Experience

LOCALiQ_UK

• United Kingdom
• Advertising Services
• 200 - 300 Employee

• Sales Manager

  • Aug 2016 - Present

  Performance manage through coaching to ensure targets are achieved.Identify new revenue opportunities across our portfolio and implement sales activity plan.Forecast monthly figures and succession planning with features, niches and digital opportunities to ensure projected figures are achieved. Training through dual calling, mentoring and continually motivating the team to succeed through encouraging an entrepreneur spirit of success.Build strong relationships internally with editorial, production, studio and planning to ensure correct procedures are followed.



WESTMORLAND GAZETTE LIMITED

• Newspaper Publishing
• 1 - 100 Employee

• Marketing And Advertising Manager

  • Aug 2016 - Present

  Leading the commercial team through coaching and motivating to improve performance and drive commercial revenue streams through our full multimedia portfolio. Leading the commercial team through coaching and motivating to improve performance and drive commercial revenue streams through our full multimedia portfolio.



StokeonTrentLive & The Sentinel

• United Kingdom
• Media Production
• 1 - 100 Employee

• Field Sales Director

  • Feb 2013 - Aug 2016



Derby Evening Telegraph

• Property and Business Manager

  • Jun 2011 - Jan 2013

  Improve sales performance of 4 FTE Field Sales AdvisorsAccount managed the top 5 Estate Agents to grow advertising revenues and identify additional sales opportunities. Improved Business performance by £10k in the first two months of taking responsibility for this category through planned feature activity and performance management. Manage additional projects which generated in excess of £70k of new revenue.Prepare and suggest annual budgets for the MD and propose category business plans. Departmental reforecast and hold creative brainstorms to ensure achievement of agreed profit.



Derby Telegraph

• Telephone Sales Manager

  • Feb 2011 - May 2011

  Instilled a ‘can do’ attitude with a supportive approach to rebuild the team dynamics. Carried out skills audits and training implemented through classroom training and telephone monitoring and coaching.Performance managed the team to increase call rate by 40% and talk time by 50%. Within three months the team started to hit SOP’s and revenue targets. Over a 12 month period hit and exceeded target by 5%. Improved contract count from 230 to 350 through a sales contract drive. Created dedicated feature calendar to introduce new advertisers to the daily paid for and weekly free titles.



Northcliffe News and Media Group

• Classified General Sales Manager

  • Jan 2008 - Jul 2009

  Reporting directly to the West Midlands Advertising Director, responsibility to proactively manage and develop the skills of a busy classified sales department to positively drive advertising revenues for both print and digital products to exceed budgets in excess of £5m. Motivate, develop and manage 4 telephone and field sales managers and 30 sales staff. Successfully spearheaded and project led a new business listings digital directory for the Midlands which achieved target 3 weeks ahead of schedule and exceeded budget of £100k by 30%. Implemented telesales training plan for 17 FTE B2B outbound sales which improved sales activity and conversion rates by 20% Implemented telesales training plan for 13 FTE inbound sales which improved pick up rate, customer service and reduced queries and credits to stay below 0.5%. Introduced daily and monthly directional meetings to agree objectives which improved target performance and reduced staff turnover.



Futures for Business

• Professional Training and Coaching
• 1 - 100 Employee

• General Sales Manager

  • Jan 2005 - Jan 2008

  Reporting directly to the Advertising Director and deputising the department in his absence. Positively drive the advertising department both field sales and telesales to exceed the print and digital budget of £21m. Motivate and manage 8 field sales and telephone sales managers and 70 sales staff.Present weekly sales drives to the department to focus on increased sales activity and encourage a competitive environment.Implement monthly training plans, dual calling, telephone monitoring and classroom training. Hold monthly Personal Development Meetings with all managers to agree individual and team objectives. Build strong customer relationships through regular contact and meetings.Budget planning and setting monthly sales targets and objectives. Attend weekly board meetings with the Managing Director and Finance Director in the absence of the Advertising Director.



Post And Times

• Advertising Manager

  • Apr 2003 - Jan 2005

  Advertising responsibility for 3 weekly paid for print publications. A new acquisition to Northcliffe I was responsible to implement company policies and procedures and training the sales teams. Working closely with editorial and the local communities to successfully counteract the launch of an aggressive competitor title. Manage 3 offices and 15 sales staff which led to us exceeding the first year budget by 20%.Staff development through positive training, dual calling and telephone monitoring.Implemented sales drives and initiatives to maximise advertising revenue.Set monthly targets and annual advertising budgets.Winner of Sentinel News and Media Sales Manager of the Year 2004.