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					                                                   Mitchell S. Hershey
                                                  5514 N. Glenwood Avenue, #2
                                                     Chicago, Illinois 60640
mitchell.hershey@me.com                                                                                                      312|498-9444



PROFILE

         Comprehensive sales management skills in hiring, training, supervising, motivating and evaluating sales staff.
         A change agent with broad experience in television, out-of-home and nontraditional integrated marketing platforms.
         Driven, analytical leader with intrinsic knowledge of sales and relationship-marketing, strategic-planning and
          organization/infrastructure development.
         Highly skilled in the conceptualization and delivery of persuasive and compelling sales presentations, effective marketing
          collateral and sales measurement and accountability tools.
         Proven success as a results-driven project leader with ability to thrive in diverse and demanding sales environments.



PROFESSIONAL EXPERIENCE

     The Hotel Networks (THN) - A LodgeNet Interactive Company                                                                          2008
     SVP, Advertising Sales & Marketing
     Chicago, Illinois

     Emerging national out-of-home company offering multi-touchpoint consumer solutions including traditional television advertising,
     interactive, video-on-demand (VOD) and sampling/event marketing. Reported to the company president.

     •    Built, restructured and managed the Central and Western regions, opened two offices and adding five staff members,
          bringing total to eight. Established territory assignments, retrained and evaluated results, set budgetary/sales goals and
          expectations for new and existing team members.
     •    Held weekly one on one meeting with president to discuss needs and make recommendations to improve/maintain business
          operation. Held weekly one on one meeting with sales executives to insure stated goals were met.
     •    Developed several sales projects for company, constructed sales accountability tracking reports, performance improvement
          agreements, sales evaluation reports and assisted in the re-writing of DOS, account manager AE and sales planner job descriptions.
     •    Heavy travel for staff building and development purposes, client/agency introductions/meetings and account executive
          presentation support and evaluation.


     Sinclair Broadcast Group                                                                                                  2002-2007
     Sales Manager                                                                               2004-2007
     KVMY (MyNetworkTV affiliate) and KVCW (CW affiliate), Las Vegas, Nevada

     Retained by Sinclair Broadcast Group to manage the sales efforts of the Las Vegas local television duopoly following the sale of KSMO in
     Kansas City to Meredith Broadcasting in November 2004. Grew local direct new business revenue +40% in 2007 from 2006. Station
     ranked sixth company-wide (out of 58 television stations) in new business development revenue. Achieved highest revenue totals in
     station’s history in 2006, which included 11 consecutive months of exceeding budget.

     •    Directly charged with the hiring, managing, training and ongoing evaluation of five local account executives, handling over $4
          million in station revenue.
     •    Served as project manager for most local sales-related revenue-generating initiatives. Projects included but were not limited to;
          business vertical-specific syndicated program sponsorships inclusive of digital interactive component, multi-media partnerships, one-
          day sale events and text-messaging campaigns. Established monthly account executive budgets for transactional and new business.
     •



     •    Developed and executed gap analysis strategies for each account executive to insure goals were met on all company-wide and
          station sales projects.
          •



     •    Led monthly training sessions that covered a wide variety of sales topics, included but not limited to; planning and time
          management, effective letter writing, prospecting, yellow page and newspaper conversion, overcoming objections, proper use of
          research tools, building effective schedules and establishing/maintaining long-term client relationships.
     •    Established strong relationships with key local business and agency decision-makers within the Las Vegas market.
Mitchell S. Hershey                                                                                                                  Page 2

PROFESSIONAL EXPERIENCE (continued)

     Sinclair Broadcast Group                                                                                                 2002-2007
     National/Local Sales Manager                                                                2002-2004
     KSMO-TV, Kansas City, Kansas

     Served in a hybrid capacity as both national and local sales manager for KSMO-TV in Kansas City. During first full year with the
     company, recorded highest-ever station revenue in 2003.

     •    National: Drove the sales efforts of 10 national rep offices/30+ account executives and $7 million in revenue.
     •    Local: Trained, hired, supervised and evaluated five local account executives, conducted weekly sales and sales training meetings,
          derived budgets, developed sales strategies and implemented gap analysis measurement/accountability process.
     •    Additional responsibility of managing the station’s marketing/promotions director; provided direction in devising new revenue
          opportunities and rolling out all station sales projects.
     •    Traveled monthly to key sales offices for client/agency meetings.


     MetaSound Systems, Inc.                                                                                                  1999-2001
     Director of Sales
     Kansas City, Missouri

     •    Managed Midwest territory for a marketing/technology start-up company offering patented, Internet-based deployment of
          customized digital marketing on hold content for call centers and multi-location businesses.
     •    Implemented consultative and tailored sales strategies for multiple points of entry within Fortune 500 companies
          (Advertising/Marketing, Telecom/MIS, Operations, Purchasing and Customer Care).
     •    Recruited to launch and expand sales and marketing presence in the region.
     •    Conceived and developed sales tools (proposals, research/sales presentations, one-sheets, etc.) for national sales team.


     Turner Broadcasting Sales, Inc.                                                                                          1992-1999
     Brand Manager                                                                               1997-1999
     Turner Private Networks, Inc. (TPNI), Chicago, Illinois

     •    Hired, trained, managed and evaluated TPNI account executives and support staff. Guided the sales efforts of the CNN teams in
          Chicago and Detroit offices.
     •    Devised and implemented innovative sales and marketing strategies for all three of Turner’s place-based media networks; CNN
          Airport Network, Turner In-flight and CNN Better Health Network.
     •    Increased revenue 259% in second year of tenure within division. Sold and recorded the highest single unit rate and largest gross
          billing month in network’s 8-year history.
     •    Conceived and implemented quarterly action plans and individual sales tracking systems to set goals, monitor and evaluate progress
          throughout the selling cycle.


     Turner Broadcasting Sales, Inc.                                                                                          1992-1999
     Regional Account Executive                                                                  1992-1997
     WTBS-TV, Atlanta, Georgia / New York, New York

     •    Managed a $4.5 million national/local account list. Attained 100% of total 1997 budgeted sales goal within first 6 months (Atlanta).
          More than doubled billing first year with company (New York).
     •    Successfully developed vendor partnerships with key national client decision-makers. Majority of sponsorship proposals approved
          with minimal agency influence.
     •    Charged with crafting annual WTBS/Atlanta Braves Baseball PowerPoint proposals for national offices.
     •    Sold diverse program line-up (Atlanta Braves Baseball, NASCAR, kids programs, half-hour sitcoms, news and primetime specials).


     National Sales Account Executive, Muzak, Kansas City, MO
     Account Executive, Blair Television Sales, Inc., New York, NY / Atlanta, GA
     Senior Research Analyst, Blair Television Sales, Inc., New York, NY
     Spot Broadcast Negotiator, John F. Murray Advertising, New York, NY

     EDUCATION: Hofstra University, Hempstead, NY
     BA in Communications; President, Alpha Epsilon Rho

				
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