MICHAEL CRNKOVICH

Chicago

Summary

Accomplished Manager/Individual Contributor with a diverse background across industries. Transformed zero-billing territories at NBC, Yelp, Centro, and Rakuten into multi-million dollar billing territories. At Yelp grew existing business by over 20% for enterprise brands, including AMC Theaters, Roto Rooter, and Famous Footwear. Led the successful launch of the Chicago Sports Network sales team, generating over $30M in revenue at inception. Excels in driving client engagement and business growth through data-driven insights, resulting in a double-digit conversion increase for partners on the Rakuten affiliate platform. Trusted for building strong relationships with key C-suite stakeholders across verticals such as Bank of America, Allstate, Target, Samsung, Frito-Lay, Red Wing Shoes, and more. Results-oriented leader earning sales awards at ESPN, NBC, Viacom, Yelp, and Rakuten. Skilled in devising and executing effective business strategies, streamlining processes, and optimizing team performance to deliver measurable outcomes in fast-paced environments. Recognized for adaptability, collaborative approach, and fostering positive team culture through strong communication and problem-solving skills.

Overview

years of professional experience

Work History

Director – Local & National Sales

CHICAGO SPORTS NETWORK

08.2024 - Current

As part of the management team, I spearheaded the launch of the new sports network by revamping sales and go-to-market strategies, resulting in over $30M in revenue for live linear broadcasts of the Chicago Bulls, Blackhawks, and White Sox. Secured $5M for direct-to-consumer streaming app and across all social media platforms, including Meta, Instagram, YouTube and X.
Collaborated with C-Suite executives from prominent companies, including Calamos Investments, Circa Sports, and Molson Coors, to drive sponsorship opportunities across all programming and social channels.
As a player/coach, achieved a significant milestone by closing over $5M in local new business in Q4 & Q1 for live sports play-by-play, and secured $12M in national business partnerships through effective collaboration with external representative offices in Chicago, Los Angeles, and Dallas.
Led outreach strategies and optimized meeting preparations that resulted in an additional $15M in revenue generation from account executives, showcasing exceptional leadership with the sales team.
Demonstrated expertise in leading the team with effective pipeline and Salesforce management practices, ensuring streamlined processes and maximizing sales opportunities.
Secured over $2.5M in media to complement the client’s Blackhawks, Bulls, and White Sox team partnerships with Circa Sports, Binny’s Beverage Depot, Calamos, and Rate.
Implemented innovative sales tactics and negotiation strategies that led to surpassing revenue targets by 30% and establishing Chicago Sports Network as a key player in the sports sponsorship market.

Business Development Manager – SaaS / Affiliate Sales / Digital Media

RAKUTEN ADVERTISING

06.2021 - 08.2024

Revitalized an underperforming Midwest territory by targeting and acquiring new retail brands, resulting in $1.5M in territory revenue within the first year. Successfully onboarded 25 new retail SaaS clients annually on the Rakuten Affiliate Network, leveraging customer data and insights, driving annual revenue increase of over $3M for the company after my first year.
Focusing on retail brands’ ecommerce strategies, led efforts to drive a 25% increase in overall client retention.
Led team’s search and social audits for multiple brands, leading to over $1M in annual management fees and securing Agency of Record status for three key retail partners, including Greyson Clothiers, Step2, and Bleu Rod Beattie swimwear.
Collaborated with C-Suite clients from retail & CPG brands, including Kansas City Steaks, Red Wing Shoes, Oribe Hair Care, and Best Buy, driving seven-figure revenue growth and earning recognition as the top performer two straight years.
Implemented targeted strategies to engage C-Suite executives using Salesforce, Media Radar, LinkedIn, and Sales Loft, resulting in 50% increased new business acquisitions and solidifying Rakuten’s position as a leader in digital media.
Exceeded sales quotas consistently, achieving 90% in 2022, 125% in 2023, and 108% in 2024, demonstrating a track record of surpassing targets year over year.

Agency Sales Lead – SaaS / Managed Media Service Sales

CENTRO AT BASIS TECHNOLOGIES

12.2019 - 07.2021

Successfully built a robust client portfolio during the challenging COVID-19 pandemic, initiating relationships with target agencies and conducting 12 demos per month, showcasing adaptability and resilience in acquiring new business opportunities, consistently secured over $150K/month in licensing fee revenue for multiple partners.
Achieved remarkable business growth by generating over $3M in new SaaS business, encompassing software licensing and managed services, with a dedicated focus on security to meet client needs and drive revenue growth.
Leveraged existing relationships and industry contacts to strategically target agencies, resulting in securing 10 new software agency partners within the first year, demonstrating a proactive approach to business development and partnership growth.
Spearheaded managed services initiatives to support overworked agencies, improving campaign efficiency and performance by 50%, while leading a team in managing campaigns across Search, Social, and Programmatic channels.
Consistently met and exceeded quotas, achieving quota attainment in 4 out of 6 quarters after onboarding, highlighting a strong performance track record and dedication to meeting sales targets effectively.
Additional Experience:
Enterprise Sales Director, YELP | Aug 2018 – Dec 2019
National Sales Manager, InStadium Inc. | Dec 2017 - Jun 2018
Regional Sales Manager, Hulu | Mar 2017 - Oct 2017
Client Partner Director, Viacom Media Networks | Oct 2011 - Mar 2017
Account Executive, NBC Universal | Jan 2008 - Oct 2011
Account Executive, TVGuide Network | Jun 2005 - Dec 2007
Account Executive, ESPN Regional Television | Jan 2002 - Jun 2005
Account Executive, Fox Sports Net Chicago | Jun 2000 - Dec 2002

Education

Bachelor of Arts - History, Minor in Speech

Wabash College

Crawfordsville, IN

Skills

SaaS enterprise sales
Data-driven strategy development
Collaborative partnership management
Advertising sales management
Effective negotiation techniques
New Business Development
Strategic campaign oversight
Digital Advertising

Account Management
Project Management
Retail & CPG expertise
Revenue Growth & Budget Management
Client Relationship Management
Leadership & Team Building
Problem Solving & Decision Making

Accomplishments

Exceeded target revenue goals for global sales organizations, including ESPN, NBC Universal, Viacom, Yelp, and Rakuten Advertising consistently.
Chicago Sports Network - Spearheaded partnerships with external rep offices in Chicago, LA, and Dallas, booking $12M in national business and expanding market presence by 30%.
Chicago Sports Network - Successfully closed and managed over $5M in local billing from Q4 '24 to Q1 '25 at Chicago Sports Network, leading to the successful launch of the network and securing key media and sports sponsorships.
Rakuten Advertising - Surpassed sales quota for 2 consecutive years, showcasing adaptability and resilience in navigating challenging market conditions while driving a 15% client revenue increase. Onboarded 25 affiliate partners annually and managed media services for clients in multiple DSPs, including The Trade Desk & DV360.
Centro – Booked 12 monthly demos, onboarded 10+ new SaaS partners annually onto the Basis DSP platform, increasing platform utilization by 25% and driving revenue growth by $2M per year, managing campaigns across search, social, and programmatic.

Timeline