Summary
Overview
Work History
Education
Skills
Timeline
SoftwareEngineer

Barbara Norton

Red Hook,NY

Summary

A passionate and highly skilled digital strategist, account director, sales manager and trainer with programmatic digital and traditional media experience who desires to effectively translate this experience and success. Seeking a company whose goals and objectives closely align with my own professional objectives.

Overview

23
23
years of professional experience

Work History

Account Director

Full Circle Strategic Marketing
05.2022 - 09.2023
  • Responsible for managing and growing assigned accounts through digital and traditional strategic marketing efforts
  • Provided internal creative direction and leadership to a dedicated support team
  • Plan and manage client budgets
  • Met with clients to discuss advertising options and future growth goals.
  • Managed accounts to retain existing relationships and grow share of business.
  • Communicated product quality and market comparisons by creating sales presentations.
  • Compiled and analyzed data to determine approaches to improve sales and performance.
  • Developed compelling presentation decks to gain approval for ideas and communicate results.
  • Prepared sales presentations for clients showing success and credibility of products.

Northeast Regional SBU Sales Manager

Lee Enterprises
01.2022 - 04.2022
  • Responsible for training and coaching a team in a consultative role to close digital sales for local and regional businesses
  • Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
  • Finalized sales contracts with high-value customers.
  • Generated detailed sales reports and forecasts to analyze performance and track progress.
  • Executed successful marketing campaigns to generate new business and expand customer base.
  • Developed and managed budgets to confirm proper use of resources and maximize profitability.
  • Met and exceeded personal and team quotas.

Digital Sales Manager

Lee Enterprises/Amplified Digital, Post Star
04.2021 - 01.2022
  • Coach and collaborate with sales team to drive digital sales.
  • Built relationships with customers and community to establish long-term business growth.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.

Digital Sales Specialist

Media News Group - Adtaxi
07.2019 - 04.2020
  • Local and regional B2C sales in retail, health, finance verticals
  • Responsible for personal digital goals and growth selling a full stack of digital solutions for Adtaxi including programmatic sales
  • Met and exceeded monthly quotas by 10%
  • Achieved 100% client retention MOM
  • Established relationships with boutique ad agencies to increase revenue
  • Created and presented media and advertising packages to prospective customers.
  • Developed sales leads and uncovered new business opportunities through prospecting and cold calling.
  • Prepared and delivered sales presentations to businesses to sell new advertising programs.
  • Utilized effective marketing techniques to increase brand recognition.
  • Conducted market research to attract clients in new territories.
  • Skilled at working independently and collaboratively in a team environment.
  • Self-motivated, with a strong sense of personal responsibility.
  • Proven ability to learn quickly and adapt to new situations.
  • Worked well in a team setting, providing support and guidance.

Regional Digital Sales Director

Media News Group - Daily Freeman
10.2017 - 06.2019
    • Responsible for $2.1M in annualized sales with reporting on all digital for 3 dailies and one weekly, The Daily Freeman, Troy
    • Record, The Saratogian, Oneida Dispatch and Community News
    • Worked directly with Adtaxi, the in-house digital agency as an advanced digital seller
    • Worked directly with the MMAE's on digital sales and advanced solutions training
    • Increased YOY growth by 10 to 15%
    • Experienced with managing and budgeting
    • Reported directly to CRO
    • Built relationships with customers and community to establish long-term business growth.
    • Achieved sales goals and service targets by cultivating and securing new customer relationships.
    • Collaborated with upper management to implement continuous improvements and exceed team goals.
    • Compiled and analyzed data to determine approaches to improve sales and performance.
    • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
    • Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
    • Facilitated business by implementing practical networking techniques.

Digital Sales Manager

Media News Group - Daily Freeman
02.2013 - 10.2017
  • Experienced at driving digital revenue training, coaching, mentoring and selling with a sales team of 8 MMAE's including 2 inside sales reps
  • Attain digital goals with YOY growth, structuring sales contests, digital certification of reps, in-the field training and assisting team in presentations and closing sales
  • Google Certified, Bing Certified with extensive knowledge in
  • SEO/SEM, programmatic advertising, Social, ecommerce, video
  • CTV/OTT, and email marketing
  • Promoted to Digital Sales Director for NY in Q3 2017.
  • Built relationships with customers and community to establish long-term business growth.
  • Managed accounts to retain existing relationships and grow share of business.
  • Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
  • Compiled and analyzed data to determine approaches to improve sales and performance.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases.

Regional Account Manager

Journal Register Company
01.2012 - 02.2013
  • Responsible for the growth of regional print and digital business for the New York cluster of newspapers: Daily Freeman, Troy Record
  • The Saratogian and the Oneida Dispatch
  • Promoted to Digital Sales Manager in 2013.
  • Utilized customer relationship management systems to document client interactions.
  • Met with customers to discuss and ascertain needs, tailor solutions and close deals.
  • Achieved or exceeded company-defined sales quotas.
  • Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
  • Built relationships with customers and community to promote long term business growth.
  • Met existing customers to review current services and expand sales opportunities.
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads.

Advertising Director

Journal Register Company - Daily Freeman
01.2009 - 01.2012
    • Responsible for the management and structuring of a team which included a Classified and Retail Sales Manager and a newly developed Digital Sales Manager position
    • Effectively managed a combined team of 3 managers, 10 sales reps with 7 additional support staff ranging from graphic artists to senior clerks
    • Held a high profile, well respected and trusted presence within the local business community as well as having a regional and national presence
    • Responsible for driving the Digital First mission and achieving digital growth
    • Defined annual corporate product and platform launches in order to implement and train sales staff
    • Oversee local print and digital initiatives to achieve over $6 million in annualized sales
    • Hired and trained new recruits and achieved employee retention.

Retail Advertising Manager

Journal Register Company - Daily Freeman
03.2004 - 01.2009
    • Cultivated a sales team of 8, which included 2 dispatch clerks and three graphic artists
    • Field training of the MMAE's, reducing churn, building growth of local, national and pre-print revenue and new product development of a monthly community guide
    • Generated monthly tracking reports, assign dept goals
    • Created and successfully implemented new and successful revenue initiatives achieving revenue objectives.
    • Developed advertising tactics and implemented new solutions for increased brand awareness.
    • Developed contests and sweepstakes rules, contracts and revenue-generating strategies.
    • Planned and prepared advertising and promotional material to increase sales of products or services and work with customers, company officials and advertising agencies.
    • Attended customer meetings, trade shows and conferences as company representative.
    • Inspected existing ads and marketing materials to achieve consistency throughout multiple platforms.
    • Conferred with department heads or staff to discuss contracts, advertising media selection or products to be advertised.
    • Built and deployed strategic approaches in marketing and branding to enhance product sales.
    • Collaborated with media representatives to optimize coverage of special events.
    • Increased longevity of accounts by providing individualized customer service and developing relationships with account holders.

Media Sales Representative

Journal Register Company - Daily Freeman
01.2001 - 01.2004
  • Daily Freeman
  • Rep for auto and real estate categories, increasing revenue by 40% with over $780,000 annualized revenue
  • Successfully secured the single, largest contract for a local single roof auto advertiser
  • Specifically trained to sell print and digital advertising to local
  • Realtors and Automotive dealers, well in advance of the company's
  • Digital First transitional years.
  • Helped customers in determining design and layout of sold and spec ads.
  • Created and presented media and advertising packages to prospective customers.
  • Developed sales leads and uncovered new business opportunities through prospecting and cold calling.
  • Developed strong relationships with advertisers and negotiated pricing following established procedures.
  • Prepared and delivered sales presentations to businesses to sell new advertising programs.
  • Maximized ROI of advertising campaigns through continual analysis of performance, response-rates and results.
  • Used consultative sales techniques to pinpoint customers' advertising needs and close on short-term and long-term sales contracts.
  • Increased sales average through prospecting for new business at networking events and cold calling.
  • Contacted clients in person and on telephone to obtain feedback about services purchased.
  • Self-motivated, with a strong sense of personal responsibility.
  • Skilled at working independently and collaboratively in a team environment.

Education

B.A. - Mass Communications / Marketing Management

St. John Fisher College
Rochester, New York

A.S - Mass Communications, Journalism / Broadcasting

Ulster County Community College
Stone Ridge, NY

Skills

  • Digital Sales & Strategy
  • Account Director
  • Leadership
  • Digital Management, Marketing
  • Consulting, Coaching, Training
  • Strong presentation skills
  • Communicate solutions to others
  • Commanding, yet pleasant personality
  • Exhibits trust with clients
  • Customer Interaction
  • Client Base Retention
  • Advertising Expertise
  • Account Planning and Management
  • Budgeting and Expenditures
  • Customer Needs Assessments
  • Account Relationship Management
  • Cross-Channel Marketing
  • Account and Revenue Tracking
  • Strategic Development
  • Business Planning and Strategy

Timeline

Account Director

Full Circle Strategic Marketing
05.2022 - 09.2023

Northeast Regional SBU Sales Manager

Lee Enterprises
01.2022 - 04.2022

Digital Sales Manager

Lee Enterprises/Amplified Digital, Post Star
04.2021 - 01.2022

Digital Sales Specialist

Media News Group - Adtaxi
07.2019 - 04.2020

Regional Digital Sales Director

Media News Group - Daily Freeman
10.2017 - 06.2019

Digital Sales Manager

Media News Group - Daily Freeman
02.2013 - 10.2017

Regional Account Manager

Journal Register Company
01.2012 - 02.2013

Advertising Director

Journal Register Company - Daily Freeman
01.2009 - 01.2012

Retail Advertising Manager

Journal Register Company - Daily Freeman
03.2004 - 01.2009

Media Sales Representative

Journal Register Company - Daily Freeman
01.2001 - 01.2004

B.A. - Mass Communications / Marketing Management

St. John Fisher College

A.S - Mass Communications, Journalism / Broadcasting

Ulster County Community College

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