Doreen Knotts
Tampa,FL
Summary
Proven sales leader with a strong track record for building award winning sales teams through hands on mentorship, customer first sales approach and "win together" culture envied across the industry.
Skilled in go-to-market strategy/ strategic planning, problem-solving, and communication with good understanding of business principles, project management and team leadership. Collaborative with relentless work ethic.
Overview
27
27
years of professional experience
Work History
Group VP, Media Sales
Epsilon Retail Media
St. Petersburg, FL
05.2021 - Current
- Responsible for revenue goals exceeding $135M+.
- Developed winning sales strategies to overcome product inefficiencies, delays and gaps resulting in YoY increases ranging from 70-100% for the last 3 years.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols - reports VP to AE levels.
- Spearheaded cross-functional initiatives across departments to achieve business goals for bottom-line profits.
- Aligned organizational objectives with company mission to increase business growth and integrate work strategies.
- Cultivated a high-performance culture within the organization by setting clear expectations for employees at all levels, providing regular feedback, and recognizing achievement.
- Championed change management initiatives within the organization to ensure smooth transitions during periods of growth or restructuring.
- Collaborated closely with various department heads on strategic planning initiatives to ensure alignment between sales and product.
DIRECTOR OF STRATEGIC ACCOUNTS
Sticky.io
Tampa, FL
03.2020 - Current
- Top sales executive generating $1.2M+ in new business first 12 months for new Branded Sales Division
- Sales milestones include: Securing largest client to date, three accounts exceeding the longest contract commitment by 2-5x, first sales lead to lock BETA partner for critical new product launch and highest sales within a 12 month period at sticky.io in the branded division
- Support continuous improvement of group strategies, program development and organizational effectiveness to drive revenue for the new Branded Sales Division
- Improvements include new process development, documentation across cross-functional teams such as product, marketing, development engineering, solutions engineering, finance and legal
- Work closely with SDR and marketing team to develop and hone our value proposition
- Determine direction for strategic accounts by researching competitive landscape, market insights and communication across stakeholders
- Maintain comprehensive industry knowledge and study consumer behavior to identify and present innovative solutions.
VP OF MEDIA PARTNERSHIP SALES
Triad Retail Media
Tampa, FL
05.2009 - 03.2020
- Experienced senior leader and mentor across multiple sales teams including National Agency Team, Walmart, eBay and Bed, Bath & Beyond
- Sales milestones include: Launched the SE division for national agency team and eBay
- Generated upwards of $32M in new business first four years by conducting a market analysis to identify top targets and penetrating key decision makers at the client and agency to uncover critical business and marketing needs
- Acquired the Walmart Health & Wellness team which had the lowest sales across all categories
- Quickly identified the accounts with the most revenue potential based on their current sales, sales potential, category competitive analysis, access to key decision makers and Walmart merchants
- Grew sales on Walmart Health & Wellness team by 100-200% YoY for the first three years and 400% in the first six months of 2018 generating $75M+ in revenue and 10 new business annual contracts ($1-5M+)
- Walmart key account development with manufactures including: GSK, Pfizer, Colgate-Palmolive, Abbott, Chattem, Church and Dwight, Henkel, Coty, Revlon
- Became a trusted adviser working closely with Walmart merchants by leveraging sales insights to demonstrate category growth potential based on strategic account collaborations
- First team lead to develop a partnership between the Triad extended sales team and the Bed, Bath & Beyond buying team
- The collaboration resulted in shared category goals, objectives, annual planning and defined growth strategy at the category and account level
- Through this partnership we developed collective strategies to grow marketing revenue and co-op for the largest accounts by 2x in the first year
- Additional leadership achievements and duties: Directed contract strategies, requests for proposals and key performance indicators to measure and track process and attain customer commitments
- Coached employees and trained on methods for handling various aspects of sales including understanding complex organizational infrastructures, roles and responsibilities and identifying/ understanding complicated business needs
- Volunteered to mentor outside my sales team; typically focused on 1-2 employees for the life of their career at Triad
- Oversaw employee performance, course corrections and increased efficiency to maintain productivity targets
- Developed custom reports based on feet on the street feedback for senior management to aid in future product roadmaps and key business decisions
- Traveled nationwide to visit key clients, prospects and attended high-priority conferences generating additional business opportunities and sales training.
SENIOR/ REGIONAL ACCOUNT MANAGER
Cox Media
Tampa, FL
05.2008 - 05.2009
- Trail blazing new business sales producer for both traditional radio and non-traditional marketing programs
- Launched the Non-traditional revenue division for Cox Media regionally growing sales from $0 to $3-4M annually
- Specialized in building regional co-marketing media strategies for CPG new product launches and category growth in Publix Supermarkets
- Campaign budgets ranging between $200-500k
- Infiltrated and cultivated partnerships with national food brokers (Acosta Sales and Marketing & Advantage Sales) for new revenue streams outside brand direct budgets
- Formed strategic partnerships with Publix Supermarkets buying team to collaborate on in-store consumer marketing campaigns and event sponsorship/ activation
- Key accounts: P&G, Heinz, Motts, Clorox, Brown-Forman brands.
SENIOR/ REGIONAL ACCOUNT MANAGER
Cox Media
Tampa, FL
06.1997 - 05.2002
- Trail blazing new business sales producer for both traditional radio and non-traditional marketing programs
- Launched the Non-traditional revenue division for Cox Media regionally growing sales from $0 to $3-4M annually
- Specialized in building regional co-marketing media strategies for CPG new product launches and category growth in Publix Supermarkets
- Campaign budgets ranging between $200-500k
- Infiltrated and cultivated partnerships with national food brokers (Acosta Sales and Marketing & Advantage Sales) for new revenue streams outside brand direct budgets
- Formed strategic partnerships with Publix Supermarkets buying team to collaborate on in-store consumer marketing campaigns and event sponsorship/ activation
- Key accounts: P&G, Heinz, Motts, Clorox, Brown-Forman brands.
Education
Bachelor of Arts - Communications
University of South Florida
Skills
- Strategic leadership
- Go-To-Market Strategy
- Sales Strategy
- Renewable Revenue Generation
- New Business Development
- Customer growth and loyalty
- Marketing and Sales: Omni-Channel Retail Media, Digital Sales & Marketing, Direct to Consumer, B2B, Shopper Marketing, SaaS
- Gallup Strengths Finder: Strategic, Achiever, Self-Assurance, Arranger, Command
- Product experience: Performance Media/ Search, On-site Media/ Display, Off-site Media/ Programmatic, CTV, OLV, Social, Digital Coupons
- Vertical Backgrounds: CPG,Finance, Telecom, Small Business, Home goods
- Lifelong Learner and Mentor
Timeline
Group VP, Media Sales
Epsilon Retail Media
05.2021 - Current
DIRECTOR OF STRATEGIC ACCOUNTS
Sticky.io
03.2020 - Current
VP OF MEDIA PARTNERSHIP SALES
Triad Retail Media
05.2009 - 03.2020
SENIOR/ REGIONAL ACCOUNT MANAGER
Cox Media
05.2008 - 05.2009
SENIOR/ REGIONAL ACCOUNT MANAGER
Cox Media
06.1997 - 05.2002
Bachelor of Arts - Communications
University of South Florida