Andrew Walker 2015

Andrew Walker3500 W. Orange Grove Road, #10107, Tucson, AZ 85741Cell: 903-932-0550E-Mail: [email protected]

INTRODUCTION

I am a sales manager with extensive experience in consultative selling. I am skilled in establishing long-term relationships with clients and growing sales revenue from new and existing customers. I have the incredible ability to motivate sales people to achieve higher standards and produce greater results. I lead by example and gain the respect and confidence of my peers through hard work and total commitment to my profession. I have an excellent background in a variety of traditional forms of media and a significant amount of knowledge in digital products and services. I am an advocate of change and firm believer that we must all remain in a constant state of evolution to keep pace with an ever growing competitive marketplace.

PROFESSIONAL EXPERIENCE

KOLD/Raycom MediaSDSS (Tucson, AZ)January 2015 – Present

Management of digital advertising sales for the CBS affiliate in Tucson, AZ. Target new/incremental revenue opportunities and work with entire sales staff to grow revenue over budget. Average over 40 four-legged sales calls each week with sales staff. This is not a traditional digital sales management position. Due to my experience in the media industry, our goal is to conduct a thorough customer needs analysis and deliver a comprehensive solution that includes television schedules, digital and/or both.

Texas Community Media, LLC.Advertising Director (Longview, TX)May 2013 – October 2014

Regional Advertising Director for two daily newspapers and one weekly publication in the East Texas DMA. Full responsibility for all national, regional, local and classified sales efforts. Also responsible for a graphics department and all administrative support for the entire team which consists of approximately 42 people of which 4 are managers. After my first month in the position the department hit its total revenue goal for the first time in over 12+ months. We accomplished a repeat performance in July. August - December were tougher months but all significantly out preformed previous years. In January all but 2 sales reps hit their individual goals. In addition to sales, my position requires the development of new products and services. The first of which was the total reconstruction of our total market coverage (TMC) products resulting in great success. In January our efforts have more than doubled the revenue the TMC products generated in 2013. A significant amount of time spent in the digital arena, selling SEO, SEM, social media management, reputation management, retargeting, email marketing, local newspaper websites and more.

Diversified Advertising Sales Experience

Cable TVBroadcast TVDaily NewspaperWeekly ShopperDatabase MarketingDirect Mail


PROFESSIONAL EXPERIENCE (Continued)

The Elkhart TruthAdvertising Sales Manager (Elkhart, IN)September 2011 – May 2013

Like many daily newspapers, The Elkhart Truth had been losing total sales revenue dollars year over year since 2005 and was trending at a loss of 8-12% each year. Within the first 30 days of accepting this position, I had successfully lead the sales team to exceeding their revenue goals. I have trained, coached and motivated the sales staff to properly incorporate traditional and digital products to meet the needs of our advertisers. In 2012 digital sales revenue was up over 150% to prior year. Also in 2012 total ad revenue was above prior year for the first time since 2005. In 2012 the advertising department exceeded its revenue goals 9 months.

SuddenLink MediaLocal Sales Manager (Tyler, TX)November 2008 - February 2010

Within the first year, I led SuddenLink Media’s largest region to fulfilling its monthly revenue goals in 9 out of 12 months. A success in itself but more impressive considering the region had failed to reach a revenue goal in the previous 39 months. In addition to our revenue accomplishments, I was brought in by SuddenLink to merge the Tyler and Longview sales teams. With my leadership, encouragement and support, that task was accomplished more than one year earlier than expected. As with most of my positions, I excelled in learning this company’s products, services, policies and procedures very quickly and was certified to train the entire staff.. I have also been certified in training/teaching the Professional Selling Skills (PSS) program.

American Classifieds / Thrifty NickelSales Manager/General Manager (Houston, TX)May 2007 – May 2008

I successfully implemented and instilled a new company philosophy of “taking care of the customers” with each member of the staff. I achieved a 700% increase in profitability of all products and services by realigning them to better meet the needs of the customers. I increased total sales revenue by 21% by motivating the sales staff to solicit more new customers and to better serve existing ones. I decreased operational expenses by 36% by eliminating unnecessary resources and improving the efficiency and effectiveness of the entire staff. Digital products were also introduced that had a significant impact on profits.

American Classifieds / Thrifty NickelSales Manager (Tyler, TX)November 2001 – May 2007

Within the first year of accepting the sales manager position with this publication, I reorganized the sales staff to better serve the clients’ needs and delivered a 36% increase in sales revenue to include the incorporation of new digital products that both increased sales and efficiencies in the production of our publication. I successfully implemented two rate increases in the first year and one each year after that resulting in a significant increase in the profitability of the company. I successfully managed and refined a sales team of 12-15 reps driving double-digit sales revenue growth each year I was there. I was named sales manager of the year for three consecutive years. I implemented new policies and trained the sales staff on effective sales habits and time management. Each year that I managed this publication’s sales efforts, it was ranked the number one of all American Classifieds publications nationwide.


PROFESSIONAL EXPERIENCE (Continued)

Imagitas, Inc.Sales Director (Frankston, TX)November 1999 – November 2001

I led the sales team in total number of new customer solicitations each year. I actively participated in the development and implementation of both print and on-line new movers advertising campaigns. I was a major resource used in the development of sales policies and procedures. I effectively managed my time and resources while working in a virtual office with my sales territory being Texas, Louisiana, Oklahoma, and New Mexico. I implemented the company’s first CRM program.

ADVO, Inc.Micro Targeting Manager (Dallas, TX, Phoenix, AZ and Hartford, CT)August 1990 - November 1999

While employed at ADVO I held several mid-level management positions within the National Accounts Marketing Division. In my last position as Micro Targeting Manager for the Texas Region, my primary responsibility was to lead sales efforts of highly targeted direct mail/marketing campaigns. My direct efforts resulted in more sales revenue than all other regions combined. I was recognized and awarded "Targeter of the Year" for 2 consecutive years and was the recipient of three President's Club awards and Employee of the Year twice.

EDUCATIONScottsdale Community College 1994-1995Richland Community College 1993, 1996-1997University of Hawaii 1987-1988

PERSONAL

My children are my inspiration and my motivation. I feel honored and privileged to have so proudly served in the US Army from 1986-1990 and to have served in Operation Desert Storm. In 1997 I was administered a Mensa prequalification test by my employer and passed with flying colors.

SUMMARY

In a “nut shell,” I make a difference. I’m the guy people come to when they need to get the job done. I am a great “people person” and enjoy working with the many personalities in the sales world. I love selling. Hearing “no” doesn’t scare me--it only means we’ll have another opportunity to talk. I have an outstanding work ethic and maintain the highest morals in the workplace. My personal motto is “if I’m going to do it, I am going to do it right.”

Andrew Walker 2015

Documents

Transcript of Andrew Walker 2015