TEGNA

Driving innovation, talent development and performance management. 

Developing strategies to drive employee performance in remote and in-office environments. 

Analyze motivations and performance across revenue generating team members and execute strategies to achieve set company objectives. 

Driving efficiencies through detailed analysis, measurement and reporting of performance and engagement across team members. 

Assisting with company training, coaching, talent development. 

Contributing to company's budgeting, accurate forecasting and inventory management. 

Always striving to maximize impact by uncovering opportunities for efficiencies and productivity.

- 10 years of leadership experience in the TV. CTV/OTT and digital sales
- Attribution partnership lead across several key attribution providers (Alphonso/LG ADS, TV Squared)
- 20 years of experience in exceeding company goals and objectives through translating activity data points into actionable roadmaps and plans for success
- 10 years of experience in hiring, managing and retention of high performing individual contributors
- Data Driven media planning certified
- Advanced Google Analytics certified

Sales management, strategy, leadership, marketing, advertising, attribution, Ai and automation

Nexstar Media Group, Inc.

Spearheaded new Broadcast, CTV/OTT and digital operations while hiring, recruiting, coaching team of 10 individual contributors. 

Responsibilities included but not limited to:

Analyzing the quality of performance and identifying inefficiencies and opportunities for improvement

Creating and delivering ad solutions across Nexstar's rapidly developing range of products

Clearly communicating and reporting to GM and DOS, successfully performing tasks under pressure and prioritizing activities and processes that positively affect company's bottom line

Projecting, pacing, forecasting revenue, P&L analysis to top management and quarterly/annual business reviews, inventory management 

Building of clear strategy for revenue growth

Effectively and efficiently working on inventory and rates for maximum revenue growth

Ensuring the highest level of customer service is provided to top business owners and agency decision makers

Successfully leveraging years of strong relationships with local key advertisers and buyers

Staying on top of most current industry news and product knowledge to ensure competitiveness in 
the market

Fully utilizing WO, OSI, Matrix, MS office, Sharebuilder, Rentrak, Nielsen, MS office, Salesforce and more

Local Sales Manager KRON 4 TV/Director of Business Development

Tribune Broadcasting

nsure relationships with top decision-makers at key local and regional level are continuously developed, grown and strengthened to maximize every revenue opportunity. 
Review existing business plans with management team to ensure that opportunities for cross-selling and revenue maximization within the client organization are being executed. 
Create business plans and white space analysis for all new business and existing accounts to maximize revenue. 
Develop creative, unique ideas for target marketing of new and transactional business on local and regional level. 
Accurately forecast sales opportunities and exceed monthly and annual sales targets.
Developed cross screen media campaigns for key accounts like Honda, Mazda, Geico, Nissan, Infinity, agencies like OMD, PHD, MediaEdge, Graham Oleson and many more.

Senior Account Executive

Allbritton Communications Company

Meeting and liaising with clients to discuss and identify their advertising requirements.
Working with media entity to devise an advertising campaign that meets the client's brief and budget, 
Presenting, alongside the team, campaign ideas and budget to the client, creating marketing strategies, liaising with, and acting as the link between the client and advertising agency by maintaining regular contact with both.
Ensuring that communication flows effectively, negotiating with clients and agency staff about the details of campaigns, presenting creative work to clients, handling budgets, managing campaign costs, writing client reports, monitoring the effectiveness of campaigns.

Account ExecutiveABC7/Newschannel 8

Markiza - Slovakia (CME)

Production Assistant/news

Proven leader with over 10 years of experience managing high performing teams and rapidly growing business of TV, CTV/OTT and digital. Extensive experience in hiring, developing and managing top notch individual contributors in both, remote and in office environments. 

Competitive - Persuasive - Analytical - Self motivated - Energetic 

Slovak - German - English - beginner Arabic

Marina Hotkova

Cognizant

Current Client: DirecTV
Work:  Product Marketing - Retention Marketing

Manage all aspects of the day to day marketing execution of all inbound and outbound marketing programs to retain DirecTV customers
 
Increased our number of reconnected customers  from 4,870 reconnects to 7,899 reconnects total, an increase of 62% or 3,029 reconnects through analyzing our leads and optimizing campaigns to generate more leads 

Identified and optimized the routing ofover 6,000+ calls being routed to the wrong destination and was able to get them re-routed to the reconnects desk, which led to 900+ customer reconnects per month

Manage the VIP program to retain our most loyal customers before they fully disconnect, currently have a 33% save rate, higher than any other retention campaign

Working to optimize all in house reporting to rely less on vendor reported data

Identifying and optimizing all processces within retention marketing to ensure they are the most efficient and effective in order for the business to run as smoothly and retain as many customers as possible

Business Consultant

CBS Corporation

•	Managed and formulated all marketing materials including one sheets, sales templates, customized client pitches, digital collateral, insights and research analysis 

•	Digital SME for all Account Executives, strategized and recommended digital products (OTT,social,Display, Email, Paramount+) for integrated campaigns and sponsorships, putting together media plans, and formulating digital marketing materials

•	Created and developed cross platform integrated major sponsorship sales proposals (March Madness, NFL, PGA Tour, Cowboys, Grammys, Local News Initiatives etc..) 

•	Created and built customized  integrated creative marketing campaigns for clients through innovative ideas to drive new and incremental business ultimately increasing our market share in DFW

•	Head of research; responsible for the management, development and analysis of all related research and viewership projects to support Sales, News, Creative services and overall station performance

•	Gathered and analyzed consumer research/data utilizing Scarborough (Prime Lingo), ComScore, Kantar, Winmo, Nielsen, NLTV, TVB and WRAP Sweeps/overnights 

•       Utilized Excel/Tableau (pivot tables, spreadsheets, charts, graphs etc..) to prepare research findings in a concise and clear manner for projects I construct that consist of; customized client presentations, one sheet analysis of key findings/trends, sponsorship packages, Sweeps reports (Station Performance) and other projects to support the needs of GM, DOS, News director and other department heads

•	Assisted in the launch of our new lifestyle show through marketing materials, insights, and pricing packages

•	Accompanied AE's on sales calls to assist in client pitches of sponsorships and station initiatives
•	Committee Chair for the CBS branding committee

Integrated Media Sales Marketing Manager at CBS

TEGNA Marketing Solutions

•	Oversee all pre-sale projects to assist in achieving 100% of TEGNA’s 2019 overall multimillion-dollar new business revenue goal

•	Responsible for facilitating, overseeing, managing, and executing over 164 projects across five departments to include: Corporate initiatives, Insights, Ideation, Creative Design, Digital Pricing, National Sales, Media Strategy, and Custom Integrated Marketing Proposals for TEGNA’s TV stations and digital entities
•	Manage individual and department-wide tasks and bandwidth by implementing, training, and supervising the ongoing use of Hive project management software to ensure efficiency and open communication needed to achieve and meet timely deadlines

•	Developed and implemented a new TMS work flow process, Hive project management software, SharePoint file storing platform, and SLA’s to ensure organizational and client expectations are being met as efficiently as possible

•	Manage all external/internal expectations, questions, and projects using Salesforce, Hive project management software, Skype and SharePoint

•	Conduct daily scrum meetings with leadership team from all departments to confirm that projects are on track to meet deadlines and to communicate and solve any inefficiencies or road blocks that may exist

•	Strategize and utilize digital tools to create digital campaigns and proposals for available products to include OTT, Audience Marketplace, PPC, Social, E-Mail and Native for all TEGNA marketing campaigns

•      Continue as an Integrated Marketing Strategist for 15 of TEGNA’s Television station

•      In charge of a pre-sale email to respond to all questions and requests from the field on all thing’s pre-sale

Project and Integrated Marketing Manager at TEGNA

•	Directly assisted in driving $40 million in annual revenue through creative and integrated marketing strategies leading to 26% year-over-year growth

•	Responsible for creating and developing custom creative marketing campaigns to position client’s brand/s to stand out in the marketplace against their competitors though unique ideas, insights and integrated, multi-channel execution of the campaign through OTT, TV, Digital (PPC, Audience Marketplace, Native, Targeted Email), and Social

•	Conducted research and competitive analyses in order to provide clients with the best marketing recommendation(s) for their branding and differentiation strategy

•	Served as the main point-of-contact for the sales staff at 19 TV stations, including the top revenue generating station for TEGNA, working with them to ideate and recommend solutions for station initiatives, best practices, and revenue generating opportunities for clients

•	Assisted in the development and implementation of the TEGNA content solutions product and associated processes

Integrated Marketing Strategist and Account Manager

TEGNA (formerly Gannett) / WUSA 9

•	Handle all back end sales aspects of over $10 million in agency accounts working directly with the Senior Account Executive on all facets

•	Maintain and manage all cycles of the sales process from start to finish for my client list of direct/paid/new business of $1,000,000

•	Responsible for Inventory management, Pre/Post logs, client needs from payments to revisions, maintain rate cards, create avails, negotiate rates, develop new marketing campaigns, negotiate up-sells, and making sure all orders/schedules are input and run properly and efficiently 

•	Facilitate new, lucrative and creative marketing campaigns to drive new revenue 

•	Strategically construct and present insightful marketing campaigns to drive clients business utilizing digital, broadcast and social media platforms

•	Perform market research for digital campaigns consisting of SEM,SEO, Maps/Reputation, and Social Media Management using SpyFu, Marketgrader etc..

•	Network to create new relationships through events, phone calls, and email

•	Use of CRM and media sales software including, Wide Orbit, Matrix, Salesforce, Eport

Regional Account Manager and Account Executive at TEGNA

•	Over 125% of my first year business development budget
•	120% to my overall encompassing budget of digital and broadcast billing 
•	Negotiated upsells of over $42,000 with current agency accounts
•	Maintain a client list of business over $1,000,000, managing all aspects of the sales process
•	Facilitated new, lucrative and creative marketing campaigns to drive new revenue for our digital products and linear broadcast
•	Strategically construct and present insightful marketing campaigns to drive clients business utilizing digital, broadcast and social media platforms
•	Perform market research for digital campaigns consisting of SEM,SEO, Maps/Reputation, and Social Media Management using SpyFu, Marketgrader etc..
•	Network to create new relationships through events, phone calls, and email
•	Use of CRM and media sales software including, Wide Orbit, Matrix, Salesforce

Account Executive

Gannett-WUSA 9

•Handled and maintained all Political business including compliance with the FCC website
•Order entry, Pre logs, Post logs, Preemptions, and makegood offers for the National rep firm-
  Telerep
•Inventory management to maximize revenue
•Developed and implemented the entire paid programming process on a weekly basis
•Worked closely with National Sales Manager to identify new business opportunities and areas to   increase revenue
•Head copy coordinator for all traffic related issues
•Acted as copy coordinator for a period of time applying traffic, revisions and insuring the right                   
 commercials aired
•Assisted the Digital Sales Specialist with reporting and audits

National Sales Coordinator

Cox Media

•Acted as a liaison between advertising agency media buyers/assistants and national sales coordinators at television stations
•Responsible for processing and maintaining political and retail television spots ordered for client television stations, as well as pulling pre and post logs
•Helped to create avails and maintain rate cards throughout the political and retail cycles
•Inputting orders from agencies to the stations in a correct and timely manner.
•In charge of handling revisions and schedule changes for the stations as well as make goods
•Clear communication with the Account Executive on all aspects of the sales process
•Organized and kept a clean filing system for all stations.
•Develop and maintain good working relationships with client television station personnel and media buying community
•Handled and organized incoming checks from agencies and ensured stations had the checks on time
•Assisted the Account Executive with booking $25 million worth of revenue in the 2012 political cycle

Account Executive Assistant

LivingSocial

•	Building business relationships via phone, e-mail, and other social media, with businesses in assigned territories throughout the United States
•	Getting customer businesses excited to use LivingSocial and the “daily deals” platform as a means of advertising and marketing for small businesses
•	Orchestrating & coordinating  appointments for outside representatives to close  on contracts 
•	Employed  SalesForce, Pipeline, Google Docs and Excel spreadsheets to organize & manage data and communicate with team members 
•	Conducted online and other source market research and analysis of assigned territories
Created sales and campaign pursuit documents 
•	Averaged over 100 appointments set a month, 40 closes a month, and over 250 calls a week

Marketing Associate

Potomac Nationals

●	Assisted the General Manager and Assistant GM with daily marketing and operations initiatives associated with logistics, sales, business analysis and financials
●	Assisted  financial department with accounting and analysis of financial reports
●	Conducted multi channel marketing campaigns utilizing Facebook, Twitter, door to door publications, email, and telesales.
●	Conducted potential customer marketing segmentation analysis.
●	Performed business development activities focused on recruiting companies and groups to attend and sponsor games.
●	Created sponsorship packages and In Game Promotions.

Marketing and Sales Intern

Experienced B2B and B2C Sales and Marketing Manager with a demonstrated history of working in the digital and media advertising industry.  Primary focus has been on the development and sales of integrated sponsorship's, digital marketing products, and creative marketing campaigns. Additionally I have been successfull in account management at a high level and marketing consulting within the retention marketing space. I am skilled in Digital strategy, Brand Management, Project Management, Negotiation, Sales, Management, Research/Data Analysis, Business Development, and Marketing Strategy.  My approach to all my work has been from a data driven, problem solving mindset in order to accomplish the most efficient and effective solution.  I am an agile and flexible individual focused on results, whether that be internal or for external clients.

Career Highlights:

In my current work I Increased our number of reconnected customers from 4,870 reconnects to 7,899 reconnects total, an increase of 62% or 3,029 reconnects through analyzing our leads and optimizing of marketing campaigns

As an Integrated marketing strategiest I directly assisted in driving $40 million in annual revenue through creative and integrated marketing strategies leading to 26% year-over-year growth

As an Account Executive selling digital and TV advertising solutions I was:
• 120% to my overall encompassing budget of digital and broadcast billing 
• Negotiated upsells of over $42,000 with current agency accounts
• Maintain a client list of business over $1,000,000, managing all aspects of the sales process

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The Battle

Marina Hotkova

Daniel A. Young

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