Experience

• 

  WKBT News 8 Now

  • La Crosse / Eau Claire, WI

  • Vice President / General Manager

    • Feb 2020 - Present
    • La Crosse / Eau Claire, WI

• 

  Gray Television

  • Greater Memphis Area

  • Director of Local Sales

    • Dec 2015 - Feb 2020
    • Greater Memphis Area

• 

  WMC-TV

  • Greater Memphis Area

  • Director of Local Sales

    • Dec 2015 - Feb 2020
    • Greater Memphis Area

• 

  Graham Media Group

  • Orlando, Florida Area

  • Local Sales Manager/Digital Sales Manager

    • 2015 - 2015
    • Orlando, Florida Area

    Managed new business development team comprised of five account executives and three digital account executives (AEs), Conducted weekly AE meetings focused on role playing and product training. Collaborated with general sales manager (GSM) and other local sales manager (LSM) to determine realistic station budgets and set quarterly sales targets for individual AEs. Took charge of inventory control and pricing, and led special project sales for regional and national football events.  Increased revenue beyond targeted goals during Q1 & Q2, generating over $1M; improved team knowledge surrounding digital media product offerings and identified best omnichannel marketing strategies for new and existing customers. Improved sales messaging to further entice digital agencies and advertisers with media spend dollars; sold robust programs that included Google AdWords, Google display, and social media campaigns. Designated to manage the launch of Salesforce.com based on strong product knowledge; identified training needs, set agenda for learning sessions, and disseminated information surrounding best practices for tracking sales activity using customer relationship management (CRM) technology. Launched programmatic advertising and digital media strategy with Ad Taxi, a Google Premier partner; focused on product offerings including SEM, SEO, Email, Display, Native, Video, and Social Media.  Implemented Lakana content management system (CMS), running campaigns through Data Xu, Simpli.fi and Bright Roll.

• 

  WTOL TV

  • Toledo, Ohio Area

  • Local/Digital Sales Manager

    • 2013 - 2015
    • Toledo, Ohio Area

    Took charge of local and digital sales, providing strategic guidance to General Sales Manager (GSM). Pricing, team culture, forecasting, strong new business development focus, and inventory management. Interviewed and hired a strong Senior Digital Sales Specialist (DSS) who eventually became the station’s Digital Sales Manager (DSM). Successfully launched audience extension at the station using Simpli.fi and Bright Roll.  Led team to achieve 72% of goal on a $30M annual sales target within the first month of 2015; instituted best practices product promotion and improved team selling techniques. Rehired to bring stability to the digital department, providing needed leadership focused on generating targeted sales; achieved ramp up goals and attained full quota during 2nd half of fiscal 2014. Elected as key member by peers to sit on Raycom’s Digital Advisory Committee; earned distinction as 1 of only 4 selected out of 50 sales people.

• 

  WorldNow

  • New York, NY Las Vegas, NV and Nashville, TN

  • VP Regional Sales - National

    • 2006 - 2013
    • New York, NY Las Vegas, NV and Nashville, TN

    Sold Omni-channel solutions to some of the leading broadcast companies in America while growing core convergence business. Worked with Journal, Landmark, LIN, Raycom, ABC, Local TV, Tribune and Media General. Took charge of planning and goal-setting, resource allocation, and budgeting to ensure departmental profitability. Established relationships with all levels of management at multiple television stations to grow long-term interactive advertising business; consistently attained targeted multi-million dollar revenue goals. Consistently achieved sales week billing of up to $650K (dependent upon market size); generated significant revenue for local affiliates, entering area markets with innovative digital advertising offerings. Provided training, hosting of sales weeks, and direct selling to local advertisers at multiple television stations throughout the US; served as a trusted partner to generate new revenue via digital media sales.

• 

  KLAS TV

  • Las Vegas, Nevada Area

  • Local Sales Manager/Digital Sales Manager

    • 2004 - 2006
    • Las Vegas, Nevada Area

    Managed a group of four Interactive Account Executives and five additional Broadcast Account Executives. Participated in Landmark Communications’ Senior Leadership Development Course and subsequently conducted corporate-wide sales training for Landmark Communications in 2005 & 2006. Grew KLASTV.com billing from $350K to over $1.5M with combined convergence billing of $3.5M by instituting a series of sales strategies focused on digital expansion.  Played a key role in growing advertising sales for the top billing independent cars.com site in the country; encouraged sales team to close more deals by implementing new sales techniques. Led station to become the #1 billing broadcast TV station in the country for both straight interactive billing and convergence billing in 2006.

• 

  WTOL - TV

  • Toledo, Ohio Area

  • Digital Sales Manager

    • 2000 - 2004
    • Toledo, Ohio Area

    Created the WTOL.com office from the ground up. Trained local Account Executives to sell Internet product offerings, set local Internet budgets, and devised Internet commission plans. Became a regular attendant at Worldnow conferences, working closely with the company on product enhancement and sales strategy. Sold advertising that led WTOL the first television station in the US to launch ‘Ask the Expert’ and ‘Your Next Car’. Played a significant role in aiding WTOL to become the first Worldnow network station with streaming video player solution. Increased WTOL.com revenue in 2002 from $270K in annual billing to $605K. Increased sales in 2003 to $810K and recorded the best percentage of Internet to local sales within Liberty Corporation;  Promoted to Digital Sales Manager from Account Executive in 2000 after achieving consistent top-level performance; maximized sales efforts with innovative sponsorships, effective presentations, and coordinated retention efforts.

• 

  WTOL TV

  • Toledo, Ohio Area

  • Account Executive

    • 1997 - 2001
    • Toledo, Ohio Area

• 

  US Army

  • Ft. Benning, Ft. Bragg, Ft. Hood, Erlangen & Kitzingen Germany

  • Sergeant E-5

    • 1989 - 1993
    • Ft. Benning, Ft. Bragg, Ft. Hood, Erlangen & Kitzingen Germany