Sales Manager Regional
Resume:
STEVEN D. FERGUSON
College Point, NY 11356
E-mail: ************@***.***
A dedicated, enthusiastic media sales professional with extensive experience in print and digital advertising
SUMMARY OF QUALIFICATIONS
Exceptional ability to increase revenues
Ability to work simultaneously as both a team player and independently
Effectively negotiates deals at high levels of organizations
Communicates well with all levels of management in a positive and consultative manner
2017-Present Manager, Partnership Opportunities, SYNERGY GLOBAL FORUM-New York, NY
Responsibilities include new business development with Cornell University, Columbia University, Penn State (Smeal College of Business), St. John’s University, Yeshiva University, NYU/Stern College of Business, and others.
Client contact including phone and correspondence.
Average 50-70 calls per day to colleges around the country as well as business schools.
Prepare daily sales reports on all clients and potential clients to founder of firm and to the VP of Partnerships.
Sold over $3,000 in business in October 2017 in preparation for our forum in NYC at Madison Square Garden.
Correspond by phone with students, alumni, faculty, and the general public specifically for the sales of tickets for Synergy Global Forum events.
2015-2017 New Business Development Manager, CITY REALTY-New York, NY
Responsibilities included new business development with Queens, Brooklyn, and Manhattan territories.
Responsible for setting up and going to over 30 appointments in a 14-month period.
Set up and prepared for the most appointments in our group on a monthly basis.
Client contact included phone, correspondence, and face-to-face meetings.
Prominent clients included Halo Realty and Fiddler Realty.
2014-2015 Print/Digital Sales Director, INDIVIDUAL DIGITAL-Brooklyn, NY
Responsibilities included new business development in the categories of NYC sports teams, sports retailers, continuing education at NYC community and senior colleges, tax firm preparers, auto dealerships, bowling facilities in NYC, retailers including Home Depot and Tanger Outlets for Local Union 100 (the Transit Workers Union of New York along with Local Union 101, the National Grid of New York and the Machinists Union of New York).
Client contact included phone, correspondence, and occasional face-to-face meetings.
Clients included Modell’s, Borough of Manhattan Community College, Jackson Hewitt Tax Service, and the Brooklyn Cyclones.
Additional responsibilities included maintaining and increasing our database system via Bitrix 24, inputting as well as orchestrating the majority of correspondence to present and potential clients on a daily basis.
Refereed promotional event at the Barclays Center in Brooklyn, New York between Local Union 100 and Local Union 101 in a winner take-all free-throw shooting contest after a Philadelphia 76ers-Brooklyn Nets game.
2006-2014 National Senior Account Manager, THE FEDERAL BUYERS GUIDE-New York, NY
Hired as the first Account Manager in the NY office of the FEDERAL BUYERS GUIDE when it was a startup organization in 2006. The FEDERAL BUYERS GUIDE has been in existence for 32 years in Santa Barbara.
Communicated with C-level executives regarding new business development, including owners, company presidents, marketing directors, marketing managers, ad agency directors, and sales managers.
Responsible for selling print advertising for 4 annual print guides: the Federal Buyers Guide, the Department of Defense Buyers Guide, and the GSA Buyers Guide.
Other responsibilities included selling internet advertising for 15 annual online guides, including the State, County, and Municipal Government Guide, Government Healthcare, US AID, the Military/Industrial Government Guide, and the Industrial Buyers Guide.
Developed and organized the company sales pitch including how to handle objections with the Federal Buyers Guide for the New York office.
Wrote all correspondence and proposals on a regular basis for integrated advertising.
Responding to RFPs, as needed.
Major clients included GORMAN RUPP, COLEMAN CAMPING EQUIPMENT, WOLTERS KLUWER HEALTHCARE, and WIREMOLD LEGRAND.
Ran the weekly sales meeting with the Marketing Director, coordinating the New York and Santa Barbara offices via conference call.
2010-2013 New Business Development Manager, REAL ESTATE WEEKLY-New York, NY
Responsibilities included new business development and account management of both NY commercial Real Estate firms and construction firms for weekly advertising deals.
Exceeded expected revenues by 20% in 2011-2012 by year’s end, having attained $250,000 in revenues.
Primary advertisers included ENTECH, NY ASSOCIATION OF REALTORS, CAPIN & ASSOCIATES, HKS REALTORS, MARK ZBOROVSKY & ASSOCIATES, HIGHCAP GROUP, CON EDISON, VVA, ACC CONSTRUCTION, ZETLIN & DeCHIARA.
Developed advertising with advertising agencies including SACKS COMMUNICATIONS, STANTON ADVERTISING, THE BUZZ FARM, and CARAT ADVERTISING in Boston, MA via strong presentation skills.
Represented REAL ESTATE WEEKLY at 18 events in one-and-a-half years, including REBNY (REAL ESTATE BOARD OF NY), NY REAL ESTATE EXPO, NY ASSOCIATION OF REALTORS, BUILDINGS NY EXPO, CO-OP CONDO EXPO and WHAT’S COOKING IN REAL ESTATE.
2004-2006 Regional Sales Manager, REED BUSINESS INFORMATION-New York, NY
Responsibilities included selling integrated packages via cold calls for both print display and internet advertising for four regions: Northeast, Texas-Central, Delaware Valley-Ohio, and Pacific Northwestern for the Graphic Arts Blue Book, predominantly via cold calling. The Graphic Arts Blue Book was a 100-year-old trade and reference directory considered the “Yellow Pages” or “Bible” of the industry.
Sold sponsorships after each Blue Book was published. This included all eight regional Blue Books.
Either matched or exceeded targeted sales every month in print and internet advertising.
Additional responsibilities included renewing current advertisers and upselling them.
Exhibited at trade shows, including Chicago (Graph Expo 2004, Print 2005), Toronto (Print Ontario 2004 and 2005) and Philadelphia (On Demand 2005).
2003 Display Advertising Space Sales Manager, THE BROOKLYN PAPERS-Brooklyn, NY
Responsibilities included selling display advertising in a Northern-Brooklyn territory. This included Brooklyn Heights, Clinton Hill. and Carroll Gardens.
Exceeded expected revenues of $10,000 per month in only my second month of tenure with THE BROOKLYN PAPERS.
Prominent clients included MONTELEONE’S BAKERY, THE BROOKLYN GRILL, CURVES, FEMSURGE, and MONTELEONE’S BAKERY, which signed on as a year-long client.
2000-2002 Sales Manager-Display/Classified/Ancillary Services, VNU (currently known as the Nielsen Organization-New York, NY
Responsible for all ancillary service projects with CONTEMPORARY LONG TERM CARE MAGAZINE, including the annual “Yellow Pages” directory as well as the Senior Living Supplement and the Senior Living Food Service Section via predominantly cold calls. This included the sale of both display and classified ads.
Also sold both recruitment classified and classified display ads on a monthly basis in CONTEMPORARY LONG TERM CARE MAGAZINE via phone/inside sales.
Met or exceeded expected revenues for all advertising projects, including the monthly classified section known as the Marketplace Directory and the annual Buyers Guide.
Received an 8% raise in December 2000. The normal raise is 3-4%.
Averaged over $17,000 per month revenues between CONTEMPORARY LONG TERM CARE MAGAZINE in an eight-month span in 2002.
In June 2002 amassed combined revenues between CONTEMPOARY LONG TERM CARE MAGAZINE Buyers Guide ads and non-Buyers Guide ads of $90,000 for that month.
1998-2000 Advertising Account Executive, NEW YORK PRESS-New York, NY
Responsibilities included the reinstatement, redevelopment, and new business development of the Travel/Getaways section via cold calls.
Surpassed department objective of producing at least 2 pages of the Travel/Getaways section each week within 6 months. Accomplished this in 3 months.
Prominent clients included COUNCIL TRAVEL, THE HILTON GARDEN INN and COMFORT SUITES.
1993-1998 Classified Advertising Executive, THE NEW YORK OBSERVER-New York, NY
Developed client relationships via cold calls /inside sales for newspaper ad placement in 5 Real Estate categories, including Manhattan Residential, Manhattan Office Space, New England, Pennsylvania, and Florida.
EDUCATION
City College-English/Communications-B.A.
Borough of Manhattan Community College-English/Communications.
A.A.-Member of the Dean’s List.
SKILLS
Proficient with 4.0 ACT system
Microsoft Office
Intermediate knowledge of Twitter, Facebook, and LinkedIn
Intermediate knowledge of Spanish
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