KATHLEEN O'DONNELL
Long Beach,NY
Summary
Passionate Advertising Sales Executive offering expertise in achieving high sales goals and building long-term relationships. Talented leader tasked with training a team of 15 sales individuals to learn the pitch, systems, technology and travel with them to onsite pitch appointments. Proficient in quickly recommending options to customers to help them meet their goals. Ready to take next career step with company offering room for advancement.
Overview
31
31
years of professional experience
Work History
Director Of Sales & Training
Ai Media Group, LLC
New York, NY
09.2011 - Current
- Manage a highly effective sales team, including training and development.
- Conduct training classes, as well as one-on-one sales tutorials on every aspect of the sales process including on site client pitches.
- Measure and report performance on all digital marketing campaigns to develop data driven solutions to optimize for greater return on investment.
- Personally took lead on the Company's largest revenue account, Time Warner Cable, with a 60 Million annual digital budget.
- Perform research surrounding competitive analysis, seasonality trends and industry changes to design the most optimal campaign strategies and capabilities.
- Process data and report results on sales history, projected revenue and product performance.
- Developed strategic branding initiatives to increase product exposure and appeal to target demographics.
- Set up contracts, negotiated rates and hammered out service terms.
- Trained and coached a team of 15 sales professionals focused on clients in assorted verticals including telecom, education, e-commerce, healthcare and financial.
- Work closely with C-Level executives and Technology management to ensure that projects flow effectively and nimbly within immediate client requests.
- Visited customer locations to determine needs, set up contracts and provide training.
- Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
- Delivered a high level of service to clients to both maintain and extend the relationships for future business opportunities.
Licensed Real Estate Agent
Bellmarc Realty Inc.
New York, NY
12.2008 - 08.2011
- Marketed and sold property for clients by hosting open houses and advertising online and in print.
- Generated listings for sales and rental properties through cold calls and referrals.
- Converted prospects to closed sales for clients located throughout NYC.
- Managed contracts, negotiations and all aspects of sales to finalize purchases and exceed customer expectations.
- Negotiated contracts on behalf of clients.
Sponsorship Salesperson
IIR
New York, NY
06.2006 - 11.2008
- Identified and qualified Fortune 500 customer's to Sponsor events in the Marketing & Pharmaceutical sectors.
- Renewed and up sold previous participants, as well as cold calling for new business.
- Extensive travel, on site set up, face to face selling during the duration of large-scale conferences and events.
- Delivered a high level of service to clients to both maintain and extend the relationships for future business opportunities.
- Identified speaking opportunities and round table discussions while working closely with event producers.
- Worked with designers and production staff to create visual displays in the exhibit hall.
- Negotiated sponsorship events, speaking engagements and fee structure for all client contracts.
- Maintained and organized a customer database of over 300 clients nationwide.
Premise Salesperson
Verizon Yellow Pages & SuperPages.com
New York, NY
09.2003 - 06.2006
- Outside sales representative scheduling meetings, making presentations, negotiating and signing contracts for the Verizon Yellow Pages.
- Most recognized salesperson, from a group of 100, for the highest number of the "one call close."
- Offered the position as New Sales Training Coordinator after only 6 months at the Company.
- Used consultative sales techniques to pinpoint customers' advertising needs and close on short-term and long-term sales contracts.
- Made outbound calls to existing customers to up sell advertising packages.
- Developed sales leads and uncovered new business opportunities through prospecting and cold calling.
- Consistently hit and exceeded sales goals by 25%.
- Sold websites and online listings for local business at the birth of SuperPages.com.
Sales Manager
National Arbitration And Mediation Inc.
Great Neck, NY
07.1994 - 08.2003
- Promoted after 4 years from lead salesperson to Sales Manager.
- Sold legal services to both plaintive attorneys and all the major insurance companies.
- Monitored sales team performance, analyzed sales data and lead weekly sales meeting to review procedures and revenue.
- Provided sales training and motivated sales team members to drive revenue growth.
- Recruited, interviewed and hired individuals who would add value, dedication and knowledge to the sales team.
- Solved client issues and accompanied salespeople on appointments to save dissatisfied clients.
Education
Bachelor of Arts - Marketing
Fashion Institute Of Technology
New York, NY1989
Skills
- Sales team Training & Development
- Digital Marketing and Advertising
- Relationship Building and Management
- Strategic Planning & Team Leadership
Timeline
Director Of Sales & Training
Ai Media Group, LLC
09.2011 - Current
Licensed Real Estate Agent
Bellmarc Realty Inc.
12.2008 - 08.2011
Sponsorship Salesperson
IIR
06.2006 - 11.2008
Premise Salesperson
Verizon Yellow Pages & SuperPages.com
09.2003 - 06.2006
Sales Manager
National Arbitration And Mediation Inc.
07.1994 - 08.2003
Bachelor of Arts - Marketing
Fashion Institute Of Technology
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