Experience

EQ Works

• Canada
• Advertising Services
• 1 - 100 Employee

• Chief Revenue Officer (CRO)

  • 2021 - Present

  EQ Works [www.eqworks.com] provides a smarter way to target customers using Location Behavior. Using first-party, location-based behavior signals, advanced data analytics, and proprietary software, EQ Works creates and targets customized, performance-boosting audience segments. Proprietary algorithms and data, combined with Artificial Intelligence, generate attribution models that connect consumer behavior in the physical world to behavior in the digital world, helping solve complex challenges for brands and agencies. Show less



Bell Media

• Canada
• Entertainment Providers
• 700 & Above Employee

• Vice President, Strategic Sales

  • Sep 2015 - 2021

  Reconfigured teams to cut costs and increase focus on developing direct relations with Bell Media’s most important advertisers. Led a multi-disciplinary team of 124 with seven direct reports responsible for Strategic Insights (Research), Revenue Management (pricing and inventory management across all Bell Media platforms), Digital Ad Operations- including leading the build of data-powered advertising products and trade marketing. · Led a cross-BCE team in the development of the Strategic Audience Management (SAM) product: a ground-breaking self-serve TV buying platform powered by Bell first-party data (FPD) which enables advertisers to plan, buy, and measure the effectiveness of TV advertising more accurately. A highly complex project involving significant cost management which required executive stakeholder alignment and an extensive change management and marketing program. · In its first full year of operation (2020), SAM exceeded budget by 5% in the worse advertising market on record. · Led the production of an eight-year, multi-billion-dollar data innovation strategy. · Drove successive price increases on TV and radio assets. Introduced more dynamic pricing which increased revenues and levels of sale. · Developed and harmonized internal reporting on audiences and revenue across Bell Media to establish one concise “source of truth” for the SLT. · Increased skill levels of the team through the introduction of Python, SQL, and advanced statistical training. · Drove the development of 'SAM Attribution': automating deterministic reporting on the online effectiveness of TV advertising using Bell FPD. This is a first of its kind product in Canada and perhaps also the world. · Working with finance, led the production of successive annual Bell Media Sales budget and strategy presentations. · In Staff Survey results, demonstrated successive improvements in all areas and achieved scores significantly higher than the Bell Media and BCE averages. Show less



STAR MEDIA GROUP

• Canada
• Newspaper Publishing
• 1 - 100 Employee

• Vice President, Office of the Publisher

  • Dec 2014 - Sep 2015

  Reporting directly to the Publisher, responsible for the overall strategy and strategic implementation at SMG.• Refined and consolidated the strategy. Established collegiate monthly forums for the VPs to report on progress.• Led project enabling SMG to attribute value to tranches of the print audience and devise a printing strategy.• Devised and initiated implementation of a Torstar-wide data consolidation strategy.

• Vice-President Sales, Star Metro Media

  • Jul 2014 - Dec 2014

  Led all cross-platform sales for the newly combined Metro and Toronto Star sales teams. Responsible for overall cross-platform sales targets. Led six direct reports and 42 members of the sales team. Devised a strategy to enable two separate teams to effectively merge and sell two distinct and high-profile brands across all platforms.• Positioned the Star and Metro as Canada’s “open” audience to enable effective cross-selling.• Introduced and successfully gained adoption for a CRM system.• Devised and gained support for a wholesale investment in and restructuring of the team. Show less



The Guardian

• United Kingdom
• Book and Periodical Publishing
• 700 & Above Employee

• Sales Director

  • Sep 2012 - May 2014

  Charged with reinventing the Guardian sales team and reigniting the sales efforts. Developed and implemented an entirely new sales team structure to accompany the Guardians digital transformation.Responsible for departmental revenue targets.• Devised and implemented a comprehensive sales strategy, the first one that the Guardian had everhad.• Built a new senior team of agency leaders; led them to perform a new and proactive task; to take theGuardian’s story and credentials out to senior agency management, planners, and strategists.• Led the development of new ad formats in print and in digital.• Led the International team and put in place a new international strategy.• Formulated and then personally led the delivery of two roadshow presentations to all the Guardiansmajor agency partners (3000+ attendees)• Helped to construct and then implement the trade marketing strategy.• Led the Agency and Client Leader teams, helping to direct their efforts,• Consistently delivered over-budget in digital revenues.• Key client revenues were up by 23% y-o-y; led to a considerable strengthening in the Guardian’sfinancial position.• The sales team research conducted anonymously among the customer base recorded a 23%improvement in the overall opinion of the sales team.• Research of the team’s morale and motivation showed significant uplifts in the scores for their beliefin the Guardians strategy, honesty and openness, and collaborative working practices.• Presented at Cannes Lions and the Dubai Lynx Festivals of Creativity.• Personally, led and closed the two biggest deals in Guardian history (Al-Jazeera and Barclays Bank). Show less

• Head of Client Sales

  • 2005 - Sep 2012

• Magazine Advertising Manager

  • Apr 2001 - 2005