 716-***-**** Home: 716-***-****

Email: ************@*****.***

Objective

To obtain a marketing or sales management position with a growth oriented, forward thinking organization

Professional summary

Seasoned Director of Sales specializing in challenging projects. Strategic and astute professional able to identify, plan and develop new business, networks and opportunities. Accomplished closer, persuasive negotiator and positive relationship builder skilled in facilitating compromise while aligning goals with quantitative results.

Skills

New Business Development

P&L Management

Strategic Planning

Operational Management

Customer Relations and Management

Budgeting and Forecasting

Direct Relationship Building

Experience

ACCOUNT EXEUCTIVE CUMULUS RADIO-BUFFALO 8/2019 – PRESENT

Grew established account list, develop new business and assist less experienced Account Executives. Report directly to the General Sales Manager.

DIRECTOR OF SALES WKBW-TV 6/2014 – 8/2019

Responsible for all station revenue. Local Sales, National Sales, Paid Programming and Digital Sales. Local, National and Digital Sales Managers directly reported to DOS. In charge of Traffic Department and de facto manager for AM Buffalo Community Affairs program; interaction with all other departments as well as responsible for all sales department hiring. Also deal directly with clients and prospects.

Consistently met or exceeded revenue goals vs. Buffalo Market proper, based on Miller-Kaplan Market Audits

Lead revenue growth minimum 5% for five consecutive years

Managed four separate internal entities simultaneously

Remained hands on with local business—Vinyl Outlet/City Mattress/Transitowne Auto Group/Northown Automotive/Black Hat Chimney & Fireplace among many others. All significantly grew under leadership.

Created diverse, dynamic sales organization

LOCAL SALES MANAGER WKBW-TV 6/2010 – 6/2014

Reported to Director of Sales. In charge of local revenue. Assist staff with strategy, proposals and closes. Develop skills of all Account Executives and assist in department hiring. Analyzed revenue ops and directly generated revenue in personal dealings with clients and prospects.

Exceeded budgeted goals each year in role

Hands on leader—personally saved City Mattress account from leaving to 7-10% growth each year.

Kept Fowler’s Chocolates from moving, and achieved growth four years in a row; continues as a WKBW account today.

SENIOR ACCOUNT EXECUTIVE WKBW-TV 6/2005 – 6/2010

Developed business with major account base. Added revenue to existing accounts as well as obtain significant new business. Work with support staff and teach younger Account Executives advertising sales.

Grew business 5-8% per year each year and was Direct New Business leader or runner up each year.

DIRECTOR OF SPORTS SALES BUFFALO BILLS NETWORK 9/2002 – 4/2004

Managed sales of 30 station radio network, carrying Buffalo Bills NFL Football. Achieved highest growth to that point in sales and lead staff to most ad revenue Citadel (now Cumulous) Radio had ever achieved for Bills Radio. Directly sold accounts and assisted in building network; worked with all Bills network stations across New York State.

Gave company best ROI in their history in one year on job—prior year company was ($225,000)—in one year went to ($15,000)

SENIOR ACCOUNT EXECUTIVE BUFFALO SABRES/EMPIRE SPORTS SALES 10/1995 – 8/2000 & 9/2002 - 4/2004

Grew established account list, develop new business and assist less experienced Account Executives. Report directly to General Sales Manager. Sales responsibilities included now KeyBank Center (Memorial Auditorium 1995-96), Empire Sports Network and Sabres pre/in/post game radio inventories. Returned to this Primary role in 2002 after Adelphia Communications bankruptcy and dissolution of Empire Sports Network.

Xerox went from $250,000 to 3 year $1.8 Million

Grew Molson/Coors 25% and made part of Empire Sports Network backdrop with large partnership

Was in Top 2 in Direct New Business each year

GENERAL SALES MANAGER, RADIO BUFFALO SABRES/EMPIRE SPORTS SALES 8/2000–9/2002

Manage radio sales staff for WNSA-FM. Achieved budget goal both years in position. At same time, maintained corporate sales account base for Buffalo Sabres/Empire Sports Network, achieving budget throughout duration.

Education

MARQUETTE UNIVERSITY – BACHELOR OF ARTS

Major: Journalism; Minor: Communications

REFERENCES AVAILABLE UPON REQUEST

Contact this candidate