Kathy Cunningham Email and Phone Number

Media Brief - Develop Media Brief for agency teams. Includes thought leadership & client management to answer critical questions - inform planning process from measurement/channel strategy to tactical strategy, and informing creative brief development.Research - Lead research and analysis for assigned clients including audience, competitive, journey and results. Understand the agency's research tools and know how to leverage them to create strategic media plans.Measurement Strategy - Create and document Measurement Strategy based on client input, research and data. Ensure client approval. Work with the Analytics department to develop measurement plans to assess success of client campaigns. Prepare and share campaign results externally to clients on effectiveness of media plan, as outlined in measurement strategy.Channel Strategy - Create Channel Strategy that supports the measurement strategy and garner client approval. Clearly articulate/collaborate with team to ensure a smooth process into the tactical plan.Client Relationship - Establish and maintain goodwill and strong working relationships with client, including regular calls, visits and check-in's to ensure the agency is meeting their needs. Respond to client requests in a timely manner. Act as the conduit for all True Media communication and interaction with the client. Understand plans to the degree necessary to answer most questions. Ensure accurate invoicing of client. Work with teams across agency to ensure timely signoff and feedback from client. Coordinate the development of agency Point of Views (POV) and rationale on media opportunities for submission to the client. Involvement with Client Satisfaction survey.Revenue - Accountable for profitability of assigned clients including contract familiarity and implementation such as billable functions, scopes, etc. Work with Project Manager to maintain current and accurate time records related to all functions of agency, client and team work assignments.

Partner with Account Executives to provide highest level of sales excellence to key priority client accounts, both direct and agency  Monitor and manage campaigns and ensure campaign delivery, provide strategy and optimization recommendations and produce client recaps  Develop, create and maintain sales proposals that drive revenue through strategic packaging of Entercom product offerings, including spot radio and digital tactics, while providing renewal/upsell insights to Account Executives Analyze and deliver qualitative audience insights to AEs utilizing Audacy Audiences (proprietary audience segmentation using online and offline listener data to build high-value profiles based on unique consumer behaviors) Utilize Nielsen, Tapscan/Scarborough and other forms of qualitative and quantitative reporting systems in addition to competitive spending and category reports on Miller Kaplan to provide strategic insights to AEs for current client and prospect proposal and meeting insights Manage Sales Assistant team and collaborate cross-functionally with Sales Managers, Production, Traffic, Creative and on-air Talent to develop, improve and execute best practices across all teams

• Developed In-depth knowledge of Centene Medicare client business objectives, strategies and competitive landscape • Worked cross-functionally with Channel Managers, business groups, Creative, Media and Delivery Specialists to align campaign strategy and media plans to maximize client’s ROI• Responsible for ensuring Program and Creative briefs were developed and learning objectives and KPIs were established, measured and tracked by campaign lead generation and conversion to sales• Coached and Mentored team developing strong, trusting relationships between clients and agency partners, providing leadership and support during strategy, ideation, and execution through a consultative approach, open communication lines and clearly defined expectations• Managed risk and client expectations, bringing issues/concerns to clients' attention before they become problems, offering potential solutions, and advising of potential delivery delays • Understanding of direct mail and digital channels and the connection to Direct Response campaigns

-Manage Sales Support Team of 13 Account Planners and Account Coordinators-Nominated and attended prestigious Charter Communications Manager Leadership Development Program (intense two-day program) in August 2017 - Managers considered top talent are selected for this program - MLDP curriculum focused on leading people and leading the business-Responsible for ongoing development, improvement, execution, measurement and adoption of linear and digital sales and account management best practices-Develop and/or implement training for all relevant sales and research tools including 'branded' platforms utilizing first and third party data, Salesforce, Prime Lingo, AdMall, Digital Audits-Developed internal Aging Report process guide for Account Coordinator monthly management; Implementation significantly improved revenue cycle outcomes, decreasing 90+ 'aging buckets' month-to-month-Partnered with Pricing & Planning Manager to monitor inventory availability, rates and programming and provide updates to Sales Support Teams-Works closely with all facets of Spectrum Reach sales, finance and operations teams to determine best practices for pre and post sale tasks-Attends onsite, online and virtual led leadership and product training applicable to all roles, staying mindful and responsive of vendor industry and legislative trends (i.e. Nielsen, Digital Brown Bag, VAB, Showseeker, among others)

-Successfully assisted in management, conversion and on-going training of new CRM tool Salesforce in August 2015 and responsible for the conversion of 100+ unverified orders to this new tool-Responsible for ongoing development, improvement, execution, measurement and adoption of the sales and account management process for team of 8 St. Louis Account Planners and provided training and guidance for 5 Outer Market Account Planners-Collaborated with all facets of Spectrum Reach sales and operations teams to determine best practices for Account Planners in effective proposal production (Pricing, Inventory, Salesforce, etc...)-Developed and/or oversaw various aspects of cable and digital training with CRM tool Salesforce, various research tools such as Prime Lingo and AdMall and developed best practices for working with Account Executives and Account Coordinators for Account Planning Team-Led bi-monthly Account Planner meetings with St. Louis and Outer Market team via webex to discuss timely issues impactful to AP tasks and metrics; Included scheduling of Spectrum Reach Guest Speaker to discuss area of expertise; Managed action items as requested after each meeting-Worked closely with Director of Sales to provide guidance on compensation measures for Account Planning Team-Provided all annual performance reviews, merit increases, promotions and equity increases if warranted to develop and maintain an experienced and highly productive team of Account Planners-Compiled and submitted reports/recaps when requested to DOS pertaining to Account Planning Team metrics -Attended bi-monthly Account Coordinator meetings to provide feedback and best practices for a steam-lined sales process beginning with the Account Planner to the Account Executive and ending with the post-sale (Account Coordinator)-Collaborated with inter-related departments such as Research, Marketing, Operations, Traffic and Inventory to determine best practices and streamline processes for the Team.

-Quickly excelled in learning various cable and digital research and inventory analysis tools and incorporating into current client and/or new prospect proposals.-Promoted to Supervisor of Sales Support June 2015; Performance and knowledge base allowed selection over current Spectrum Reach employee with 11+ years tenure for this position.-Provided solution-based 'Targeted' linear and digital presentations, including trade, co-op and sponsorships/promotions that exceeded expectations of Account Executive and clients; Nominated for Best Marketing/Research Sales proposal in 2014.-Attended various on-site meetings and webinars to continually hone linear and digital skills remaining strategic and insightful.-Promoted to Supervisor of Sales Support June 2015; Performance and knowledge base allowed selection over current Spectrum Reach employee with 11+ years tenure for this position.

-Planned and negotiated traditional and non-traditional media and related sponsorships for a variety of clients, both locally in St. Louis and regionally across the country.-Served as the Account Planner and primary contact when Dicom Partners were unavailable for various local and regional clients Central Bank, The Humane Society, Fontbonne College, St. Louis Community College, Third National Bank and SIUE-Provided strategic and effective annual plans with insights on CPP, CPM, Reach and Frequency by flight for Cable, Broadcast Radio and TV, Print, Outdoor and Digital-Utilized research data to determine best placement for obtaining client's goals and objectives while meeting the client's budget and maximizing ROI. -Responsible for researching and planning all forms of traditional media (i.e. Radio, Broadcast Television, Cable Television, Print including trade publications, dailies and magazines, Outdoor, Transit) and non-traditional media (Google Ad Words, Display, Pre Roll) efforts prior to Media Plan presentation to client-Buying roster included, but not limited to, local and regional clients such as Ranken College, CEFCU, Delta Dental of MO, SIUE, Fontbonne College, St. Louis Community College, Shelter Insurance and Schnucks Grocery Store Chain

-Spear-headed and developed Media Department from ‘ground up' by researching and implementing SmartPlus Media Software Program, subscription to Media Market Cost Guides and SRDS publications-Communicated with client and account executives in order to understand client's needs and expectations before establishing Media Plan-Responsible for researching and planning all forms of traditional media (i.e. Radio, Broadcast Television, Cable Television, Print including trade publications, dailies and magazines, Outdoor, Transit) and non-traditional media (Google Ad Words, Banner Ads) efforts prior to client Media Plan presentation-Analyzed research data to determine best placement for client's needs while meeting the client's budget and maximizing ROI, typical 3:1 ratio added value to paid-Responsible for training Media Buyer on existing SmartPlus Media Software, best practices and guidelines for agency negotiations with media vendors and internal procedures for placements and monitoring of media schedules-Built strong relationships with local and regional media and other members of the advertising community resulting in New Business leads for agency-Worked with creative team developing understanding of creative development/execution costs including estimates on associated costs and time needed for creative projects-Developed and presented New Business Pitches with principal agency members including researching and providing competitive spending information, developing proposed Media Plans and providing information during question & answer review-Broad range of category experience - healthcare, medical, B2B, tourism, entertainment, retail, hospitality, financial among others I was also known to infringe on the rights of the Creative Department and write sponsorship copy when needed in a pinch ;)

I worked for 5 years at DMB&B negotiating and placing regional broadcast media for such clients as Procter & Gamble, Anheuser-Busch, Cadillac, Pontiac, Southwestern Bell and Burger King in Missouri, Texas, Louisiana and Oklahoma. Responsible for posting Television schedules, monitoring all schedules for correct rotation and reconciling discrepancies.