Director Marketing & Sales

STEVE SCHUH

***** ****** ****** 616-***-****

Grand Haven, Michigan 49417 *****.*****@*****.***

CAREER SUMMARY

An accomplished Sales and Marketing Executive with extensive leadership experience in high-volume and high-level B2B sales, new business development, event planning and execution, loyalty and partnership agreements, P&L management, consumer marketing, sales channels management, and product launches. Strong analytical, interpersonal, team development and general management skills. Distinctive ability to align people and resources for sustainable growth.

AREAS OF EXPERTISE

New Business Development

• By leading a national sales team of VP-level sales professionals, secured delivery platform and service agreements of television video content with five of the nation’s top six broadband service providers, resulting in $17.6 million revenue. Developed a new $600,000+ annual revenue stream by closing the company’s first direct middleware contract for customer deployment.

• Expanded partnership and loyalty programs as the AT&T Broadband Corporate Partnership Manager, by signing advertising and merchandising agreements with packaged goods, hospitality, and electronics companies. Agreements resulted in $12 million annual revenue and significantly raised customer retention rates, recognized by the industry’s leading marketing association.

• From 2005 - 2010, directed and implemented marketing and sales programs that resulted in 6 consecutive years of revenue and free cash growth for 2 regional cable operations, surpassing industry averages. Both turnarounds surpassed budget goals, and reversed previous trends of customer losses.

• Marketing and Sales strategies and tactics resulted in 2008 - 2010 average annual revenue growth of 9% (industry average 6.5%), and free cash flow growth of 12% (industry average 10%) for a regional operation with annual revenues of $260 million.

• From 2008 - 2010, re-organized structure and functionality of marketing and sales department, impacting 60+ staff and contractor personnel, resulting in YOY revenue generating units growth from the direct sale channel.

• Raised company profile in two regional operations from 2004 - 2010 through strategic partnership deals with local government, sports franchises, and private sector institutions, resulting in overall average of 15:1 value-to-cost ratio.

• Led strategy and execution of company’s Iowa Flood of 2008 disaster plan response, resulting in over $200,000 raised and donated locally to flood relief agency partners. The events featured celebrities and Iowa natives Ashton Kutcher and Olympian Shawn Johnson, and were reported in over 80 national and international news media outlets, raising company image and profile throughout regional business community. The campaign was recognized with major cable industry awards: the CTAM Mark Award, Beacon Award, and CableFaxies Award.

• Surpassed the 2003 budget for all sales channels of a major Colorado operation, driving year-over-year performance increases of 26% for video and 41% for high speed internet profit lines.

• As point person for nation’s largest cable services provider, negotiated the first regional retail services contract in 2003, expanding the retail partner footprint in Colorado by 150 stores.

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Product Marketing

• Led or executed on both a regional and national platform all of the most significant consumer product launches within the cable/telecom industry since 1993, including all-digital video, high-speed internet, video-on-demand, DVR, high-definition (HDTV), telephony, and Loyalty Programs.

• From 2008 - 2010, instituted own college student market segmentation plan, adopted as company Best Practice, and applied to company’s #1 student population service region, resulting in a YOY targeted customer segment increase of 5%, and 3.5% decrease in mid-year (January) customer loss.

• From 2006 - 2007, recognized by corporate leadership for leading the fastest regional digital telephone service launch in company history, doubling the industry’s month-over-month new customer penetration average, and establishing a company-wide product introductory Best Practice.

• Launched in 2007 a new TV video programming tier targeted to serve the regional Latino customer market segment, enhancing the company’s standing within the community and reducing customer losses within that market segment.

• Spearheaded the successful launch of a new High-Definition (HDTV) TV video service in 2005 which resulted in year-end positive variance of 25% over budgeted new subscribers for that profit line.

• Implemented a wide range of best practices for telecom competitive response, direct sales, college segmentation, subscriber retention, advertising management and customer bill marketing

• Negotiated partnerships with major movie studios, securing exclusive value-added offerings for digital pay-per-view (PPV) video TV users and doubling movie buy rates by 5+ points (2.5%industry average).

P&L Management and Organizational Leadership

• From 2004 - 2010, consistently exceeded budget goals for revenues up to $260 million while surpassing budget goals for digital video, high-speed internet, and telephone customer net gains.

• From 2004 - 2010, managed and directed the marketing, sales, and advertising budgets of over $9 million via oversight and direction for headcount of over 80 staff, vendor, and agency personnel.

• For two regional organizations (in 2004 and 2008) migrated headcount of direct sales personnel from outsource to in-house, resulting in higher sales performance, greater customer satisfaction (higher retention), and lower sales organization turnover.

• Developed a highly-competent, motivated retail sales staff, and launched a new field tech incentive plan, significantly improving communications and sales performance.

• Championed a highly successful regional media co-op advertising program with industry partner Comcast/Michigan, which reduced our broadcast TV and radio costs by 60%.

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PROFESSIONAL EXPERIENCE

MEDIACOM COMMUNICATIONS 2008 to 2010

Director of Marketing and Sales

Senior marketing and sales executive for a regional system of 220,000+ customers serving 440,000 homes based in Cedar Rapids, Iowa. Manage and execute a $9+ million annual budget. Reporting directly to the Regional VP/GM, leading a 54-member department comprised of marketing, sales channels, contractor and ad agency personnel.

CHARTER COMMUNICATIONS 2004 to 2007

Director of Marketing and Sales

Senior marketing and sales executive for a regional system of 198,000 subscribers serving 350,000 homes in West Michigan. Managed and executed an $8+ million annual budget. Reported directly to the Regional VP/GM, led a 30-member department comprising marketing, sales, collections, contractor and ad agency personnel.

COMCAST CABLE COMMUNICATIONS 2003

Regional Manager - Sales Channels

Primary leadership responsibility for managing the growth of regional retail partners. Served as sales liaison for Marketing, Operations, Billing, Customer Care and Accounting. Managed the Company’s regional Do Not Call telemarketing adherence. Represented the region and division at company sales meetings and identification of issues and solutions.

DEMANDVIDEO CORPORATION 2000 - 2002

Vice President - Sales

Served on the senior management team with responsibility for the start-up of VOD/PPV content and the platform aggregator. Managed all sales activity, contracts and forecasting through a five-member staff and reported directly to the CEO.

AT&T BROADBAND 1993 - 2000

Corporate Manager of VOD/PPV and Partnership Marketing 1998 – 2000

Regional Marketing Manager - Video, PPV and Special Products 1993 – 1998

Reporting directly to the VP of Video Products, developed pay-per-view (PPV) strategies and tactics for company-wide implementation. Managed national agencies, operations and marketing vendors as they related to the PPV budget business lines. Earlier, for TCI (acquired by AT&T), managed marketing initiatives in the Dallas-Ft. Worth market with three direct reports and several agencies.

PREVIOUS EXPERIENCE (1984 – 1993)

Served as: National Advertising Executive for the Dallas Times Herald; National Advertising Representative for The Papert Companies; Southwest Regional Sales Manager for CWO&O Regional Markets Group; and Marketing Director for the Dallas Observer.

EDUCATION

BS Communications University of Wisconsin-Stevens Point

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