Deborah GARCIA
Summary
Top producing National Sales Director with 20+ years of expertise in developing and executing effective regional and nationwide sales strategies to increase revenues. Personable communicator focused on growing sales teams skills sets, and exceeding client expectations. Hardworking and tenacious, focused on continuous improvements/growth within the organization.
Overview
14
14
years of professional experience
Work History
Director of Advertising
Edible Magazine
Remote, United States
03.2021 - Current
- Formalized sales process to enhance operations and promote the acquisition of new customers
- Streamlined new market entry processes by developing and implementing a tracking system
- Generated new sales by leveraging leads and strong persuasive communication skills.
- Analyzed sales and marketing data for improved strategies.
- Managed day-to-day functions of promotion and marketing departments.
- Instructed sales staff on cross-selling and up-selling techniques resulting in increased net sales revenue across all verticals
Publisher/Director of National Advertising
Tucson Lifestyle Magazine
Remote, United States
02.2017 - 03.2021
- Curated editorial content, worked and developed production quality and output, strategized with marketing on all re-branding efforts, re-vamped circulation, and managed community events
- Hire talent, train, and lead sales team across all platforms
- Build core business strategies around each department
- Developed and launched annual social strategies
- Restyled new media kits for print/digital
- Rebranded and launched new website and mobile app
- Created sales pipeline to track new business development
- Managed the national client portfolio of 50+k per month
- Increased special section revenues with 55% year over year
- Largest revenue issue with June 2018 – 100% year over year
- Managed day-to-day functions of promotion and marketing departments.
Director of National & Retail Advertising
Arizona Daily Star, Enterprise
Tucson, AZ
11.2015 - 02.2017
- Successfully led a team of 2 sales managers, 15 sales reps, and 5 sales assistants to exceed quarterly goals
- Worked on the management leadership team and closely with CRO to define and outline KPI’s for all sales reps
- Maintained productive national sales staff by strategically recruiting, on-boarding, and training sales reps and sales managers
- Worked directly with national agencies to bring new brands to the publication.
- Established performance goals for employees and provide feedback on methods for reaching those milestones.
Director of Retail & National Advertising
NEW SV Media
Gilroy, CA
09.2014 - 11.2015
- Responsible for creating and executing revenue and marketing strategies in 3 regional markets
- Accountable for the revenue growth of Retail, Classified, Major- National sales
- Work directly with publisher for all marketing re-branding campaigns, consumer contests, circulation rack cards, and in-house promotions of print and digital initiatives
- Responsible for networking and cultivating local chamber of commerce and rotary partnerships
- Geo restructured territories to optimize new business growth
- Set annual digital/print budgets
- Develop compensation/incentive packages for sales team
- Created and implemented new sales KPI's
- Implemented S.A.M
- (Strategic Account Management)
- Exceed goal special section goals by 112%
Director of Advertising
Santa Barbara News-Press
Santa Barbara, CA
10.2013 - 09.2014
- Managed a sales team of 16 inside and outside sales reps from, Classifieds, Retail and National sales
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures and sales strategies
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training
- Held weekly meetings with reps to quickly identify best techniques to overcome sales obstacles
National Account Manger
The Press-Enterprise - PE
Riverside, CA
03.2009 - 09.2014
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue
- Manged a portfolio of over 200 clients and 15 agencies annually, exceeding $16.9 m. in revenues
- Increased new client year over year with 118 new clients resulting in 2m in new revenues
- Exceeded digital goal and winning a "YAHOO" contest for selling more than $75k annually to one client
- Recognized by a national agency, Media Space Solutions for outstanding customer service
Education
Associate of Arts - Computer Applications- Intro To MAC
Hartnell College
Salinas, CA12.1996
Skills
- Magazine/Newspaper
- Revenue and Sales Projection
- Contract Negotiation Expertise
- Excellent Communication Skills
- Revenue Generation
- Revenue Forecasting
- Sales Training and Coaching
- Rapport and Relationship Building
- Team Recruiting and Onboarding
- Customer Base Development
- Budgeting and Expenditures
- Consultive and Relationship Selling
Timeline
Director of Advertising
Edible Magazine
03.2021 - Current
Publisher/Director of National Advertising
Tucson Lifestyle Magazine
02.2017 - 03.2021
Director of National & Retail Advertising
Arizona Daily Star, Enterprise
11.2015 - 02.2017
Director of Retail & National Advertising
NEW SV Media
09.2014 - 11.2015
Director of Advertising
Santa Barbara News-Press
10.2013 - 09.2014
National Account Manger
The Press-Enterprise - PE
03.2009 - 09.2014
Associate of Arts - Computer Applications- Intro To MAC
Hartnell College
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