Sales Manager
Resume:
Summary of Qualifications
Leadership, Drive for Results, Customer Focus. Senior sales leader with balanced blend of sales and management acumen. Expert in sales and the sales process. Inspirational motivator, leading teams to record breaking revenue, increased market shares and number one rankings. Operates with a strong sense of urgency; adeptly navigates highly political, matrixed corporate environments; and successfully builds customer relationships of trust that enable long-term sales opportunities. Exceptional communication and negotiation skills. Driven to deliver to customers a positive business impact.
Areas of Expertise
Sales Process Sales Management Coaching Business Development
Negotiations Change Management Consultative and Solution Selling Motivating
Legacy Accomplishments
#1 individual contributor out of nine for seven consecutive years on sales of $2M
Winner of the President’s Award for sales accomplishments seven consecutive years
Managed a team of 10 to set new revenue highs on sales of $10M
Increased billing rank among 35 local competitors from 20th to 6th
Led a national team of 50 to a #1 ranking in the Seattle market
Increased market share to 25.1%
Professional Contributions
ENTERCOM RADIO SEPTEMBER 2010-JULY 2011
NATIONAL SALES MANAGER
Led a team of 50 national sales reps responsible for sales to Fortune 500 companies and their agencies. This included consumer packaged goods companies (CPG), mass market retailers and other consumer facing companies. Focused on strategy, pricing, negotiating and planning.
Market leader resulting in #1 rank and share of national dollars out of 35+ stations.
25.1% market share of national dollars on sales of $10M.
METRO NETWORKS/WESTWOOD ONE SEPTEMBER 2009-SEPTEMBER 2010
National Account Manager
Developed new business and closed sales for local, regional and national accounts based in the Pacific Northwest. This included consumer packaged goods companies (CPG), mass market retailers and other consumer facing companies. Prospected for new clients and grew existing business through the sale of sponsorships, syndicated programs, specials events, web based and mobile based assets and client specific programs.
Created $500,000 in new business representing about 12% of total revenues.
TRIBUNE BROADCASTING; SEATTLE, WA/PORTLAND, OR JANUARY 2009-SEPTEMBER 2009
Business Development Manager–Q13FOX-TV/MyQ2-TV
Hired and coached a team to create and foster new client relationships for existing and newly developed franchises and assets. Strategized with customers with consultative and solution selling techniques. Maximized client spend to foster a win-win relationship for the best return on investment for both parties.
Created new department and focus on non-traditional advertisers and non-TV advertisers
Secured new business with potential 2009 annual billings of $200,000+
Instrumental in developing revenues from existing clients of $250,000+
CBS RADIO; Seattle, WA May 2003 – October 2008
General Sales Manager – KJAQ-FM (Jack Seattle)
Managed and developed a team of nine local sales executives and one National Sales Manager to record breaking revenues of $10M. Emphasis on consultative and solution selling, sales cycles and post sales implementation. Strategized and choreographed cohesive client and team presentations. Successfully transformed team from average to leading in asset sales. Designed and implemented sellable content and peripherals to generate revenue resulting in market leading power ratios.
Increased billing rank among Seattle radio stations from 20th to 6th out of 30+ stations.
Increased billings from $3.5M to $10M.
Over delivered revenue versus audience share by as much as 30%.
Hired, trained and managed 8-9 local Account Executives.
Strategized and forecasted annual station budget including revenue and expenses.
Managed station expenses; employee, non-capital, advertising, merchandising, event expenses, P&L.
Launched and marketed new brand, Jack Seattle.
Planned, analyzed and participated in audience research.
Conducted audience focus groups and auditorium listening research to study audience preferences and habits.
Analyzed data and implemented change to foster growth and loyalty of station audience
Expert at the use of qualitative and quantitative data to help clients and the company make informed decisions.
Account Executive – Kiss 106.1-FM November 1992-May 2003
Generated sales for all aspects of station including sales to Fortune 500 companies, large and small advertising agencies, consumer packaged goods companies (CPG), mass market retailers and large and small businesses. Cultivated revenue and opportunities for non-traditional events and sponsorable assets. Effectively overcame resistance and obstacles in meeting individual and corporate goals. Adeptly maneuvered through highly political situations throughout consultative sales cycles.
#1 Account Executive for seven consecutive years, achieving above quota numbers and sales of $1.5M to $2M annually.
Worked with top accounts and agencies like Initiative, Pepsi, Deutsch, PHD, OMD and more.
Maintained 95% of accounts during a format change from Country to Top-40 (KRPM to Kiss).
President’s Award – seven consecutive years.
Education
B.A., Communications; WASHINGTON STATE UNIVERSITY; Seattle, WA
Other
Puget Sound Radio Broadcasters Association; Seattle 2007-2008
Youth soccer coach; 2001 – present (E-License)
Contact Information:
Nils Olsen
*********@*******.***
http://www.linkedin.com/in/nilsolsen
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