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Work Background
WideOrbitSales Director
Feb. 2024Austin, Texas Metropolitan AreaWideOrbit offers the most complete radio station management solution to keep your business moving and listeners engaged. Inspired and informed by thousands of hours working side-by-side with radio professionals, WideOrbit’s end-to-end solution is backed by over 20 years of industry experience. • Joined WideOrbit, a leading provider of radio station management solutions, bringing comprehensive industry knowledge and expertise to drive success in radio operations and audience engagement.
• Collaborating with radio professionals to understand their needs and challenges, contributing to the development and enhancement of WideOrbit's solution offerings.
• Engaging with clients to provide tailored solutions and support, ensuring seamless integration and utilization of WideOrbit's software for optimized station management and audience interaction.
PromoSuiteDirector of Sales
Nov. 2020 - Sep. 2023Austin, TexasPromoSuite is the worldwide leader in radio promotions, production, and digital systems, offering the most intuitive workflow solutions in the market—radio’s first and oldest paperless systems provider built by radio industry leaders. Entered the firm during new product development, and assisted the CRO with go-to-market launches and customer success initiatives. Became the face of the company—hosting webinars, attending conferences, and leading trade show booths. Experienced a reduction in force due to sharp declines in advertising revenue following the Covid pandemic. • Established PromoSuite as a trusted and innovative leader positioned at the forefront of the radio industry. • Achieved market leadership for PromoSuite SaaS software and cloud-based enterprise software products. • Set pricing strategy for 3 new products—PromoSuite production, PromoSuite digital, and PromoSuite mail. • Achieved 100% of plan in 2022 and drove incremental sales growth from 135% to 180% of plan within 2023. • Acquired sustainable, scalable, and highly competitive major account to close Q3 2023 at 500% of target. • Optimized CRM management and developed sales processes in tandem with the Chief Revenue Officer (CRO). • Collaborated with the CRO on leveraging customer feedback to develop and launch new product solutions.
• Implemented effective forecasting methods for revenue profitability for subscription-based SaaS sales. • Developed sales strategy based on research and analysis of buying trends and media market conditions.
• Analyzed sales data, performance metrics, and client trends—improving customer success outcomes and retention figures.
RCS National Sales Manager - Scheduling Products - United States and Caribbean
Sep. 2017 - Nov. 2020Austin, TexasiHeartMedia is a leading entertainment company specializing in radio, digital, mobile, on-demand, and live events. Referred into iHeart Media’s Radio Computing Systems (RCS) division by former mentor at MusicMaster. Unlike previous roles, this position was detached from engineering and development, and focused purely on account management, new revenue generation, and sustainable growth. Provided strategic leadership and fostered a collaborative team culture focused on continuous improvement. Drove team successes and business growth by mentoring and coaching across the entire RCS organization. • Innovated and launched the RCS radio computing systems GSelector product in the U.S. and the Caribbean.
• Managed 500 accounts worth $1M, optimized CRM and sales processes, and closed 100+ net new accounts.
• Onboarded and licensed acquired stations while exceeding targets for new business, renewals, and retention.
• Directed 2 high-performing account executives, one field representative, and one client-facing sales engineer. • Surpassed key customer relationship benchmarks and raised the bar for setting sales targets and growth goals. • Created the Academy Certification Program, revolutionizing client education around SaaS broadcast products. • Set new industry standards for specialized training, resulting in dramatic improvements to customer success.
• Contributed to product improvements by sharing client feedback with development and technology leaders.
• Forecasted sales and established processes to exceed sales objectives and related KPI metrics.
• Expertly crafted and continuously optimized a suite of in-house and client-side educational materials, ultimately developing the Learning Management System (LMS) platform for certification in media technologies (GSelector, Zetta Automation, and Aquira Traffic).
• Worked with suppliers to evaluate costs—implementing structures to successfully surpass profitability targets.
Scott Shannon's True Oldies ChannelTechnical Advisor
Jul. 2014 - Jun. 2016www.trueoldieschannel.comAs technical advisor—designed the infrastructure, workflow, and back end for a syndicated oldies music format. • Worked with industry vendors to test new methods of format delivery to radio stations nationwide.
• Built MusicMaster database and implemented ENCO Systems DAD Radio Automation (“ENCO DAD” digital).
• Referred to this project-based role by the owner of MusicMaster. Successfully completed all requirements.
MusicMaster, Inc.Music Scheduling Consultant/Corporate Onboarding and Customer Success
Sep. 2005 - Sep. 2017Austin, texasDirector, Growth and Product Development Apr 2014 – Sep 2017 Customer Success Director Oct 2010 – Apr 2014
Musical Scheduling Consultant Sep 2005 – Sep 2010 MusicMaster is the industry’s leading music scheduling software for Internet, television, and radio audiences. • Grew $2M portfolio in 2014 to $10M by 2017—with accountability and responsibility for $7M in revenue.
• Managed accounts representing 50% to 70% of total revenue as incrementally achieved across 3 sales years.
• Collaborated with 5 salespeople who managed 150 to 200 smaller radio-station accounts nationwide.
• Achieved sustained business growth, enhanced customer success programs, and increased engagement. • Worked closely with product development team on evolving solutions while retaining 100% of accounts. • Introduced MusicMaster Genius Days workshop lab series that sharply improved customer success outcomes.
• Pioneered MusicMaster Certification Course across leading universities such as Texas A&M University.
• Set new standards in broadcast education and established MusicMaster as a thought leader in broadcasting.
• Owned major accounts: VEVO, Viacom, Sirius/XM, Entercom Communications, Music Choice, Emmis, et al. Noteworthy: Wrote the MusicMaster Certification Course syllabus and assisted with implementation to major universities including Texas A&M University, University of Mississippi, and Florida University.
LBJS/Emmis BroadcastingMorning Talk Show Host - Weekdays 6am-10am
Jan. 2001 - Jan. 2003Austin, TexasMorning Talk Show Host Broadcast from 6:00 a.m. to 10:00 a.m. • Consistently Performing within top 3 morning shows in Austin, Texas Market #42. • Arbitron Rated #1 English Speaking Morning Show Spring, 2001.
Clear Channel Communications - Star SystemsAir Personality
Jan. 1999 - Jan. 2001Austin, TexasAssisted in developing Radio Voicetracking for Clear Channel Communications as an air personality. • Host of customized radio shows for small to medium markets across the United States and Hawaii. • Shows in Fresno, Kansas City, Omaha, Honolulu, Jackson, Amarillo, Lincoln, Waco, and Fayetteville. • Heard on over 14 radio stations nationwide.
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