Richard Sands
Hoboken,NJ
Summary
Director of Sales at Hale Global/Patch Media. Generated $20 million in revenue and accounted for 40% of new business. Closed a $1.5 million B2B deal, cut sales costs by 55%, and scaled inside sales operations. Developed DIY revenue products and lead generation systems, significantly improved renewal rates, and reduced cancellations. Maintained individual goal attainment while training and growing the sales team. Survived three layoffs, achieved equity acquisition, and led Patch Labs to a 97% renewal rate.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Head of Sales & Marketing
Patch Labs (a Division of Patch.com)
01.2021 - 12.2023
- Collaborated with the CTO to enhance product offerings based on customer feedback and market trends.
- Recruited, trained, and onboarded new member sites from the first user to achieve immediate revenue and profitability, surpassing 80% of existing Patch sites based on traffic-to-revenue, cost of sale, and renewal rate.
- Invented the ad builder and created lead generation tools, implementing call and lead gen systems to drive direct inquiries and maintain revenue.
- Implemented CRM tools to streamline lead tracking, customer data management, and sales processes.
- Built and developed Patch Labs from the ground up, including managing both editor and customer needs. Achieved millions in revenue with a 97% renewal rate and stabilized 40 top-performing sites based on revenue per page view and unique visitor (UV).
- Helped grow Patch Labs to profitability, supporting 400 local news sites with technology for sustainability.
- This version reflects your direct inv
Head of Sales
Patch.com
01.2022 - 11.2023
- Collaborated with the CTO to enhance product offerings based on feedback and market trends.
- Recruited, trained, and onboarded new editors and software users, achieving immediate revenue and surpassing 80% of existing Patch sites in traffic-to-revenue and renewal rate.
- Developed the ad builder and lead generation tools, and implemented systems for direct inquiries and revenue maintenance.
- Created key features for local journalists, including:Dashboard: Track metrics like subscribers and page views.
Newsletters: Auto-generate or customize newsletters.
Recurring Revenue: Auto-bill supporters and advertisers monthly.
Featured Events: Promote events for additional revenue.
- Built and developed Patch Labs from the ground up, achieving millions in revenue with a 97% renewal rate and stabilizing 40 top sites based on revenue per page view and unique visitor (UV).
- Helped grow Patch Labs to profitability, supporting 400 local news sites.
Director of Sales
Hale Global/Patch Media
06.2014 - 12.2020
- Highest grossing Division in terms of new business and renewal revenue in company since promotion
- Recently closed TN B2B deal for 1.5 million 6-month campaign
- Personal Agency + Nationwide Partnerships of 1 million in Revenue annually
- Built ISO team/ Renewal team /Account management
- Fully loaded Cost of sale decreased over 55% to lowest in Patch history (below 30%)
- Team has generated 25% of sales revenue with only 10% of sales staff
- Produced 18 of top 20 reps in the company as Director of Sales
- Only Patch employee promoted since Hale acquisition and only remaining member from Sales division in 2012
- Work with regional businesses and agencies on full platform digital ad campaigns with customized content distribution
- Generated millions of ad sales with highest running revenue and bookings attainment in company
- Responsible for 40% of all new business and renewal revenue every month
- Built trained and grew insides sales division 200% while exceeding team and individual annual goal attainment over 150%.
Senior Account Executive
AOL/Patch Local
02.2012 - 06.2014
- Survived 3 layoffs and equity acquisition
- Promoted to Director of sales by Hale Global in June 2014
- Highest grossing ISO/OSO rep in terms of new business for ad.com and video Production
- Highest grossing ISO rep in terms of running revenue, bookings, renewal rate, and transactions
- Only 4x Presidents Club recipient
- Over 200% of annual goals for bookings and running revenue
- Promoted to Senior Sales executive in first 6 months
- Worked with agency and business owners developing long term digital marketing campaigns.
Senior Sales Executive
GDS International
12.2010 - 01.2012
- Highest grossing account executive in terms of new business revenue
- Promoted to senior sales executive in first 6 months
- Organized events for worldwide three-day strategy summits for the pharmaceutical industry
- Developed lead sourcing/ phone skills
- Highest sales to wage ratio in entire division
- Conducting 100-150 cold calls per day to C-level executives
- Exceeded every quarterly target by 50%.
Account Executive
WBTW- TV
10.2009 - 11.2010
- Negotiated media buys with national ad agencies
- Sold print, internet ads, mobile, and television on regional level
- Created new innovative marketing campaigns
- Projected monthly, quarterly, yearly, forecasts
- Interacted with clients to ensure quality of service and create long- term relationships
- Enhanced skill-set in a number of different data entry systems
- Focused on new business development and conducted 20 face to face cold calls per day.
Account Executive
WIVT-TV
06.2008 - 09.2009
- Developed and qualified leads to generate new revenue on a local level
- Prepared and presented media packages in B2B Setting
- Enhanced telecommunication skills
- Responsible for collections and late billing
- Prospected heavily and conducted 30 face to face cold calls per day.
Assistant to President
Office of Economic Development
01.2008 - 03.2008
- Promoted “downtown revitalization program”
- Devised and coordinated incentive program to attract students to local venues
- Assisted in day to day operations in office setting
- Organized superiors daily schedule
- Part-time receptionist.
Education
Bachelor’s Degree - Economics
Hartwick College
Oneonta, NYSkills
- Salesforce
- Microsoft Office (Word, Excel, PowerPoint)
- Customer Segmentation
- CRM Management
- Customer Service
- Recruiting and Sourcing
- Sales training and leadership
- Revenue Growth
- Executive Leadership
- Negotiation expertise
Certification
Certified in broadcast sales by New York State Broadcast Association
Community Service
- Hartwick college library
- Conklin flood relief
Timeline
Head of Sales
Patch.com
01.2022 - 11.2023
Head of Sales & Marketing
Patch Labs (a Division of Patch.com)
01.2021 - 12.2023
Director of Sales
Hale Global/Patch Media
06.2014 - 12.2020
Senior Account Executive
AOL/Patch Local
02.2012 - 06.2014
Senior Sales Executive
GDS International
12.2010 - 01.2012
Account Executive
WBTW- TV
10.2009 - 11.2010
Account Executive
WIVT-TV
06.2008 - 09.2009
Assistant to President
Office of Economic Development
01.2008 - 03.2008
Bachelor’s Degree - Economics
Hartwick College
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