Accomplished sales and marketing professional with 10+ years of experience within the advertising industry. Authentic leader with a proven track-record in people management, sales across diverse advertising categories, and media buying and planning. Experienced in building go- to-market strategy across all stages of company evolution with a proven history of delivering consistent multi-million dollar revenue growth and new business generation. Results driven, passionate, self-starter with an aptitude for problem solving, communication, building relationships and coaching teams. Collaborator with a dedicated work ethic and strategic approach to driving business.
Hi, I’m
ERIN MORLEY SESTO
Columbus,OH
Summary
Overview
20
years of professional experience
Work History
SXM MEDIA INC, SXM (Pandora, Sirius XM, Stitcher)
DIRECTOR OF SALES, CENTRAL
2016.09 - 2023.03 (6 years & 6 months)
Job overview
- People manager responsible for team of senior account executives selling comprehensive solutions across digital audio, podcasting, satellite audio, video, attribution/data/measurement and events
- Consistently exceeded quarterly and annual budgets ($30M+ annual goal in 2022) with double digit YOY growth each calendar year
- Responsible for annual revenue planning, budgeting, forecasting and quota setting for team of sellers
- Presented plan and roadmap to executive leadership each calendar year
- Extensive relationships with senior decision makers and stakeholders at Fortune 500 companies
- 2M+ in new business generation within past 12 months
- Inspired and coached team through change- multiple acquisitions, brand re-positioning, org re- structuring
- Consistently built, managed and negotiated multi-million dollar partnerships with agency and brand leads to help team members close tough deals with lucrative clients
- Located, developed, and promoted talented employees to cultivate collaborative and hardworking team.
THE WEEK INC, THE WEEK
MIDWEST SALES MANAGER
2011.05 - 2016.09 (5 years & 4 months)
Job overview
- Managed national print, online, mobile and event sales for Midwest region consumer and B2B accounts on behalf of The Week and Mental Floss
- Responsible for growing sales revenue year over year and maintaining share of market against competitive set
- Was recognized as Salesperson of the year in 2015
- Closed first company wide $1M+ advertising deal for mentalfloss.com, a new acquisition for THE WEEK
- Communicated product value propositions by creating sales presentations.
ENTREPRENEUR MEDIA, INC, ENTREPRENEUR MAGAZINE
SENIOR ACCOUNT EXECUTIVE
2009.08 - 2011.05 (1 year & 9 months)
Job overview
- Responsible for managing key national accounts across territory – grew revenue by double digits every year in position
- Proven track record of executing strategic selling by identifying client/brand needs and seamlessly aligning with Entrepreneur brand equities (11 new business wins in 2010 across 7 advertising categories)
- Grew territory by 45% within first year
- Worked on cross –functional, internal team to develop new revenue stream that maximized in-book print investments via never done before custom content integrations on tablet.
- Analyzed data to discover trends, informing market strategies and objectives.
TV GUIDE MAGAZINE
ACCOUNT EXECUTIVE
2007.06 - 2009.08 (2 years & 2 months)
Job overview
- Responsible for managing advertising sales across TV Guide print property across Midwest Territory
- Generated new brand business across multiple advertising categories including Tech, CPG, FinServ, QSR, Healthcare and more
- Prepared forecasts to gain understanding of measures needed to grow business.
- Consistently over-delivered on quota each year of tenure
OMD WORLDWIDE
MEDIA SUPERVISOR
2005.10 - 2007.06 (1 year & 8 months)
Job overview
- Managed corporate and brand negotiations for eBay, CIGNA, H.Stern and American Century Investments (over $20M total)
- Built and maintained positive business relationships with clients while advocating for company in upfront negotiations.
- Assembled reports and presentations to share insights and recommendations with client stakeholders.
- Supervised print planning team's brand stewardship via training in appropriate media systems, research study overviews, media brief and cost-out development
- Acted as a liaison between clients, creative agencies and account teams to ensure successful implementation of strategy
MEDIAVEST WORLDWIDE
SENIOR MEDIA PLANNER
2003.09 - 2005.10 (2 years & 1 month)
Job overview
- Transferred from Chicago to NYC office to help launch the newly developed print team at Mediavest
- My team was solely responsible for training the New York buyers to understand best practices, processes and negotiating tactics for their new key account, Kraft Foods
- Owned print media strategy, planning, negotiation and execution across 14 Kraft brands with a total of $45M+ in media budgets
- Helped develop and spearhead key relationships with vendor counterparts at major publishing houses
Education
The Ohio State University
BACHELOR'S DEGREE from PUBLIC RELATIONS
2001
University Overview
Skills
- Revenue Forecasting/ Projections/Pipeline Development
- Cross-Channel Marketing
- Team Recruiting and Onboarding
- Partnering and Relationships
- Strategic Selling
- Sales Quota Management
- People – Centric leadership (cross functional, leading through change, empathy, coaching)
- Revenue Growth
- Media Expertise: Digital, Mobile, Podcasts, Video, Audio, Programmatic, Data and Attribution, Planning/Buying, Print
Achievement
Achievement
SXM MEDIA, INC.
- 1 of 3 company wide employees to be recognized for a National “Chart topper” award in 2022 for exceptional performance
- 117% annual quota attainment in 2021
- 120% annual quota attainment in 2022
Timeline
DIRECTOR OF SALES, CENTRAL
SXM MEDIA INC, SXM (Pandora, Sirius XM, Stitcher)
2016.09 - 2023.03 (6 years & 6 months)
MIDWEST SALES MANAGER
THE WEEK INC, THE WEEK
2011.05 - 2016.09 (5 years & 4 months)
SENIOR ACCOUNT EXECUTIVE
ENTREPRENEUR MEDIA, INC, ENTREPRENEUR MAGAZINE
2009.08 - 2011.05 (1 year & 9 months)
ACCOUNT EXECUTIVE
TV GUIDE MAGAZINE
2007.06 - 2009.08 (2 years & 2 months)
MEDIA SUPERVISOR
OMD WORLDWIDE
2005.10 - 2007.06 (1 year & 8 months)
SENIOR MEDIA PLANNER
MEDIAVEST WORLDWIDE
2003.09 - 2005.10 (2 years & 1 month)
The Ohio State University
BACHELOR'S DEGREE from PUBLIC RELATIONS
Similar Profiles
MARCO GONCALVESMARCO GONCALVES
Account Manager at SXM Media-Avispa TechnologiesAccount Manager at SXM Media-Avispa Technologies
Elizabeth StriegelElizabeth Striegel
Sales Executive at Sirius XM / PandoraSales Executive at Sirius XM / Pandora
SAMUEL GOINESSAMUEL GOINES
DevOps/Release/Deployment Manager at SXM (Twenty)DevOps/Release/Deployment Manager at SXM (Twenty)