Hi, I’m
Jay Blankenship
Abingdon,MD
Summary
Self-motivated, goal-driven strategic leader with years of experience in marketing, advertising sales, event strategy and revenue growth for both USA and global markets. A tuned professional with talents in new business & product development, marketing automation protocols, CRM integrations, and multi-media sales. Crave team atmospheres that encourage professional and personal growth, while maintaining a high level of integrity.
Overview
21
years of professional experience
1
Certificate
50
Managed/Monetized Events Annually
20
Represented brands/titles
Work History
MCI USA
Sr. Vice President, Revenue Strategy & Operations
06.2016 - Current
Job overview
- Enhanced company performance by implementing new strategies and streamlining operations launching a new business line growing GM by $500k in first year.
- Restructured sales resources/talents for increased efficiency, optimizing resource allocation and improving sales velocity to grow a key MCI account by $4 million dollars across an 57 events and over 100 products.
- Developed and executed strategic initiatives to drive business growth, resulting in higher revenues and market share expansion within portfolios specializing in the legal, energy, oceanography, and project management sectors
- Strengthened relationships with key stakeholders, (C-Suite staff, Boards and Committee Chairpersons) fostering trust and collaboration across the client portfolio and the organization.
- Secured vital partnerships with industry leaders, enhancing company reputation and expanding market reach through industry talks, articles, and co-produced content with an average of 5 engagements a year.
- Influenced organizational change initiatives that resulted in significant improvements in USA and global workplace efficiency and employee satisfaction while co-leading the USA Success Management Team consisting of 80 business line and business development talents.
- Sustained consistent growth in revenue, contribution margin, operating profit and EBITDA aligned with global HQ standards
- Increased sales to over $5 million annually through aggressive sales program overhaul, market campaigns and new product launches.
- Maintained P&L and shouldered corporate fiscal responsibility for experimental enterprise business lines.
- Experienced 4 promotions over the course of 8 years.
The Daily Record/Dolan Media
Director of Advertising
05.2015 - 04.2016
Job overview
- Managed and rebuilt a sales team thru a 90% turnover of staff
- Responsible for P/L budgeting and management of all top line revenue products including sales goals, product plans, and deploying appropriate resources (approximately $1.3M)
- Successfully launched a woman in business monthly magazine and exceeded revenue expectations prior to launch
- Balanced over 30 special publications, daily paper, digital, and event revenues
- Supported 8 signature events thru sponsorship sales to nationally/internationally recognized brands
- Grew overall revenue from by 18% with the first year
Media General, Inc./BH Media Group
Director of Digital Sales Development
03.2011 - 05.2015
Job overview
- Worked in multiple markets and was part of the corporate team to help train and develop sales talent on product and unified sales methodology.
- Responsible for all digital budgeting and revenue development for two daily and six weekly print news publications and two electronic business-to-business publications in the Roanoke/Lynchburg market.
- Developed marketing and launch plans for 6 new websites, 3 daily deals programs, online business directories, and contesting tools as new revenue models
- Interim Advertising Director for The News & Advance
- Leveraged local website brands and partnerships with Yahoo!, Zillow, and Monster.com platforms ~$1M in sales annually and served as a platform resource to the local business community
- Mentored and coached a team of 22 full-time multi-media sales reps, in Virginia, (outside and inside) by call modeling, assisted sales, and field coaching with an additional 18 outside reps and 6 inside reps in New Jersey
- Worked closely with content and development teams to convert content management systems and local run of site inventory controls resulting in the highest CPM yield for the company
- Managed multiple AdTech platforms
- Co-managed the social media and email database growth strategies for all local channels posting positive growth on all platforms
- Responsible for all digital budgeting and revenue development ($1.2M in Virginia and $1.8M in New Jersey)
- Rebuilt Atlantic City sales team with a 50% turnover including two new digital sales compliments to co-sale expanding portfolio of services
- Consistently achieved YOY revenue growth by 40% or more and made 3 consistent quarters of spiff bonuses for exceeding EBITA targets
- Launched Atlantic City's digital extension services in partnership with Google, Vendasta, and Simpl.fi
- One of 10 Sales Leaders recruited to be on the BH Media Corporate Sales Training Team.
- Took ownership and drove the digital operations team to deliver quality products on time following the Agile lean software development process.
Yellowbook USA/Hibu
Media Consultant-Sales Representative
02.2009 - 12.2010
Job overview
- Diversified company revenue streams by promoting appropriate products for individual company's business goals
- Consistently achieve above average renewal rates for assigned revenue and outstanding growth in new media
- Offered a consultative approach to keyword development, search engine marketing, and general directional advertising programs in print and internet yellow pages
- Secured new accounts, manage 3 territories, meet or exceed directory/market budgets and sales expectation
- Received multiple productivity top producer recognitions and bonuses for new media.
Clear Channel Comm/ IHeart Media
Senior Account Executive/Sales Team Leader
12.2006 - 11.2008
Job overview
- Grew annual accounts by at least 25% by connecting local businesses to market events, co-operative advertising, and offering custom media solutions
- Consulted with advertising agencies, local, regional and national accounts on successful messaging through 5 radio properties, 5 internet properties, 1 print publication and multiple B2C events.
- Secured new accounts, meet or exceed monthly sales budgets, and grow revenue through traditional and non-traditional income streams specializing in online media
- Mentored & trained Junior Account Executives on company sales tactics, property strengths, client planning, presentations, and Arbitron ratings
- Previously with company in 2002 and was recruited to return to company by Market Vice President.
YMCA of Central Virginia
Membership/Marketing Director-Downtown Branch
02.2005 - 11.2006
Job overview
- Developed, implemented, and managed membership marketing, sales, corporate partnerships and retention plans, complying with all Association standards and safety procedures
- Recruited, hired, trained, and supervised member services staff, child watch nursery, and volunteer positions; at time approximately 30 staff members
- Administered and managed a budget of over 2+ million in revenue and expenses
- Grew membership department revenue by $300k
- Assess and build budget for program and marketing needs for upcoming year
- Provided systematized data and reports on membership statistics, sales and retention in support of the strategic planning process of the branch and Association
- Coordinated & produced association webpage and bi-monthly newsletter for the association to over 19,000 members.
Barbour Financial Services, Inc. t/a Jackson Hewitt Tax Service
General Manager/Director of Marketing
07.2003 - 09.2004
Job overview
- Administered and tracked training, human resources policy, and logistic management of 75+ seasonal tax professionals
- Mapped operational systems that lead business from 2 locations to 14 within 6 months
- Coordinated, budgeted, and implemented national, regional, and local marketing campaigns in two DMA's for 10 storefronts and 4 retail locations.
- Developed and executed strategic plans for business growth and expansion, resulting in increased market share.
Education
Radford UniversityRadford, VA
Bachelor of Science-Media Studies from Advertising And Graphic Design
05.2002
University Overview
- Delta Chi Member
- Alpha Kappa Psi Member
- Professional Development: Chairperson, Student Media Committee (2 years)
- Professional Development: Editor in Chief, Beehive
Skills
- Event Planning & Promotion
- Workflow Optimization/CRM Super User
- Public Speaking & Industry SME
- Revenue Growth & Generation
- Process Development & Improvement
- Business Development
- Operations Management
- Strategic Leadership & Planning
- Sales Strategy & Methodology
- Performance Improvement
Certification
- Numerous Administrator/Trainer Modules from SaaS providers
- Volunteerism and Group Work Modules, YMCA of USA
- Google Adwords Authorized Reseller/Manager
- Monster Worldwide Certified Reseller
- Yahoo! Advertising Retention Trainer
- SalesForce Superuser
Affiliations
- Current President, Bel Air High School Music Boosters
- Previous volunteer with Association Media & Publishing
- MCI USA Success Management Team Leader
- Gold Palm Eagle Scout & Vigil Order of the Arrow
Timeline
Sr. Vice President, Revenue Strategy & Operations
MCI USA
06.2016 - Current
Director of Advertising
The Daily Record/Dolan Media
05.2015 - 04.2016
Director of Digital Sales Development
Media General, Inc./BH Media Group
03.2011 - 05.2015
Media Consultant-Sales Representative
Yellowbook USA/Hibu
02.2009 - 12.2010
Senior Account Executive/Sales Team Leader
Clear Channel Comm/ IHeart Media
12.2006 - 11.2008
Membership/Marketing Director-Downtown Branch
YMCA of Central Virginia
02.2005 - 11.2006
General Manager/Director of Marketing
Barbour Financial Services, Inc. t/a Jackson Hewitt Tax Service
07.2003 - 09.2004
Radford University
Bachelor of Science-Media Studies from Advertising And Graphic Design
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