Susan Wray Email and Phone Number

Five key roles for this position include analyzing a myriad of research data for four television stations and various digital products including mobile and Hearst Core network:1. Fulfilling clients needs2. Create presentations for our advertisers showing the benefits of our numerous products and which of those we recommend to best reach their potential customers3. Build estimates and keep programming for four stations in avails system and one-sheets including sales packages up-to-date4. Keep news and promotions staff well-informed of critical audience viewership changes and the competitive landscape and analyze audience flows and characteristics5. Train and educate staff on internal systems and procedures Major research products used to analyze media market data​:• Nielsen Products: Overnights; NLTV; Promotions Optimizer; Grabix; eNames o ratings and share trendso monitor Nielsen meter placement to ensure meets audience universe estimateso market wide audience flows (only watch us; switches from a competitor to us, etc)• Wide Orbit Products: Wide Orbit Media Sales; Wide Orbit Traffico add and update programming and estimates for television stations o build rate cards o research “side” of system to create trend analysis; audience composition; etc• Marshall Marketing Qualitative Datao profile potential customers for clients and station beyond age demographics o evaluate data for various categories including but not limited to: retail; products plan to purchase; automotive; how far willing to travel to purchase certain products; lifestyles; media and television habits including specific news questions; etc.• Kantar: Media Monitors; Direct Heato these products monitor advertiser spending levels in various media (tv; newspaper; radio) - used to monitor competitors for the stations, but also can assist clients with the competitive environment

Sales Support Professional assisting 12 account executives and four managers.- monitor logs looking for opportunities to increase revenue- negotiate make-goods with clients- enter broadcast and internet orders- prepare a myriad of sales reports utilizing Wide Orbit and Excel- investigate contract and/or invoice discrepancies and follow through with appropriate solution- assist clients, ae's and management team

- Assist a sales team of 15 Account Executives and four managers- Communicate internet creative elements to creative team: ability to put creative ideas in writing- Negotiate "make-goods" for missed commercials with buyers and/or business owners- Gather and interpret qualitative data to prepare client presentations in legible format - i.e. charts, bullets, etc- Update market data including competition - Enter, revise and track broadcast and internet orders to ensure accuracy - Prepare/revise as many as 40 Microsoft Excel and Powerpoint documents per week

- Managed department of four in charge of processing commercial material, managing inventory and creating FCC logs- Analyzed program and day-part revenue contribution and recommended pricing and rate strategies to optimize revenue- Tracked and organized thousands of weekly commercials to maximize revenue- Increased productivity by restructuring positions and eliminating unnecessary job functions.- Enhanced "team" attitude between traffic department and sales staff, especially sales support staff.- Improved understanding of which tasks warranted a "sense of urgency" so team members could prioritize.- Trained sales staff on all systems and procedures and cross-trained traffic staff to ensure accuracy.- Negotiated new contract to save 28% in courier fees.- Solid hiring record - 75% of support staff hired have stayed three+ years - Retrieved data from various systems and input in excel to create as many as 15 reports per month- Monitored and altered Internet ad campaigns to achieve client's goals.- Work with the sales staff to assure "specials" on television or Internet are scheduled appropriately.- Ongoing communication with staff and managers from several departments.

- Developed research department for NBC affiliate from the ground up to a full-fledged revenue generating unit- Gather, analyze and create research projects utilizing, internet, qualitative data, quantitative data, business periodicals, etc.- Trainer – equip staff and all account executives to efficiently use various systems- Nine years Wide Orbit Traffic system experience – trained staff on system including inventory analysis and control; management reports; programming; order entry; material and instruction entry - Analyzed qualitative and quantitative data from a myriad of sources and created strategic one-sheets- Researched data/trends to create estimates to present stations in best possible light- Designed client needs analysis and train staff on benefits of using this tool- Kept staff informed of competitive media and trends in the industry - Acted as guinea pig for several software companies to test new features - TVSCAN; MEDIALINE- Ability to determine software vs. user error/problem- Downloaded Nielsen ratings data; created PAV’s and estimates - Trained sales staff on systems and research data including "thought process".- Assisted with development of questions for market surveys

- Answered 12 account executive and three manager phones - Fulfilled clients needs as much as possible during account executive or managers absence.- Assisted 12 account executives by helping to research and write client presentations.- Prepared 20 monthly reports in excel some of which were highly confidential.- Created 10-15 weekly Powerpoint presentations.- Trained sales staff on all systems and procedures and cross-trained support staff to ensure 100% accuracy.- Improved understanding of which tasks warranted a "sense of urgency" so team members could prioritize.- Increased productivity by restructuring and eliminating unnecessary job functions.- Updated department calendars; PTO schedules; programming; and other reports without supervision- Researched best buy on office supplies and maintained inventory