Top New Media VP/Director

Paul King

*********@*****.*** 334-***-****

Raycom Media

Corporate Director Internet Sales

****-****

Industry leading New Media executive with a proven track record building successful Interactive sales organizations.

-Verifiable record of success, qualities include strong leadership, vision, culture-shift, infrastructure development, strategy, innovation, team building, creative sales initiatives, business development as well as local, regional and national sales execution.

-Core belief that media companies must become media sellers not broadcast, print or Internet sellers. That we bring to market, as solution based consultants, bundled campaigns utilizing all our powerful assets to provide the most effective campaigns possible. Competitive edge. The customer must win otherwise we all fail. I call this new age vs. dinosaur selling.

-Strong believer that media companies must evolve from their historic focus on the same 5-15% client base to focus on the non-traditional 85% of the market.

Recent Accomplishments

-Built the Raycom Internet Division of 42 station Websites, from an underperforming one to an industry leader. This transformation took approximately one year to accomplish. (Many major media companies have failed to achieve anywhere near this level of success after years and years of trying and tens of millions of dollars invested and lost).

-Provided vision, leadership and confidence to embrace the importance of new Media to the company, the employee and the customer.

-Developed a Division infrastructure and roadmap for both sales and web content/production through Leadership Committees, regionalization and effective communication.

-Developed a robust Intranet site containing hundreds of successfully executed sales campaigns, research, idea sharing, blogs and more.

-Conceived and executed the hugely successful Raycom New Media University, a three day event with three separate tracks geared to Internet Sales Directors, Internet Classified Sales Directors and Web/Content Managers. Team and knowledge building at its best.

-Snapshot ability to analyze what needs to be modified at corporate and station level to achieve new media success. This is evidenced by turnaround after turnaround at stations throughout the Raycom network.

-Ability to communicate effectively from the AE to the CEO level.

-Built and trained 30+ Internet Sales Directors.

-Developed revenue standardization across the Raycom network.

-5 million dollar/35% revenue increase in 07.

-Pioneer in Classifieds on Broadcast sites with $3 million in 07 and projected $6 million in 08.

-Built a Classified team of newspaper and staffing agency Internet Sales Directors to successfully spearhead the new initiative.

-Created successful community Job fairs attracting thousands of applicants in markets across Raycom while building databases of job seekers.

-Pioneer in Vertical Directories strategy recently generated $300k in NTR less than a week at one station.

-Huge proponent of using the Internet as a vehicle to generate NTR broadcast revenue.

-Worked with and developed station new media budgets defining how to plan and exceed goals.

-Conceived major ad redesign to maximize revenue with platform provider WorldNow.

-Managed the Raycom/WorldNow national sales initiative projected to increase four-fold in 08.

-Managed the overall day-to-day Raycom WorldNow relationship.

-Speaker at internal Raycom conferences/universities, GM, GSM, Marketing, News and AE events.

-Speaker at industry events such as Broadcast & Cable, NAB, NATPE, SNL Kagan and more.

-Participated, supported and assisted in the rollout of major new media research initiatives.

-Handled Business development and vendor deals with companies such as MyWeather, CouponBug, WN Auto, LSN Mobile, WN local sales initiatives and more.

-Member of TVB Multi-Platform Committee

-Managed the Raycom New Media Division with P&L responsibility

-Impeccable references available upon request.

Media General

Director Internet Sales

2003-2006

Employed to turn around a struggling companywide Internet sales operation, with special focus on the 25 MG Broadcast stations. Although not my prime focus, I also worked with the 25 Newspapers in the MG group as well.

Managed 8 Regional Sales Managers.

Developed new initiatives, such as a multi-use Directory product that could be easily modified to enable different themes. Over 50 of these Directory products were utilized generating millions in new revenue.

Worked with sales vendors to offer multi-platform packages vs. Broadcast only. Generated close to one million dollars in new revenue the first year with this concept.

Personally handled the majority of national sales for the group and assisted others when needed.

Developed a Training program for Internet RSM’s, AE’s Broadcast management and AE’s.

Speaker at GM and GSM conferences.

Upon leaving, MG the division was generating a 40%+ annual increase, significantly higher than when I first arrived.

Internet Broadcasting Systems

Director of Client Services

2000-2003

Integral member of this 60+TV/Internet convergence operation. Worked with companies such as Hearst-Argyle, Post-Newsweek, NBC, Scripps, McGraw Hill and others.

Managed advertising sales on a local, regional and national basis.

Generated millions of dollars in revenue during a very poor local and national advertising climate. Used innovative methods both on the product/packaging side and sales management of 30+ IBS sales managers at the local level as well as the IBS national sales force.

Set up business development deals as well as strategic relationships such as the Yahoo HotJobs deal which generated over two million dollars annually of new revenue to the stations. Lead other successful Vertical sales initiatives.

While at IBS the size of the network doubled in size and tripled in revenue.

Doctor Directory.com

(HospitalDirectory.com, HealthplanDirectory.com)

VP Sales & Marketing

1997-1999

Integral part of management team hired to launch this early stage Internet healthcare venture.

Created and developed sales strategy, marketing plan, revenue projections, ad products, sales collateral, business development, sales management, co-branding, strategic relationships, recruiting, training, customer service and collateral. As a start up, a roll-up your sleeves approach in all areas (not just sales) was essential to move the operation forward and be successful.

International Publishing Company of America

Director of Sales

1994-1996

Initially hired as a consultant to revive three national/international B to B publications. Developed and executed a successful turnaround strategy and was offered a permanent position as Director of Sales. These B2B publications included Onboard Services Magazine, Correctional Foodservice Magazine and Healthcare Foodservice Magazine.

Responsible for day-to-day sales operations, including management of inside sales force as well as outside national reps. Represented publications at trade shows, both as an exhibitor and in a sales/public relations capacity.

Dramatically increased ad revenue. Personally handled accounts such as Kellogg’s, Kraft, Hobart, Continental/Silite, Aramark, Vulcan DuPont, Stero, Blodgett, InterMetro, Land O’Frost, Mott’s and many more.

Improved marketing materials, from media kits to trade show displays and promotional pieces.

Interviewed, hired motivated and trained staff to assure revenue objectives were exceeded.

Coral Springs Monthly Magazine-Plantation Monthly Magazine

Owner/Publisher

1986-1999

Founded, created and developed widely respected, award winning lifestyle magazines for the affluent South Florida communities of Coral Springs and Plantation. Responsible for daily operations of both publications.

As publisher, established direction of publications. Approved editorial calendars as well as editorial and artistic content. Budgeted, priced and negotiated all aspects of business. Hired and trained personnel. Attended functions in a public relations capacity. Published festival programs, annual reports and brochures for outside clients. Conceived electronic and print media campaigns to promote magazine. Speaker at community and trade events.

As advertising director, projected sales and set goals for sales staff. Developed effective sales collateral. Personally sold major accounts such as Publix, Winn-Dixie, DeBartolo Malls, NationsBank, Sun Bank, Mercedes Benz, BMW, Acura, Toyota, BellSouth, AT&T, Westinghouse Communities, Florida Power & Light, major healthcare facilities and much more. Hired, trained and motivated sales force.

As circulation director, compiled targeted mailing lists, analyzed demographic information to boost circulation. Conceived promotional subscription concepts such as subscription sales with civic groups and schools.

Magazine Awards

1987, 1988, 1990 Florida Magazine Association Silver Award of Excellence for Most Improved Magazine.

BellSouth Yellow Pages

Directory Advertising Sales Manager

Directory Advertising Account Rep

1973-1985

As Sales Manager, monitored and projected revenue to ensure quotas were met and exceeded. (among Bell Yellow Pages companies, our group was consistently the top % of increase sellers in the US) Trained and motivated both new and experienced salespeople. Handled customer service situations. Hired new reps and support staff. Represented management in union grievances. Planned sales campaigns, promotional activities and social events. Negotiated office leases and equipment purchases.

As account rep, solicited a cross-section of businesses throughout the South Florida area. Ranked consistently among the top sales producers in a group of veteran sellers despite my young age. Received numerous sales awards for outstanding results. Then promoted to Sales Manager.

Education

-Continuing Advanced Sales and Management Courses

-Milton College, Milton Wisconsin, Bachelors Business Administration

-Sullivan High School, Chicago, IL

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