Nicole Mallon
Sales Development
Williamsburg,VA
Summary
Sales & customer service professional with over 20 years of media experience. Self- motivated, driven with an entrepreneurial spirit. Enthusiastic, High Energy, Resourceful, Innovative, Forward Thinking and Committed to internal and external success. Self-motivated professional with broad expertise in lead generation, qualification and deal closing. Organized and detail-oriented in scheduling appointments and researching potential clients. Thrives in high-pressure environments and meets challenging sales targets.
Overview
29
29
years of professional experience
1
1
Certification
Work History
Sales Development Representative
American Ratings Corporation/Diamond Certified
05.2024 - Current
- Built and managed accurate sales pipeline to maintain high volume of activity.
- Used data analytics to identify and track sales trends and develop actionable insights.
- Established relationships with prospects and customers to promote product understanding and drive sales growth.
- Won new business by articulating full value of company's capabilities to prospects.
Front Line Sales Representative
Holiday Inn Club Vacations
05.2023 - 12.2023
- Meet face to face with guests who are seeking a better way to travel
- Offer a portfolio of amazing vacation locations via our club, exchange companies, and IHG hotels
- Provide excellent customer service
- Following HICV's script to show visitors a better way to travel while saving money
In-House Sales Representative
Bluegreen Vacations
08.2022 - 05.2023
- Met face to face with guest and offer consultations to help them plan & experience their dream vacations through a better way to travel
- Created needs and added value with our award winning amenities and hospitality
- Followed Bluegreen's need based, industry leading sales process
- Offered a portfolio of amazing vacation locations, along with RCI, CHOICE Hotels and Direct Exchange (Prizzma)
- Provided excellent customer service as an expert in Bluegreen's full portfolio of products
Senior Sales Representative
Max Media of Hampton Roads
09.2020 - 06.2022
- Identify, evaluate and develop strategies to build new accounts while maintaining and growing current base of accounts in a wide variety of verticals
- Prepare print and digital proposals with a consultative sales approach
- Sell effectively with the use of market research for multiple stations, digital, promotions and events
- Monitor competitive media to stay on top of industry trends
- Actively involved charitable foundations and raising money for local and national foundations (ex
- St
- Jude's)
- Provide regular reports to management including sales recaps, forecasts, winners/losers report and daily CRM
Media Sales Manager
Tribune Publishing/Daily Press and Virginian Pilot
02.2018 - 09.2020
- Lead a team of media consultants responsible for growing print and digital revenue focused on the Peninsula and Daily Press for local and national sales team
- Guide our sales team to drive revenue through existing and new business relationships while creating an environment where customer service flourish
- Build relationships with prospective customers - lead processes to build, manage and execute a sales pipeline, by articulating our brand value and product knowledge
- Partner with marketing and business intelligence teams to understand your team's account base to show trends and patterns within specific industries
- Manage day-to-day sales functions (i.e
- Sales plans, CRM, and other sales applications) while seeking opportunities to streamline processes and maximize business relationships
- Develop & maintain knowledge of market trends, competition, and customers
- Stay up to date on industry best practices, standards and benchmarks through industry publications, newsletters, attending seminars or events and via individual or group training
Digital Sales & Automotive Manager
Hearst Media
06.2013 - 04.2015
- Delivered advertising digital media plans and performance optimization that exceeds client's ROI expectations with 5 direct reports in the Automotive Category
- Leader and trusted resource for digital products as well as developing effective sales proposals
- Managed key account digital strategies utilizing timesunion.com, SEM, SEO, audience reach, social media and customized sponsorship opportunities
- Project leader on new business program that generated over $1.4 million revenue
- Designed and implemented a Sales training program which was key to team exceeding revenue goals
- Developed a comprehensive new hire training program focused on product and Sales initiatives
Digital Sales & Revenue Manager
Press of Atlantic City Media Group
02.2011 - 06.2013
- Developed and executed sales strategies, evaluated competitive media pricing and sales strategies, while identifying opportunities for sales growth
- Evaluated market reactions to advertising site programs to ensure prompt adjustment of marketing strategy and plans to meet changing and competitive conditions
- Communicated and built online partnerships with new revenue opportunities; collaborate closely with advertisers/clients; and maintained knowledge of media advertising trends and industry developments
- Prepared and developed revenue projections and makes recommendations to departmental budget
- Built and managed new digital advertising product lines, and partnership programs
- Recently launched Digital Media Digital Solutions, a new division within the Press Media Group focusing on SEO, SEM, Social Media, and Reputation Management
- Developed training curriculum for the advertising department
- Managed a team of Digital Sales Consultants, selling digital only products including web, mobile, Yahoo and Deal of the Day programs
- Personally, made sales calls with Media Sales Consultants (both print and digital)
General Manager - Broad Street Community Weeklies
Philadelphia Newspapers Inc.
01.2007 - 02.2011
- The publisher empowered me to oversee the general management of a regional office which produced 24 weekly mailed community newspapers with over 460,000 circulation which serves as the Philadelphia Inquirer's TMC vehicle
- Monitored competition quickly developed and implemented sales strategies and marketing programs to increase market share and bottom line revenues
- Negotiated major account contracts, listened to concerns of customers, responded with new strategies in ways to maximize loyalty and repeat sales and/or generate new business
- Developed the yearly revenue budget and monthly sales goals
- Analyzed overall efficiencies through monitoring sales revenue, expenses, P and L's and their outcomes compared to goals
- Recruited and retained quality candidates for management, sales, and production
Advertising Sales Manager (Automotive & Regional)
Philadelphia Inquirer and Daily News
01.2000 - 12.2006
- Negotiated contracts for local major accounts and national automotive accounts
- Managed over $37 million in local annual revenue, $12MM national, $2MM Cars.com
- Launched and drove key strategic automotive initiatives, such as month-end revenue driving sales programs, New Model Previews and CityXpress Auction (30 cars - top producing team in the USA)
- Managed daily sales efforts of 12 local, national, and online sales representatives
- Developed and managed budgets and forecasts
Healthcare Advertising Sales Representative
Philadelphia Inquirer and Daily News
02.1996 - 12.1999
- Commission based sales representative that generated over $1.3 million dollars in advertising revenue
- Brought in over $750,000 in new business revenue and 120 new accounts
- Served as the point person for online presentations and sales calls
- Consistently exceeded monthly and annual sales goals
- Routinely received top performer awards, including the 1998 Publisher's Club Award
Commission Sales Representative- PA North Territory
Philadelphia Inquirer and Daily News
01.1996 - 10.1998
- Worked independently to build a client base consisting of over 200 accounts
- Produced over $950,000 in advertising revenue, building an account base from $0 - $950,000
- Generated new business revenue from cold calling, researching developing markets
- Top online sales producer on the 'I-team', an 8-week swat team
- Personally, brought in over $200,000 in online revenue from major retail and hospital accounts
Education
Bachelor of Science - Psychology
Penn State University
University Park05.1995
Skills
- SEM
- Search Engine Optimization (SEO)
- PPC Campaign Management
- Digital Marketing
- Social Media Management
- Google Analytics
- Market Research
- Email Marketing
- Media Planning
- B2B Sales
- Salesforce
- Contract Negotiation
- Google AdWords
- CRM Software
- Branding
- Business Analysis
- Revenue Management
- Pricing
- Business Intelligence
- Business Development
- Sales Management
- Sales
- Six Sigma
- Cold-calling
- Goal-oriented mindset
- Customer Relationship Building
- Lead Qualification
- Objection handling
- CRM Management
- Leads Prospecting
- Email outreach
- Strategic Thinking
- Relationship Development
- Sales Forecasting
- Outbound sales management
- Sales team collaboration
- Metrics monitoring
- New market research
- Problem-Solving
- Attention to Detail
- Multitasking
- Opening and closing procedures
- Excellent Communication
- Account Servicing
- Time Management
- Problem-solving abilities
- Reliability
- Customer Satisfaction
- Effective Communication
- Decision-Making
- Adaptability and Flexibility
- Self Motivation
- Sales Presentations
- Solution selling
- Time management abilities
- Customer Retention
- Pipeline Management
- Revenue Growth
- Account Management
- Upselling techniques
- Persuasive Communication
- Negotiation Tactics
- Consultative Selling
Certification
- Six Sigma Green Belt, 07/01/15
- Google AdWords Certification
Personal Information
- Willing To Relocate: Anywhere
- Authorized To Work: US for any employer
Timeline
Sales Development Representative
American Ratings Corporation/Diamond Certified
05.2024 - Current
Front Line Sales Representative
Holiday Inn Club Vacations
05.2023 - 12.2023
In-House Sales Representative
Bluegreen Vacations
08.2022 - 05.2023
Senior Sales Representative
Max Media of Hampton Roads
09.2020 - 06.2022
Media Sales Manager
Tribune Publishing/Daily Press and Virginian Pilot
02.2018 - 09.2020
Digital Sales & Automotive Manager
Hearst Media
06.2013 - 04.2015
Digital Sales & Revenue Manager
Press of Atlantic City Media Group
02.2011 - 06.2013
General Manager - Broad Street Community Weeklies
Philadelphia Newspapers Inc.
01.2007 - 02.2011
Advertising Sales Manager (Automotive & Regional)
Philadelphia Inquirer and Daily News
01.2000 - 12.2006
Healthcare Advertising Sales Representative
Philadelphia Inquirer and Daily News
02.1996 - 12.1999
Commission Sales Representative- PA North Territory
Philadelphia Inquirer and Daily News
01.1996 - 10.1998
- Six Sigma Green Belt, 07/01/15
- Google AdWords Certification
Bachelor of Science - Psychology
Penn State University
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