QSIC

SVP Business Development & Corporate Strategy

The advertising supported digital media ecosystem is constantly changing due to technology, buy-side requirements, competitive changes, and government policies. To support sales leaders who have to navigate these changes and lead their companies in revenue growth, the IAB created the CRO Council.

CRO Council Member

Vibenomics, a Mood Media company

Vibenomics is an in-store audio and display media publisher for retailers, giving brands the ability to talk to shoppers within brick-and-mortar locations. 

We are Retail Media in-store specialists. With powerful cloud-based technology, programmatic automation, data integration capabilities, and full-service team; retailers and advertisers can leverage the Vibenomics platform to deliver a unique shopping experience to consumers. 

Combined with Mood Media, Vibenomics has the global scale and U.S. retailer network of audio and display in-store to deliver over 170 million monthly unique shoppers to advertisers. 

Vibenomics In-Store Digital advertising combines the intimacy and addressability of audio content, digital campaign execution, and the captive shoppers on the path to purchase in retail locations. These factors combined enable deeper in-store engagement for the shopper as well as stronger messaging efficacy for the advertiser. 

Through its strong retail partnerships, Vibenomics is able to provide unique sales insights and performance data customized to each campaign’s needs. 

Vibenomics also offers premium level audio content creation and consulting with no additional budget allocation — maximising working media dollars for the advertiser.

SVP of Sales

Gabriel Media

Gabriel Media works with 600+ media sales professionals annually, in over 65 markets across North America. Our consulting engagements consistently generate 10-20% of our clients' annual new business revenue. We work directly with sales leaders and account executives to improve prospecting efficiency, lead generation, and closing rates with a 92% average annual client renewal rate.

Senior Market Manager

Beasley Media Group

Full P&L management for the $30M, 150+ headcount Tampa market operation including revenue, content development, digital campaign fulfillment, creative development and production, marketing, audience research and development, analytics, engineering, regulatory compliance, and general business administration. Ownership of revenue, expenses, and EBITDA. Report directly to the COO.

- Built an in-house digital fulfillment team to reduce hard costs and reliance on managed service partners for key offerings such as paid social, programmatic display, and SEM. This initiative dramatically reduced friction and enabled our team to grow digital revenue by 124% over the following two years (including the 2020 pandemic).

- Designed CRM workflow and best practices to streamline business development strategy around critical behaviors and KPI's. Results included increased target account conversions, shortened sales cycles, increased average sale, and decreased account churn.

- Implemented a cloud-based analytics platform to correlate ad campaign delivery metrics and client web traffic data to optimize scheduling parameters and creative effectiveness. Connected advertisers spend 21% more on average and are 42% less likely to cancel vs. non-connected clients.

- Commissioned corporate development team to build a Hubspot-based content marketing platform to drive qualified inbound leads (MQLs) for our local sales team. Consistent content publishing and promotion has resulted in dramatic traffic gains and opt-ins driving over $1MM in incremental new business.

Vice President / Market Manager

Responsible for leading the $30MM+ Tampa market sales organization including 24 Account Executives and a management team consisting of 3 Integrated Sales Directors, Director of Digital Revenue, National Sales Manager and Director of Event Marketing.

Develop and execute go-to-market strategy for a product portfolio that includes O&O digital content, programmatic display, SEM, branded content, social influencer campaigns, email, paid social, OTT/CTV, streaming audio and traditional media assets including 7 radio station brands, and 20+ live annual events.

- Recruitment, training and leadership development of the sales management team.

- Creation and ownership of the annual revenue budget including projections by category and product line mapped to sales teams, down to individual Account Executives.

- Oversight of local, regional and national sales initiatives and financial targets.

- Active management of RevOrg expenses to attain NOI and EBITDA goals.

- Development of sales playbooks, GTM strategy and ongoing training of the sales teams.

- Manage key client relationships with a focus on retention and expansion.

- Lead new business development efforts with a focus on closing new logos on our target account lists.

Select Clients and Verticals:

Retail/CPG - Coca Cola, Acosta, Walmart, Amazon, Publix, Boar's Head, Heineken, Chobani, Kroger, Sally Beauty, L'Oreal, Kayem Foods, Grey Goose, Boston Beer Company, Haleon (TUMS), BJ's Wholesale Club, Walgreens, Butterball, Riviana Foods, Southeastern Grocers, ALDI, Shopify

Automotive - Ford, Nissan, Stellantis, BMW, Gulf Coast Honda Dealers, Carvana, Southeast Toyota, Carlotz, O'Reilly Auto Parts, Auto Glass America

Healthcare - Pfizer, GlaxoSmithKline, TGH, Centene, United Healthcare, AdventHealth, Aetna, Care Plus Health Plans, LCA Vision, Moffitt Cancer Center

Financial - Bank of America, Regions Bank, Truist, Navy Federal Credit Union, GTE Financial, Mid Florida Credit Union, Optima Tax Relief

University of South Florida

Provided strategic guidance on the direction and content of the Digital Marketing curriculum at USF. Included occasional classroom visits, contribution of case studies, and the creation of internship opportunities within the community.

Digital Marketing Advisory Board Member

Contact Media Inc.

Contact Media creates profitable marketing strategies for businesses that are obsessed with growth and prosperity. We teach owners and marketers how build sustainable demand generation campaigns using thought leadership principles, strategic social media distribution and ROI-based advertising.

Founder

Triad Retail Media

Led new client development for one of the pioneering firms in the Retail Media space. Reported directly to the CEO and served on the executive leadership team. 

- Full P&L responsibility for 40+ person, $10MM division including sales, product development, creative & design, ad operations, programming, project management, analytics and reporting. 

- Built and managed retail media platforms for clients including Dell, Shutterfly, and Pizza Hut. 

- Developed and sold sponsored content and media on publisher sites to major CPG companies including P&G, Kimberly Clark, Unilever, Church & Dwight, Pepperidge Farm, Nestle, and Reckitt Benckiser. 

- Coordinated sales teams in Tampa, New York, Chicago, Detroit, Bentonville, and San Francisco to service brand advertisers and their agencies including Starcom Mediavest, OMD, Mediacom, Mindshare, Dentsu, WPP, IPG, Publicis and GroupM (who acquired the company in late 2016 via Xaxis).

VP - Client Development

Cox Media Group

Consistently the top-billing local account executive out of a staff of 45+ sellers across 6 properties. 

- Began with a single billing account ($4K/month) and grew into an account list generating $2.1MM in annual revenues. 

- Top 5 producer of new direct business while simultaneously leading the cluster in advertising agency-originated revenue. 

- Tapped to coordinate and lead teams of account executives for major business proposals. 

- Successfully leveraged multiple media properties to generate incremental revenue and share. 

- Received multiple awards for revenue generation, exceeding budgets, rate integrity, and leadership.

Senior Account Manager

iHeartMedia

Generated over $300K in new business during first year in sales. Over 90% of billing came from local businesses that had not previously used the medium. 

- Identified prospects through networking, cold-calling, and monitoring competitive platforms. 

- Got in front of decision-makers through extensive preliminary research, creativity, and persistence. 

- Completed a self-funded, yearlong sales training program at the Sandler Sales Institute.

Account Executive

Retail Media | Sales Leadership | Business Development | Demand Generation | P&L Ownership

Deep expertise navigating the intersection of retail, commerce media and programmatic advertising serving the needs of major brands, holdco agencies, RMNs and retailers. 

Comfortable navigating rapid disruption and applying data-driven insights to inform product development and organizational transformation initiatives. Proven track record of developing trusted, long-term relationships with key client stakeholders. Extensive history of engagement with senior-level decision-makers, board members, and C-suite executive leadership.

Core competencies: 

- Retail & Commerce Media
- Programmatic digital media
- Sales team leadership, development, and training
- Development and management of CPG and BevAlc client partnerships
- Development and management of HoldCo media agency partnerships
- Attribution modeling, ROI, ROAS & iROAS tracking, analytics, and optimization
- Operational design and management with full P&L responsibility
- Omnichannel marketing strategy development
- 1st party data strategies & CDP, DMP, SSP, DSP ecosystems
- Channel partner development and management
- Origination, qualification, and closing of new business opportunities
- Sales process design and CRM implementation
- Content development, marketing, and monetization

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