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Hearst Corporation

Training and Development Manager
2013 - present

  • Build, present and implement Hearst Media Affiliate solution to top media companies both domestic and international

  • Assist with supervision and training of Leadership/Sales teams for 7 of the top 20 US Media companies and 2 International Media companies – approx. 450+ individuals

  • Cultivate and build partner relationships to promote continued growth

  • Coordinate, communicate and help execute bespoke strategic initiatives

  • Establish Quarterly Business Goals and Reviews (QBR) for Affiliate Leadership to ensure profitable partnership and discuss future goals

  • Build and maintain relationship with partnership while identifying areas of need or improvement for continued growth

  • Improve Affiliate sales success rates and field application training for new and existing sales teams

  • Build customized training schedules and materials for new employee on-boarding with a focus on products, sales strategies, comprehension and closing abilities

  • Travel to partners to observe, evaluate and report on areas of improvement in Client Services, Support and Sales teams

  • Work with partners for both on-site and remote training sessions focusing around product set, sales, retention and industry certifications like Google Adwords Certification

  • Providing support in order submission, fulfillment and account retention by providing category specific trends and industry information

  • Complete partnership management responsibilities include all media properties belonging to:

  • Created, Managed and updated our online university/LMS (Litmos)  where our Partner Management and teams have 24/7 access to new and continued learning materials

  • Courses typically focus around entry-level product and sales information for new hires as well as structured continued education and application sessions for existing teams

  • All courses were created using Adobe Captivate (under SCORM standards) to provide easy tracking and detailed reporting to help identify training effectiveness and retention

  • Courses included HTML5 compatibility for tablet/mobile access

  • Established SSO integration between LocalEdge University and Salesforce.com for improved Partner reporting transparency

  • Utilize LMS reporting tools to create surveys for management to rate and provide feedback on all in-market training sessions and quarterly surveys for virtual sessions

  • Work with partners for both on-site and Webinar sessions focusing around digital strategies and products like SEO, SEM and Google Adwords Certification while measuring effectiveness of materials

Director of Business and Product Development 2012 - 2013

  • Cultivate new ideas and improvements for continued growth of Vast's business lines (ex. CarStory.com)

  • Manage the everyday relationships and account growth of Vast's partners

  • Assist partners with development of marketing, retention sales strategies, sales training and customer support structure

  • Create pricing structures based on profit margin goals

  • Build roll-out plans, marketing materials and customer facing collateral for new and existing partners to utilize platform revenue generating opportunities

  • Collaborate with partners to create revenue generating ideas for increased partnership success

  • Assist in the development of a turnkey Real Estate platform solution for partners based on market listings availability

  • Provide new and existing partners with sales, marketing and retention training for continued success of sales teams and partnership

Digital Automotive and Real Estate Director
2008-2012

  • Managed over 200 reports across all GateHouse markets for the Automotive and Real Estate division
  • Create successful business models, market strategies, and structure market leadership
  • Help properties utilize all digital products to generate revenue maximize opportunities
  • Forecasting revenue projections, market trends and implementing goals
  • Managed transition to Monster employment platform for 200 GateHouse properties
  • Developed and launched BestRide.com auto vertical in an innovative partnership with Vast.com with over 150 GateHouse properties
  • Launched real estate partnership platform with HomeFinder.com in 120 GateHouse markets
  • Developing specific training programs based on market size for Sales Managers and Account Executives via webinars, conference calls and in-person visits
  • Accompany sales executives in the field to present campaigns and help build confidence and knowledge in products.
  • Assist publications with building unique SEO, SEM and Social/Rep monitoring programs based on customers needs
  • Work with markets to discover new revenue opportunities
  • Vetting potential vendors for print and digital services and rolling out to markets that fit
  • Monthly property visits to implement 360 evaluations on where improvements can be made in marketing, presentations, training materials and sales efforts
  • Develop annual budget and achievement strategies in each category for all properties
  • Establish revenue goals and incentive structures for management and sales teams
  • Coordinated platform launches on Automotive and Real Estate for all GateHouse properties
  • Provided training and support during launch process and created
    marketing, internal support reference book and client-facing materials
  • Fielded all technical support issues and monitor sites for performance and technical issues during launch and hired support team to assist once they were up and running

New Media Development and Sales Manager
2004 - 2008

  • Team supervisor that developed and launched the award winning postandcourier.com
  • Lead sales and technical teams to achieve common goals, raise standards of performance and establish productive internal working groups for increased efficiency
  • Vetted and implemented new partnerships to drive audience and revenue, improve sales practices and focusing on client and staff development
  • Developed, managed and monitored successful display advertising campaigns for over 172 client accounts in Real Estate, Automotive, Employment and Retail categories
  • Acquired national campaigns through large advertising agencies
  • Increased Retail department online revenue 233% in the first 12 months
  • Consistently exceeded monthly and annual goals for 28 consecutive months
  • Established and grew successful relationships with new and existing advertisers
  • Presented online advertising opportunities to potential customers and explained the features and benefits Charleston.net brings to their company to increase awareness and sales
  • Created strategies and opportunities for generating new online revenue
  • Developed new advertising opportunities to help fit specific customers needs
  • Built packages that bundled print and online to provide customers with a total advertising solution
  • Managed and reported customer campaign performance
  • Trained print sales reps how to sell effectively sell online display advertising
  • Developed and presented listings into an online database for enhanced realtor listings
  • Provided realtors with a Featured Agent listing that allowed visitors direct access to their information and site
  • Developed and presented to builders a Featured Communities section in the Charleston area
  • Grew Charleston.net’s reach and revenue in the Automotive department (in first 8 months, increased active dealerships advertising from 7 to 38).
  • Proposed online campaigns to dealers that effectively drove traffic to their sites.
  • Developed and successfully presented an AutoTrader.com type environment for local dealers to display inventory
  • Proposed new sponsorship opportunities for dealers to reach desired and niche demographics
  • Held monthly training sessions for automotive print reps on how to successfully propose online advertising campaigns
  • Monitored and provided weekly or monthly performance reports to dealerships for online display ads and leads generated from online inventory
  • Provided automotive staff with monthly updates on how their customers are performing online
  • Created incentive programs that rewarded print reps for achieving specific online goals.