General Sales Manager at WTOK-TV / Gray Television

As Director of Sales, I headed the development and execution of sales strategies, while overseeing the Sales department of 30+ employees. I drove revenue growth through commercial inventory management, budget development, and revenue forecasting. Additionally, I led sales initiatives and collaborated closely with other departments, including Marketing, Operations, and Finance, to deliver successful outcomes.

In this role, I set the strategic vision and long-term objectives to exceed revenue targets in collaboration with senior leadership and managed a Sales team of 18 employees. I directed staffing, training, and performance management to measure and assess employee performance against benchmarks and targets. I drove new business development and researched, identified, and capitalized on market opportunities by monitoring market conditions and competitor activities. Additionally, I facilitated transparent communication and strong collaboration between internal teams.Key accomplishments in this role include:• Launched a worksheet for sellers from each team to leverage to combine pricing and strategy on media buys from advertising agencies, achieving over 60% market share and ranking #2 and #4 in the local market. • Ensured budgets were achieved by maintaining the pricing for the Indianapolis COLTS local inventory with a high degree of accuracy.• Distributed local advertiser leads to sellers from Nielsen and Comscore competitive reports, securing revenue that other TV stations were receiving.

With this company, I led a team of 5 Regional Sales Representatives and initiated strategic plans and priorities to boost regional sales through competitive spend reports, lead generation, prospecting, and new client acquisition. I identified opportunities and implemented strategies for cross-selling and up-selling within the existing customer base. I analyzed competitor activities and pricing trends in the region to grow revenue by selling the commercial time for market value and demand.Key accomplishments in this role include:• Built a performance-driven team by executing recruitment, training, coaching, mentorship, and performance management best practices.• Achieved budget each quarter for revenue that was 18% of the regional dollars negotiated.

Manager of a team of 7 Account Executives handling One Million Dollars in annual local billing in Indianapolis, Bloomington and Columbus Indiana.