Resume

Media Sales & Business Development Professional 

Highly motivated, results oriented professional with 11 years of experience in media sales & project management. Positive, hands-on management style, with a deep understanding of fast-paced, high growth environments. Excellent relationship building skills with strong analytical & creative aptitude. Successfully employs a consultative approach to communications which yields increased repeat-client revenues, greater referral volumes and more efficient project timelines. Areas of expertise include:

          * Business Development          * Account Management
          * Brand Development                * Media Sales/Planning
          * Competitive Analysis             * Integrated Marketing
          * Campaign Optimization         * Client Services
          * Project Management

 Professional Experience

SMARTER TRAVEL MEDIA, LLC., (a division of Expedia, Inc.) Boston, MA   [2005 - Present]

Senior Account Manager, Key Accounts [2009-Present]

  • Serve as the largest single contributor on a sales team of 11, with primary responsibility for managing key client accounts consisting of 33% of the company’s 2010 revenue goals. Maintain sole responsibility for the largest single source revenue account.
  • Develop and maintain relationships with advertising agencies & direct clients, with particular attention to assessing client needs & developing trust to achieve long term contract commitments.
  • Assist clients in allocating resources by managing the Sales Planner responsible for generating weekly and monthly performance reports indicating campaign placement activity and associated costs, and generating campaign activity forecast estimates to utilize in building client budgets.
  • Lead client meetings with visual presentations to articulate custom media campaign solutions and to open the communication necessary to assess the client’s goals.
  • Construct detailed media campaign proposals with buy rationales based on client needs & industry trends, supported by documented competitor activities. 
  • Manage account budgets, click caps, impression counts, and expectations across four Websites (www.smartertravel.com, www.bookingbuddy.com, www.airfarewatchdog.com, www.onetime.com) & eleven email newsletters.
  • Communicate with internal product development and marketing teams to improve existing products and anticipate competitive demands.

Account Manager, West Region [2005-2009]

  • Surpassed team quarterly and annual revenue goals set by Executive team by more than 10% each year. Exceeded annual revenue goal by 25% in 2007.
  • Grew 35 accounts an average of 300% by identifying and building upon placement success factors.
  • Trained 8 new sales team members on media sales dynamics, product offerings, industry trends and resources, and principles of relationship building.

BARRETT COMMUNICATIONS, INC., Cambridge, MA [2003 - 2005]
Director of Client Services and Marketing

  • Increased company revenues by 34% by improving lead generation techniques such as event & relationship networking, cold calling, client referrals, media reviews, SEO, and email marketing.
  • Maintained a prospect-to-client conversion ratio of 3:1 by capitalizing on new business presentations, project estimates, proposal reviews, and contractual sign-off meetings.
  • Managed projects & oversaw operational accounting with conclusive project scopes, creative briefs, status & budget reports, vendor tracking sheets, sales projections, and monthly A/P-A/R reviews.
  • Executed multiple integrated marketing & public relations campaigns such as direct mail, event sponsorships, email newsletters, radio underwriting, press releases, and search engine optimization.

 

RDVO, INC., Somerville, MA [2002 - 2003]
Project Manager

  • Developed a contact database designed to enhance client relationships and establish a foundation for direct marketing, PR and e-mail campaigns.
  • Analyzed client RFPs, competitive analyses (SWOT), Web-site assessments, and user group demands, and devised project strategies, directions, and technical requirements.
  • Established a collaborative environment consisting of clients, creative teams and technology developers to work together to define corporate and product positioning, Web-site architecture logistics, Web-page wire frames, and content matrixes.
  • Produced content strategy outlines and copywriting services for internal and client marketing programs, including corporate overviews, product/service collateral, executive bios, newsletters, survey questionnaires and reports, and web-site communications.

BARRETT COMMUNICATIONS, INC., Cambridge, MA [2000 - 2002]
Marketing Manager

  • Led the strategic development of overall marketing initiatives, including developing strong client relationships from inception through job completion by participating in introductory meetings, responding to RFPs, and producing account status reports.
  • Generated weekly and quarterly reviews of in-house PR, advertising, direct mail, and e-marketing campaigns, and worked closely with creative teams & vendors to ensure the delivery of accurate and efficient communications and the completion jobs on time and under budget.
  • Conducted industry research and drafted prospective client reports to stimulate lead generation, fulfill proposal requests, and draft creative briefs.
  • Oversaw copywriting and proofreading services for quarterly newsletter, PR programs, advertising campaigns, corporate brochure, and direct mail.

NORTHEAST PUBLICATIONS, INC., Dennis, MA [1998 – 2000]
Advertising Sales Representative

  • Increased advertiser base by 115% and revenues by $147,000 by conducting and analyzing market demand research, presenting conclusions to prospective customers, and defining new relationships and contract partners.
  • Developed a comprehensive contact database for lead generation, cold calling, follow-up tracking, and marketing campaigns; successfully developed a qualified subscription base of over 12,000.
  • Managed over 80 accounts across three publications: Cape Cod Travel Guide, Cape Cod Meeting Planning Guide, and Golf on Cape Cod.

Education

UNIVERSITY OF MAINE, Orono, ME
Bachelor of Arts, English, 1998

Technical Skills

  • SalesForce CRM
  • Microsoft Office Suite
  • Microsoft Visio
  • Microsoft Project
  • Act! 6.0
  • HTML
  • Macromedia Dreamweaver
  • Quark Xpress
  • Photoshop
  • Clients & Profits 3.2
  • DART

Professional Affiliations

  • Boston Interactive Media Association (BIMA), 2005-Present
  • Massachusetts Innovation & Technology Exchange (MITX), 2000-2005
  • Boston Idea Group (The Ad Club), 2000-2002
  • Cape Cod Hospitality & Marketing Association (CCHMA), 1998-2000)
  • Cape Cod Chamber of Commerce, 1998-2000