Walter Kupiec
Broomfield,Colorado
Summary
Seasoned partnership and business development leader with roles in operations, business development, sales, sales management, marketing and events management.
Overview
33
33
years of professional experience
Work History
Global Sales Director
Questex LLC
01.2022 - Current
- Company Overview: Questex brings together communities through in person events, online and print content
- Led a team responsable for over $16 million annually in revenues
- Led the overall business operations of one of the company's largest markets
- Manage a team of 13+ sales representatives and sales development
- Increased revenues for group for by over 15% and over 30% in Beauty and Spa markets
- Growth in fitness and health markets was 20% in 2023 and 15% in 2024 year over year
- Launched several new products and restructured offerings in media and events
- Responsible for personal key account and strategic partner management
- Developed and managed all rate structures, revenue models, and sales and marketing collateral
- Developed and executed all team sales training programs
- Questex brings together communities through in person events, online and print content
Market President and Group Publisher
Modern Luxury Media
01.2019 - 01.2022
- Company Overview: Modern Luxury Media is the nation's largest luxury media company with a presence in over 22 U.S
- Markets
- Led the overall business operations of one of the company's largest markets
- Part of a committee nationally which developed 'Membership Program', an innovative annual package for advertising clients
- Manage a team of 10+ media sales representatives and 3+ marketing and support staff covering 9 counties in the San Francisco Bay Area, including Napa and Sonoma Counties
- Launched a wine industry event in 2016 which grew dramatically in revenue and number of sponsors in subsequent years-additionally created strategic partnerships within the industry which resulted in additional revenues
- Responsible for annual market revenue of over $10 million dollars in media and event sponsorships
- Consistently placed as top 3rd market across the company in revenue and goal achievements
- Responsible for personal key account and strategic partner management resulting in over $1 million dollars annually
- Responsible for launching new products and events, including Philanthropy profiles, Power Issue event, Best of San Francisco reimagined event, strategic event partnerships and other revenue driving initiatives
- Developed and managed all rate structures, revenue models, and sales and marketing collateral
- Developed and executed all local team sales training programs
- Focus on selling key digital programs including Luxury Mail, custom content/native advertising, and other digital assets
- Modern Luxury Media is the nation's largest luxury media company with a presence in over 22 U.S
- Markets
Senior Vice President Business Development /General Manager
Informa Life Sciences Group- Xconomy
01.2018 - 01.2019
- Company Overview: Xconomy is an events and digital media company focusing on innovation in Life Sciences, Healthcare and Technology
- Led the overall business operations of a division of Informa's Life Sciences Group
- Full P&L responsibility
- Manage a national team of 4+ media sales representatives and 2 marketing and events staff and 1 ad operations manager
- Created the media kit and all marketing collateral completely rebranding the offerings and the company to key constituents
- Developed and managed all rate structures, revenue models, and sales and marketing collateral
- Worked collaboratively with business leaders in other divisions to create joint selling opportunities
- Responsible for personal key account and strategic partner management with some of the company's largest accounts including IBM, Pfizer, JLab's (J&J), New York Economic Development Group and others
- Developed and executed all local team sales training programs
- Developed custom events and new company driven events which drove significant revenue
- Xconomy is an events and digital media company focusing on innovation in Life Sciences, Healthcare and Technology
Director of Corporate Partnerships (sales, marketing, and events)
Silicon Valley Business Journal- American City Business Journals
01.2010 - 01.2016
- Company Overview: The Silicon Valley Business Journal is the leading source of news and information for business executives located in, or managing companies located in the Silicon Valley (primarily Santa Clara County)
- Key member of Local Management team
- Managed all sales and marketing operations, including revenue management and reconciliation
- Responsible for annual revenue of over $8 million including digital, events and print
- Market was consistently a top 10 market in the company
- Managed event strategy and overall direction of local events
- Manage custom/client content solutions developing key revenue stream for the division
- Handled key accounts including top 5 accounts in the market resulting in over $1.5 million dollars in revenue
- Transformed sales organization focusing on integrated media solutions and focused on solutions selling
- Dramatically increased digital advertising revenues year over year in market market went from number 25 in company to number 3 in less than one year
- Collaborated with peers in other ACBJ markets to bring in regional revenue opportunities
- Developed and managed all rate structures, revenue models, and sales and marketing collateral
- Developed and executed all sales training programs
- Acted as mentor in ACBJ ad director mentoring program for other local ad directors
- Participated in companywide ad director focus groups and participated in task force establishing policies and best practices
- Asked to be on a panel at the companywide Ad Director/Publisher meetings each year
- The Silicon Valley Business Journal is the leading source of news and information for business executives located in, or managing companies located in the Silicon Valley (primarily Santa Clara County)
Vice President Sales and Marketing
Embarcadero Media Company
01.2004 - 01.2010
- Company Overview: Embarcadero Media is a multimedia company with community-based websites, print newspapers, email marketing, ecommerce solutions for the SMB market
- Key member of Executive Management team
- Responsible for annual revenue of over $20 million dollars across 3 main markets in Bay Area
- Managed all sales and marketing operations for Peninsula, East Bay and North Bay Markets; over 20 sales professionals
- Handled top key accounts in real estate and retail client categories, increasing overall revenue by 21%
- Launched new multimedia solution for SMB market offering ecommerce and mobile advertising capability
- Transformed sales organization focusing on multimedia/digital advertising solutions
- Dramatically increased digital advertising revenues year over year by 30%
- Developed company strategy and opened new markets including launching new products leading to revenue increases
- Evaluated competition and created the strategy to compete in a tough economic climate
- Managed company website advertising operations, including development of new online advertising products in conjunction with Director of Palo Alto Online
- Developed all rate structures, revenue models, and sales and marketing collateral
- Developed and conducted all sales training programs, including quarterly ad director strategic meetings
- Embarcadero Media is a multimedia company with community-based websites, print newspapers, email marketing, ecommerce solutions for the SMB market
Senior Vice President, Sales and Market Development
Solbright, Inc
01.1999 - 01.2004
- Company Overview: Solbright was a leading provider of media workflow solutions for online and digital advertising
- Member of senior management team, reporting to CEO and COO
- Managed all sales and client marketing operations across the US including sales teams in NY, Chicago, LA and SF
- Acted as industry spokesman and representative of company at industry events
- Handled the company's larger clients including interactive agencies and website publishers resulting in over $2 million dollars in annual revenues
- Increased client base to over 100 clients in less than one year
- Contributed to product development strategy based on feedback from clients and prospects
- Developed strategic partnerships with key digital media data providers
- Developed all rate structures and revenue models
- Developed all sales collateral and presentations
- Solbright was a leading provider of media workflow solutions for online and digital advertising
Senior Vice President, Global Sales and Market Development
AdForce, Inc
01.1997 - 01.1999
- Company Overview: AdForce was a leading online ad serving technology company
- The company was acquired by CMGI in 1999
- Member of senior management team reporting to SVP Sales and Marketing
- Established 75-person national sales organizations with offices in NY, So
- Cal, SF, and Chicago
- Managed all sales and client services operations
- Responsible for over $25 million in annual revenues-growing company revenues in less than 1 year from zero
- Handled larger company clients such as AOL, Geocities, Modem Media and CKS (Ad agency)
- Established channel sales relationships with advertising networks 24/7 Media and Web Rep
- Contributed to product development through feedback from clients and prospects and also industry trends
- AdForce was a leading online ad serving technology company
- The company was acquired by CMGI in 1999
Senior Sales Manager- Northwest Consumer Accounts
Network 1.0/Softbank Interactive Marketing
01.1995 - 01.1997
- Company Overview: Softbank was Japan's largest publisher of computer and technology magazines and of trade shows
- Network 1.0/Softbank Interactive Marketing was a rep firm that handled online advertising sales for some of the industry's largest websites including Yahoo!, ZD Net, Playboy, and WhoWhere
- Managed an inside sales representative and sales account manager
- Handled clients such as Sprint, Levi's, CKS Media, J
- Walter Thompson and other top Northwest Regional accounts and their digital advertising agencies
- Responsible for developing over $5 million in annual revenues, starting in the territory almost no revenues
- Softbank was Japan's largest publisher of computer and technology magazines and of trade shows
Manager and Category Publisher
SRDS
01.1992 - 01.1995
- Company Overview: SRDS is a leading provider of media and marketing information to major advertisers and advertising agencies
- Established media industries first guide to interactive marketing (SRDS Interactive Advertising Source)
- Managed publication to profitability in its first issue, making this the most successful launch in company history
- Managed national sales organization based in LA, SF, Chicago and NY
- Managed larger client relationships with major website publishers, annual personal revenues over 41 million dollars
- Established and managed key interactive industry partnerships
- Represented company at industry events
- Managed relationships with major media companies (CMP Media, IDG, Miller Freeman)
- SRDS is a leading provider of media and marketing information to major advertisers and advertising agencies
Education
University of San Francisco - Communications Studies, Emphasis in Mass Media and Journalism
University of San Francisco
key account, sales and sales management
LinkedIn Learning
IAB Digital Media Certification - Sales and Management Training
Internet Advertising Bureau
Laredo Group Online Advertising Training -
Laredo Group
AAN Multimedia Sales Training -
AAN
AAAA Media Training -
AAAA
AMA Sales Management Training -
AMA
Emerging Leadership Group
ACBJ
01.2013
Skills
- Strong Client Relationship Development
- Team Development and Management
- Market Strategy
- Analysis & Research
- Program Idea Innovation
- Key Account & Business Development
- Profit and Loss Responsibility
- Partner Management
- Contract Negotiation
- Regional Sales
- National Sales
- Project Leadership
- Team Leadership
- Presentation
- Group Facilitation
- Process Improvement
- Forecasting
- Budgeting
- Pipeline management
- Revenue growth
- Negotiation
- Budget development
- Sales pipeline management
- Pricing policies
- Key account development
- Time management
- Multitasking
Timeline
Global Sales Director
Questex LLC
01.2022 - Current
Market President and Group Publisher
Modern Luxury Media
01.2019 - 01.2022
Senior Vice President Business Development /General Manager
Informa Life Sciences Group- Xconomy
01.2018 - 01.2019
Director of Corporate Partnerships (sales, marketing, and events)
Silicon Valley Business Journal- American City Business Journals
01.2010 - 01.2016
Vice President Sales and Marketing
Embarcadero Media Company
01.2004 - 01.2010
Senior Vice President, Sales and Market Development
Solbright, Inc
01.1999 - 01.2004
Senior Vice President, Global Sales and Market Development
AdForce, Inc
01.1997 - 01.1999
Senior Sales Manager- Northwest Consumer Accounts
Network 1.0/Softbank Interactive Marketing
01.1995 - 01.1997
Manager and Category Publisher
SRDS
01.1992 - 01.1995
key account, sales and sales management
LinkedIn Learning
IAB Digital Media Certification - Sales and Management Training
Internet Advertising Bureau
Laredo Group Online Advertising Training -
Laredo Group
AAN Multimedia Sales Training -
AAN
AAAA Media Training -
AAAA
AMA Sales Management Training -
AMA
Emerging Leadership Group
ACBJ
University of San Francisco - Communications Studies, Emphasis in Mass Media and Journalism
University of San Francisco
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