Professional Experience

VICE PRESIDENT & GENERAL SALES MANAGER

Recruited by the owner and key personal to serve a critical roll on the Networks Senior Management team. Held full P&L accountability for all aspects of revenue generation while indirectly overseeing strategic planning, operations, marketing, affiliate sales, programming development, finance & budget administration, and general relationship building (internal and external).  During the inaugural year, I manage and oversaw all adverting/sponsorship sales and associated cost to produce/air 60 live NBA games, 55 college Basketball games, 20 college Football games, motor sports, golfing, weekly Sports News updates and a host of other sports and entertainment programming.

Key Initiatives & Projects

• Built prospect database, developed and implemented key marketing/sales strategies.
• Designed and implemented pricing and packaging for Regional and National Sales for advertising and product placement.
• Jointly conceived, developed, communicated, and the new networks business strategy - focus on performance excellence, financial discipline, aggressive marketing (including Internet), co-op advertising and strategic partnering.
• Identified critical leagues, schools and conferences and then negotiated programming rights for carriage of college football, basketball, baseball, minor league AAA baseball and High School sports.
• Established relationship with ESPN and other vendors for acquired programming and barter deals. 

VICE PRESIDENT OF SALES

Oversee all aspects of Sales for the region with indirect oversight of operations. Selected by the TWC President to fill a critical role in a region, which had failed to perform to expectation levels in `00 & `01. Over the span of eighteen months I reorganized personnel and re-engineered processes and eliminated organizational deficiencies. Combined with the infusion of new business revenue, the solutions strategy has resulted in positive top and bottom-line results. 

Start-ups and Turnaround

• Successfully launched two fulltime, stand-alone 24/7 Local Cable News Channels, while collapsing traditional small and unprofitable cable zones into larger and more constant retail trading areas.
• Halted declining revenues through the combination of developing and launching new packages/networks, reevaluating pricing models, building strategic alliances, and focusing aggressive promotional campaigns and on higher margin offerings.
• Re-engineering the sales teams, account management and inventory-pricing processes.
• Finalized partnerships with remaining MSO’s in order to provide full coverage for the interconnects in each DMA.
• Led development and launch of cross-platform (cable, print & online) sales strategy.
• Developed and managed full-scale Agency/Client relations program, training sessions, luncheons and events for top-100 customers.

Revenue Performance

• Achieved 19% improvement in 2002 verse 2001 in markets where the broadcast competitors were typically up 4-6%.
• Increased Mid-Atlantic’s performance to a top TWC region during the second half of `02.
• Developed the Cross-Platform revenue stream into a million dollar business by the close of `03.

GENERAL SALES MANAGER

Reorganized three non-contiguous independent sales operations from a fragmented dysfunctional state into a single cohesive and growth oriented media sales organization. 

Management & Leadership

• Redefined account management and eliminated duplicated sales efforts. Established National and Regional sales teams and built budgets and compensation programs that rewarded their new specialized efforts.
• Developed high-caliber cohesive sales team of 28, empowering reps to take individual accountability for their contributions while exerting a strong client-centric, solutions-driven focus.
• Identified and launched new products from the TWC family in AOL, Roadrunner and print publishing businesses and developed opportunities with spot cable that drove new and incremental business.

Revenue & Profit Performance

• Retargeted sales teams to focus on key accounts, which represented 80% of the business opportunities.
• Initiated research based, consultative sales techniques, resulting in a significantly higher average dollar-per-order.
• Developed a Presidents Club program designed to increase team motivation, retain key personnel and increase sales.
• Sustain 20%+ growth while growing margin at higher levels each year during the six year period.
• Consistently ranked in TWC national top 5 highest ad-sales divisions ’95-‘00.

REGIONAL SALES MANAGER Huntington Beach, California,  Jul 1994 to 1995 
GENERAL SALES MANAGER Torrance, California, 1992 to Jul 1994

Responsible for revenue/expense budgets, forecasting, strategic planning an implementation, new business development. Selected by and reporting to the President, developed and directed successful consolidations plan for the regions sales and operation teams.

Productivity, Revenue & Profit Performance

• Automated sales, operations and support processes, which lowered overhead by 20% and increased margins by 35%.
• Maintained consistent growth of 20%+ over the four year period.
• Received company’s highest achievement awards in ’92-’94 for both High Growth and High Achievement.

DIRECTOR OF ADVERTISING SALES  1991 to 1992 
LOCAL SALES MANAGER  1989 to Jul 1991 
SENIOR ACCOUNT EXECUTIVE  1988 to 1989

People, Process & Performance Improvement

• Increased active customer base by 300% and sales volume by $1 million plus annually.
• Harmonized relationships between sales and operations in order to retain business and grow share.
• Developed national/regional key account base though formation of an alliance with CNI and NCA.
• Division ranked in the top ten Ad Sales operations consistently from ’89 through ’92.

EDUCATION & AFFILIATIONS

• Bachelor of Science - Business Administration, University of Southern California, 
  Los Angeles, California
• Member, American Marketing Association - Cable Television Advertising Bureau - CTAM - National Association of Broadcasters - Out-of-Home Video Advertising Bureau