RICHARD J. LANE JR.
South Orange,New Jersey
Summary
Experienced professional with a passion for excellence in media, digital sales, and management. Skilled in leveraging media revenue streams and promotional platforms to drive business growth. Proven track record in hiring and developing customer-focused sales teams that deliver exceptional results. Committed to staying ahead of industry trends and continuously improving strategies to maximize profitability and exceed targets.
Overview
26
26
years of professional experience
Work History
Business Development Manager
Cumulus Media
03.2024 - Current
- Represent WMAL, WSBN, Cumulus Media and National Digital Sales in 6 months developed $409k in new business
Director of Sales
Cumulus Media
09.2021 - 02.2024
- KTCK/WBAP/KLIF am KTCK and WBAP #1 and #2 local revenue in 2022
- #1 and #4 total revenue for 2022
- Consistently oversee revenue of $42 million
General Sales Manager
Cumulus Media
10.2013 - 08.2021
- KESN 103.3 fm, WBAP am, KLIF am, KTCK am/fm (2020)
- Became the GSM for Cumulus Media after a merger
- Manage 19 sellers, negotiate all brokered weekend programming contracts and play-by-play contracts for ESPN
- Oversee revenues in excess of $25 million
Director of Sales
ESPN Dallas
12.2011 - 10.2013
- Rebuilt sales team from 7 to 13 in a 12-month period
- Grew local revenue in 2013 by 3.5% in a market that only grew 1.5% overall
- Direct business was at 55% of total revenue for the year
- Also implemented integrated sales packages with ESPNDallas.com and cross trained digital and on-air selling
General Sales Manager
WBAP News/Talk
03.2007 - 10.2011
- Managed sales in excess of $23 million in total revenue
- Supervised 13 sales people and 2 Traffic/Continuity directors
- Worked closely with top direct and agency advertising decision makers
- Created multiple internal systems for reporting and work flow
Local Sales Manager
WBAP News/Talk
03.2003 - 03.2007
- Established local sales initiative generating over $19 million in revenue through spot sales, digital and events
- Constantly recruited the best sales talent in Dallas/Ft
- Worth
Account Executive
WBAP News/Talk
10.1998 - 03.2003
- Outperformed budgets and generated an average of $1.8 million in annual sales
Education
B.A. - Broadcasting
Pepperdine University
Malibu, CA01.1989
Skills
- Team leadership
- Business development and planning
- Customer service
- Negotiations
- Decision-making
- Relationship building and management
- Client relationship building
- Strategic planning
- Goals and performance
- Strategic partnerships
- Key decision making
Accomplishments
- Sold a national company $381k in podcast and digital advertising, 06/01/24 - 12/31/24
- Grew total revenue on KTCK in 2022 by 21%, WBAP in 2022 by 10% post COVID. KTCK revenue in 2023 by 4%, WBAP 2%
- Closed an automotive dealer in 2023 a three year deal $900k and a financial company for $1.1million
- 2020, 2007-2011 - WBAP local sales ranked #1 by Miller Kaplan. Met or exceeded all quarterly goals (local/national/digital) in 2019
- Consolidated 2 sales platforms and retrained the sales team to represent News/Talk, Sports Play-by-Play, and all digital advertising,
- Grew ESPN total revenue in 2013 by 3.8% to #15 in Miller Kaplan, the highest rank in station history, #16 in total spot revenue in 2014, and exceeded annual budget by 6%
- Consistently managed over $3 million in annual weekend block programming sales
- Developed accurate annual and quarterly budgets for WBAP/KLIF/ESPN local/national and digital
- Implemented new digital sales initiative utilizing multiple Infinite/Orbit Interactive digital platforms in 2019
- Cultivated and managed sales talent for over 20 years in an environment that encourages collaboration, loyalty and mutual respect
Radio Ink Magazine Sales Manager of the Year 2020
Recognized as radio's best in sales management
Timeline
Business Development Manager
Cumulus Media
03.2024 - Current
Director of Sales
Cumulus Media
09.2021 - 02.2024
General Sales Manager
Cumulus Media
10.2013 - 08.2021
Director of Sales
ESPN Dallas
12.2011 - 10.2013
General Sales Manager
WBAP News/Talk
03.2007 - 10.2011
Local Sales Manager
WBAP News/Talk
03.2003 - 03.2007
Account Executive
WBAP News/Talk
10.1998 - 03.2003
B.A. - Broadcasting
Pepperdine University
Similar Profiles
Grant AdamGrant Adam
MANAGER, BRAND PARTNERSHIPS at Cumulus MediaMANAGER, BRAND PARTNERSHIPS at Cumulus Media
Brooke MathewsBrooke Mathews
Senior Account Executive at Cumulus MediaSenior Account Executive at Cumulus Media
Hayes C. McConnellHayes C. McConnell
Program Director/WLXC Kiss 103.1 at Cumulus MediaProgram Director/WLXC Kiss 103.1 at Cumulus Media