Casey Pilgrim Email & Phone Number

Alabaster, Al, Us

Bookkeeping/accounting services, specializing in supporting churches. Services include budgeting, budget analysis, record keeping, reporting, monthly reconciliation, revenue entry, bill pay. Experience with Realm and Quickbooks accounting software.

Irving, Tx, Us

Sales team support on all things digital and broadcast-related at CBS 42 (WIAT) in Birmingham, Alabama.

Saint Louis, Mo, Us

Saint Louis, Mo, Us

As the Director of Sales for the Central US, I led a team of sales account executives based in and selling into their territories that include FL, AL, MS, LA, TX, MO, AR, TN, KY, IL, IN, OH, MI, PA, and NY. My team was responsible for building strategic relationships with automotive dealers, while growing the Sincro (formerly CDK Digital) footprint in their respective areas of responsibility. The region carries a multi-million dollar book of business and follow a sales process that helps ensure that the right solutions are being prescribed to solve for our dealers' greatest hurts. In this role, I provided 1:1 and group sales process training and coaching using the "Influencing the Decision" (MEDDPICC-friendly) sales process.

Us

I worked in tandem with the broadcast sales managers to develop and grow digital revenue for the station. Responsibilities include training and coaching of sales team regarding digital solutions and consultative sales tactics/process, digital pipeline management and sales forecasting, and assisting in all phases of the sales process. Additional responsibilities include digital inventory management, pricing, formal training, individual coaching, strategic planning, and more.Key Accomplishment: Reversed YOY downward trajectory of digital revenues by achieving 2019 annual budget barely halfway into the year (July 10). Projecting to the finish the year at 120-130% of annual budget.Keys to This Result:More Strategic Longer-Term Digital SolutionsBetter Positioning of the station's core digital assets (news websites and apps)Created New Revenue Streams For Digital Thru Livestreaming Episodic ContentOngoing Training regarding digital including Google Ads and Google AnalyticsTransitioned from Transactional to Consultative Selling (MEDDPICC principles)

I help SMBs by gaining an understanding of their business and the challenges they face, then providing recommendations that will address their personal and institutional pain points. Consultation services include marketing, advertising, finances, personnel, operations, technology, and more. Marketing services include SEM, fundamental SEO, website content optimization, display advertising, remarketing, social media management and advertising, and more.

Corporate training responsibilities include creation of content for new hires joining the Bell Media sales team. Responsible for creation of all content, which addresses on-boarding, consultative complex solution sales processes (MEDDPICC principles), product training for a comprehensive digital suite of products and services, Google certifications, and more. Content creation includes training decks, online videos, online resources, and certification exams. Business development responsibilities include management of the Business Development Representative team, an outbound sales team that leverages emails and outbound calling to generate leads for the digital consulting (sales) team.

Responsibilities included management of a sales team responsible for growing revenue and customer base for Bell Media via online and indoor advertising solutions.Responsibilities and accomplishments include:-Defined and coaches sales process/methodology for digital sales team including creation of online learning modules (MEDDPICC principles)-Co-created original go-to-market pricing structure for digital products and services-Recommended and defined new products and tools into the digital sales portfolio-Defined original compensation structure for digital sales team-Contributed to defining original fulfillment and delivery processes-Created marketing materials for core product and service offerings, including bundled solutions-Provided digital solutions product training to all account executives in all markets including Indoor/Outdoor account executives-Integration of online and indoor sales teams

General Manager, Online and Indoor, North Alabama. Responsibilities include building and growing the digital and indoor divisions of Bell Media with a sales team that I am responsible for hiring, training, coaching, and developing.Through collaboration with the VP of Online Media, CEO, and President of Bell Media, as well as other key contributors, the following items have been accomplished:-Defined and coaches sales process/methodology for digital sales team including creation of online learning modules-Co-Developed pricing structure for digital products and services-Recommended and defined new products and tools into the digital sales portfolio-Defined compensation structure for digital sales team-Collaborated to help define fulfillment and delivery processes-Created marketing materials for core product and service offerings, including bundled solutions-Provides digital solutions product training to all account executives in all markets including Indoor/Outdoor account executives-Integration of online and indoor sales teams

Birmingham, Al, Us

Sales manager for audience solutions team comprised of 6-7 account executives. Responsibilities included salesperson development, sales process coaching for consultative selling, supporting revenue goal attainment, effective solutions development, pipeline management, sales forecasting, interviewing and hiring sales talent, and other management related responsibilities. Focus was on developing newer account executives and providing them the tools, training, resources, and knowledge to be successful in their assigned roles.

Birmingham, Al, Us

Responsibilities include supporting the 15+ members of the retail sales team in generating, maintaining, and growing revenue from a portfolio of solutions that include print advertising in The Birmingham News, display advertising on AL.com, SEM, SEO, SMO, and more. Industries represented include banks/credit unions, furniture stores, physicians, attorneys, restaurants, and others.Using consultative analysis of the customer's business, it was my job to support and coach the retail sales team in understanding the business and determine strategies that will best address the customer's needs, and where appropriate, recommend or prescribe solutions, whether simple or complex in nature, whether our solutions or someone else's, that solve for those needs.

Managed a team of field-based sales professionals that are located in the southeastern United States (Florida to North Carolina, west to Louisiana). Team was responsible for generating revenue by developing relationships with automotive dealers, providing consultation to prescribe and sell advertising and marketing solutions, and helping dealers better understand online marketing and how to better integrate it with their current offline marketing strategies. Coached to the "Influencing the Decision" sales methodology, which incorporates all the MEDDPICC principles.Accomplishments include Cobalt Presidents Achievement (Club) 2010 and ADP Presidents Club for FY 2013.

Primary responsibilities were to upgrade all of the dealer groups' websites to a level that they could be the primary focus of all marketing efforts. Evaluated existing CRM processes to determine why CRM was not yielding a return at the 2 dealerships it had been previously implemented. Upon redefinition of the processes at the 2 stores, CRM was implemented at the other 2 stores, as well. Owner and many managers attribute reduced ad spending to the CRM changes that were made and evolved over a period of several months. Acted as the dealer group trainer for all sales staff and management for CRM. Implemented owner loyalty program through an e-newsletter service, incenting customers to sign up for newsletter by receiving service and parts discounts, resulting in growing email database from 500 to more than 5000 over the span of a few months. Three of four dealerships went Internet-Manager-free, as tools and processes were created for the floor sales staff to handle Internet leads.

For three years I managed an assigned territory, developing existing relationships, improving processes as they pertain to technology, and grew revenue. My client retention rate was described as "legendary", and this earned me a role in a national position for the final two years of my tenure. During this time, I trained the country's largest automotive dealer groups on how to implement processes and leverage technology to make their business more consumer-friendly and profitable. I also acted as a regional manager to various sales teams within the organization and was an employee trainer/mentor. I also coached sales executives on using our "Influencing the Decision" sales methodology, which incorporates all of the MEDDPICC sales process principles.

Acted as the Internet Manager for Susan Schein Chevrolet and oversaw website administration for both Susan Schein Chevrolet and Susan Schein Chrysler Dodge. In 14 months, dealerships saw a 16% lift in volume, with 16% of overall sales attributed to Internet department.

Starting as a traditional sales consultant, position evolved into the dealership's first Internet Manager. After struggling initially to find most effective processes, those processes were refined to where a successful Internet department was born. Many of dealership's Internet sales came from out of state, including Georgia, Mississippi, Texas, and Ohio. My primary contribution at this dealership was establishing an effective plan for success in this department, which sustained itself well after my departure.

Washington, Dc, Us

Served as radio operator within 1st Battalion, 1st Marines, 1st Marine Division, Camp Pendleton, CA from 1989-1995. Desert Storm (1st Persian Gulf War) Veteran.

Military, Communications

Diploma, General Studies