Robert J. Nuttall
Atlanta ,GA
Summary
Accomplished sales executive specializing in building strategic partnerships within the media industry. Notable for driving a 116% revenue increase on a major TV show, developing effective sales strategies, and fostering long-term relationships that enhance market presence and boost overall sales performance.
Overview
20
20
years of professional experience
Work History
Vice President of Sales
NBC Universal, Inc.
Atlanta, USA
07.2017 - Current
- Functioned as primary sales executive for Nexstar Media, Gray TV and COX Media Group; negotiated and sold to their 100+ TV stations resulting in generated revenue of approximately $20M annually.
- Increased sales revenue on The Kelly Clarkson Show across territory from $1.56M in 2022 to $3.38M in 2023, with a total increase of 116% in two years.
- Ranked #1 on TV Distribution team with an average show clearance rate of 95% across a 61-market territory (30% of the country; 2020 – 2022).
- Sustained and developed strategic relationships with broadcasters within designated territory, fostering collaboration and driving sales opportunities.
- Developed targeted sales strategies addressing station concerns and needs, implementing sales seminars to enhance station sales department effectiveness.
- Negotiate license fees and time periods of programs with General Managers and Program Directors of television stations all over the U.S.
- Represented and sold rotating portfolio of television programs to local broadcast stations, including first run and off-net programming, enhancing market presence.
Director of Sales
NBC Universal, Inc.
Atlanta, USA
05.2014 - 06.2017
Account Executive
Salesforce.com
Atlanta, USA
09.2013 - 05.2014
- Achieved 192% of sales quota in first full quarter selling Pardot (4Q13).
- Ranked #1 out of 19 new Account Executives in 4Q13 for total billing.
- In 4Q13 was part of #1 sales team in MRR at $146,658.40.
- Prospected, cold called, and conducted online demonstrations to consistently acquire new clients for Pardot Marketing Automation division each month.
National Spot Sales Account Executive
Univision Communications Group
Atlanta, USA
07.2010 - 09.2013
- Represented and managed over 100 Univision and Unimas television stations for Univision and Univision.com.
- Finished 2Q13 at 190% to New Business budget goals and 170% to Operating Plan budget goals.
- Finished 1Q13 at 120% to New Business budget goals and 119% to Operating Plan budget goals.
- Through 2Q13, have closed and billed over 1 million dollars in new business revenue.
- In 2011 closed and billed over $1,700,000 in new business revenue for the Univision stations group.
- Generated 133% of Operating Plan revenues over 4 quarter period (3Q 2010 through 2Q 2011).
- Inherited underperforming agency/client, devised sales strategy that increased revenues for Atlanta National Sales office.
- Over 12-month period activated Diageo, Ole Mexican Foods, and TitleMax Title Loans, accounting for $1,000,350 in new business revenue for the Univision Television Group.
- Cultivated relationships with corporate leaders at AT&T, General Motors, Coca-Cola, and National Vision to drive business opportunities.
Local Account Executive
Telemundo Stations Group-KSTS-TV
San Francisco, USA
03.2007 - 07.2010
- Sold and maintained local commercial airtime schedules, digital properties, and grassroots events, enhancing market presence for KSTS Telemundo San Francisco-Oakland-San Jose.
- Finished 130% to sales budget in 3Q 2008 and 100% to sales budget in 2Q 2008.
- Ranked # 1 Salesperson at KSTS for 2Q and 3Q 2008.
- Contributed over 15% to KSTS's overall 2008 Summer Olympic revenue.
- Sold Silver Olympic Package (16K) to Lucky Supermarkets. To make this package happen client revised the competition's order and moved the dollars to KSTS. This was a revenue swing of almost 40K.
- Generated over $410,000 in new business revenue from 2008 to 2010, contributing to overall sales growth.
- Increased Billing on CA State Dept. Account 55% Y-Y from 08-09.
- Developed targeted account list by focusing on zero dollar share accounts, local direct clients, and identifying new businesses, strengthening KSTS's client portfolio.
Program Participant
GE Commercial Leadership Program, NBC/Telemundo
Atlanta, USA
07.2006 - 03.2007
- Completed formal GE Sales Training courses in Selling @ GE, Negotiation Skills, and Marketing @ GE, enhancing sales expertise.
- Completed GE Corporate Sales Training Program, gaining comprehensive sales skills over 9 months.
- Participated in market trips to top 3 Hispanic Markets, gaining insights into local sales environments and collaborating with sales teams at local events.
Education
B.S. - Finance
Siena College
Loudonville, NY05-2003
Skills
- Advertising Sales
- Business Development
- Key Account Management
- Contract Negotiations
- Digital Media Marketing
- Sales presentations
- Marketing Communications
- Strategic Partnerships
- Client Relations
- Strategy analysis
- Critical thinking
- Effective communication
- Team leadership
Timeline
Vice President of Sales
NBC Universal, Inc.
07.2017 - Current
Director of Sales
NBC Universal, Inc.
05.2014 - 06.2017
Account Executive
Salesforce.com
09.2013 - 05.2014
National Spot Sales Account Executive
Univision Communications Group
07.2010 - 09.2013
Local Account Executive
Telemundo Stations Group-KSTS-TV
03.2007 - 07.2010
Program Participant
GE Commercial Leadership Program, NBC/Telemundo
07.2006 - 03.2007
B.S. - Finance
Siena College