Diane Riley-Johnson
Scottsdale,AZ
Summary
Results-oriented sales executive that is a SaaS Hunter. Proven track record of building customer relationships and successfully closing full cycle sales. Committed to delivering exceptional customer service and exceeding sales goals.
Overview
23
23
years of professional experience
Work History
Account Manager
Mahogany Construction
06.2023 - Current
- Contacted prospective customers and set up appointments for first time discussions.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Negotiated prices, terms of sales and service agreements.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Consulted with businesses to supply accurate product and service information.
- Served customers with knowledgeable, friendly support at every stage of project.
Account Executive
Abrigo
01.2021 - 06.2023
- Sourced, identified, and developed new sales logos
from high quality prospective financial institutions (banks, credit unions, and alternative lenders). - Identified and qualified key decision-makers (typically CEO, CFO, Presidents, and Chief Credit Officers).
- Communicated value proposition via conducting product demonstrations in-person and virtually.
- Developed and executed prospecting strategy to drive pipeline and sales growth. Identified new business opportunities through cold calling, networking, and marketing.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Took data-driven approach to understanding business and identified opportunities for continuous improvement.
- Negotiated and closed business to meet or exceed sales objectives.
- Negotiated prices, terms of sales and service agreements.
- Recorded accurate and efficient records in customer database (SFDC)
Enterprise Sales Executive
Oktopost
07.2020 - 01.2021
- Consultative style selling with primarily B2B customers
- Responsible for entire sales cycle from initial disco call, demo, pricing, due diligence, etc...
- Listened carefully to B2B's customers' needs and recommended best-in-class solutions to resolve issues.
- SFDC to track leads, opps, activity, etc...
- Responsible for prospecting and outreach.
- Employee advocate
Brand Integration Specialist
IHeartMedia
08.2016 - 07.2020
- Provide integrated marketing solutions to both small and national sized business. Created and Developed marketing campaigns and strategies that grow businesses using multi-platforms; traditional broadcast, streaming radio, podcasts, NTR, to digital
- Daily use of SFDC for client management, notes, etc.
- Prospect new clients daily (cold calls) while maintaining existing clients
- 2016 and 2017 exceeded budget over 100%
- 2018 and 2019 Annual budget attainment over 92%
Senior Account Executive
Bonneville International
11.2015 - 08.2016
- Negotiated marketing campaigns for 3 Radio properties
- Prospect new clients (cold calls) while maintaining existing clients
- Daily usage of CRM system (internal)
- Networked at events and prospected for new customers with diverse strategies.
- Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results.
- Promoted company offerings to diverse customers with targeted and disciplined approach.
General Sales Manager
Cumulus Media
02.2014 - 10.2015
- Managed revenue generating activity for stations at cluster including KBEE, KBER, KUBL, KENZ, KHTB, KKAT, KFNZ, and KJQS
- Create and Develop marketing campaigns and strategies that grow businesses using multi-platforms; traditional broadcast, NTR, to digital
- Maintained extensive knowledge of company products and services.
- Upheld company policies and implemented standards fairly.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Managed inventory and pricing processes
- Utilized proprietary software / CRM system
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
Senior Account Executive
KSL Broadcast Group, Bonneville International
06.2011 - 01.2014
- Negotiated marketing campaigns for 3 Radio properties, KSL.com, and KSL TV
- Sold over $190,000 in new internet/digital media advertising in 2012 (first year)
- Cold called prospects to explain partnership benefits, representing company values.
- Achieved or exceeded company-defined sales quotas (over $1.2 million 2012, and $1.5 million in 2013)
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
Senior Account Executive
Citadel Broadcasting
10.2005 - 06.2011
- Work with clients to assess marketing needs within allocated budgets •Maintain 20-30 clients on air per month •Utilize Tapscan schedules/ placed radio schedules •Work with promotions department to create promotions for client needs •Consistently met and surpassed company budget goals •Prospect new clients (cold calls) while maintaining existing clients •5 time Employee of the Month between 2009 and 2010 •Produced net sales of $1,124,000 in 2009 and $1,156,000 in 2010 •Top direct business producer in 2009 and 2010 •Top Income Earner 2008, 2009, and 2010
Account Executive
Simmons Media Group
11.2004 - 10.2005
- Worked with clients to assess marketing needs within allocated budgets
- Prospected new clients via cold calling.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Worked with promotions department to create promotions for client needs
- Completed Radio Marketing Professional program
Marketing and Promotion
United Concerts
01.2002 - 11.2004
- Negotiated purchase of media and promotions with all media outlets
- Created marketing campaigns and strategies
- Co-directed marketing launch of the USANA Amphitheatre including Ground Breaking Ceremony, Ribbon-Cutting Ceremony, radio and print campaign
- Created and directed United Concerts Street Team
- Researched acts for talent buyer by utilizing Pollstar, radio contacts, and record label contacts
- Liaison to ticket company to coordinate on sale dates, holds, promotions, etc…
- Wrote press releases and Maintenance of 2 company websites: www.uconcerts.com and www.usana-amp.com
Education
B.A - Political Science
Brigham Young University
Provo, UT2001
Skills
- Excellent Presentation & Writing Skills
- CRM / SFDC
- Consultative Sales
- SaaS / FinTech / MarTech
- Team Management
- Negotiation / Closing
- Lead Prospecting / Cold Calling
- Account Management and Development
- Time Management
- Territory Management
- Customer Service
- Contract Negotiation
- New account creation
- Sales expertise
Timeline
Account Manager
Mahogany Construction
06.2023 - Current
Account Executive
Abrigo
01.2021 - 06.2023
Enterprise Sales Executive
Oktopost
07.2020 - 01.2021
Brand Integration Specialist
IHeartMedia
08.2016 - 07.2020
Senior Account Executive
Bonneville International
11.2015 - 08.2016
General Sales Manager
Cumulus Media
02.2014 - 10.2015
Senior Account Executive
KSL Broadcast Group, Bonneville International
06.2011 - 01.2014
Senior Account Executive
Citadel Broadcasting
10.2005 - 06.2011
Account Executive
Simmons Media Group
11.2004 - 10.2005
Marketing and Promotion
United Concerts
01.2002 - 11.2004
B.A - Political Science
Brigham Young University
Similar Profiles
Mieszko AlbertMieszko Albert
Bartender Extrodinare at The Mash MahoganyBartender Extrodinare at The Mash Mahogany
Dryden GodlontonDryden Godlonton
Bartender at State and Main MahoganyBartender at State and Main Mahogany
Chevina PhillipsChevina Phillips
Farm Manager at Sweet Mahogany FarmsFarm Manager at Sweet Mahogany Farms