Experience — James Cosgrove

About Me

OPERATIONS SKILLS - 11 yrs
► Led new business development & multi-channel marketing specialists using crm tools, promotional programs & award-winning sales models
► Managed sales programs & operations for 11 years. Exceeded revenue objectives
► Developed advertising sales revenue targets, increased revenue base & achieved double-digit growth
► Increased client roster by knowing customer lifetime value, creating sales support materials and implementing customer retention programs

MARKETING SKILLS - 14 yrs
► Developed online sales & marketing teams of 30-150
► Provided dealer training and solved advertising needs. Provided marketing solutions & generated media buys totaling $millions
► Innovated, implemented & tested digital marketing projects & demand generation campaigns
► Created email marketing campaigns to increase brand awareness & promote events
► Developed digital media campaigns & exceeded client ROI expectations using best practices
► Relaunched & repositioned advertising products to include websites, mobile media, inventory management tools, & new online sales & analytic tools

WEBSITE SKILLS - 8 yrs
► Executed competitive analysis & key word research using Google tools. Increased search engine rankings & popularity of web properties
► Used SEO tools & Google Analytics for search engine optimization and website design insight
► Created landing pages. Performed A/B testing & tested & optimized U/X. Improved results for lead conversion rates
► Created SERP dominance, setup social media, Google Map & Local, Authorship, NAP, reputation management and links
► Improved website architecture with better HTML coding &, markup. Used CMS & WYSIWYG editors content development to improve user experience
► Helped clients set marketing goals, advertising budgets, create custom solutions, manage online sales campaigns, edit display ads & coached social media skills. Researched market segmentation, syndicated, aggregated & curated content to targeted audience.

Resume created on DoYouBuzz

Experiences

Manage SEO, content and performance of all Dueck GM Auto Group website properties. Develop Dueck GM online brand. Drive internet traffic, leads and sales for all departments of the Dueck GM Auto Group.

Develop strategies to grow digital advertising sales revenue through direct and internal sales channels.
Identify and promote new advertising sales opportunities for print, online, websites, mobile and mobile apps.
Demonstrate SME knowledge of Autonet.ca and ADS products
Communicate digital advertising product features, benefits and financial advantages.
Provide consultative sales support and training for internal sales consultants and external customers.
Assist assigned sales consultants with closing sales opportunities.
Develop and provide product demonstrations, proposals, before, during and after sales call support.
Drive and track sales consultant activity and maintain active sales pipeline.
Become a trusted consultant for key accounts.
Liaise between sales and customer service to maintain internal and external customer satisfaction.
Coordinate, develop content and support Autonet.ca dealer Boot Camp training seminars throughout Ontario

Detailed Description

Report to the Online Sales Director Central Canada.
Mentor and partner with regional online sales managers to coach, grow and lead the sales of online advertising products and website solutions provided by Autonet.ca and ADS.
Sales are attained by leveraging the relationships local newspaper reps have with target industry, automotive dealers.

Company Description

Autonet.ca and ADS are divisions of Sun Media and parent company Quebecor, a world leader in the media industry. Quebecor is a public company of 5001-10,000 employees.

Company website

http://www.Autonet.ca

Facilitated launch of new business acquisition and implemented 500% price increase. Retained 85% of 250 clients. Exceeded retention objectives by 10%.
» Overcame challenges, exceeded retention objectives and grew existing account revenues.
» Assisted with CRM beta testing and roll out. Used tool to improve drive quality activity.

Revenue Growth, 2006-2011: Grew revenues from $4M to $6M. Transitioned solution to include websites.
» Grew Key Accounts – Grew a $100,000/yr account into Canadian top 10 account worth $440,000
» Dealer Smart Solutions - Achieved objectives by overcoming team lacking technical knowledge, lacking relations with owners, lacking selling skill to consult, lacking product knowledge and confidence. Development of team transitioned 10 outside sales reps & over 500 customers from 70% print, 30% web revenues into 40% print, 60% web.

Revenue Growth, 2000-2006:, Grew revenues from $2M to $8M. Transitioned product from print to online.
» AutoMart - Achieved objectives by identifying the tactics needed to overcome numerous client objections, lower priced competition and distribution problems. Set new sales records in first year by segmenting team by products & restructuring territories.
» Auto Trader - Achieved objectives by re-aligning territories after identifying territory management issues and utilizing sales training resources and outside experts to convert order taking veteran sales team of 20 with over 750 customers into need based marketing experts and consultants.

Formerly Laurentian / Imperial Financial Services

LeadDriver sales which included Wheels.ca and AutoCatch.com, across Ottawa, Gatineau and Eastern Ontario
Actively managed over 100 active automotive dealership accounts to grow and develop online advertising revenues for our two key inventory portals
Actively prospected over 150 automotive dealership accounts to grow and develop online advertising revenues for our two key inventory portals
Consulted with active clients to identify needs and match them to our comprehensive suite of online services which included video production, reputation managment, mobile websites, QR codes and online display ads
Generated compelling and creative advertising proposals that solved customer problems, increased return on investment and enhanced online presence
Leveraged market relationships to increase overall revenues
Managed account activity using Outlook and Microsoft CRM
Reviewed stats, lead generation and on line traffic reports with dealers to determine action plans and media effectiveness.

Detailed Description

Reported to the Director of Online Sales Canada, managed the Eastern Ontario sales team and personally serviced and managed accounts in Ottawa.
Objective was to sell automotive dealers online advertising solutions and inventory listings on the web portals of Wheels.ca and Autocatch.com.

Company Description

Wheel.ca and Autocatch.com are divisions of Metroland and parent company Torstar, a public company of 5001-10,000 employees and leader in the newspaper industry.

Led a team of 10 sales representatives to success despite having the most costly product in a price sensitive market. B2B sales of websites, advertising online and in print to businesses in the automotive, recreational and commercial vehicle industry.
Creatively overcame sales challenges by passionately increasing competitive knowledge, market intelligence and sales coaching skills beyond requirements - Superior knowledge enhanced managing, mentoring and motivating abilities, which in turn enabled continuous team growth.
Reliably established and exceeded on corporate directions. Thinking outside the box and routinely performing SWOT analysis kept me ahead of the curve. Enterprising and organized analysis helped track valuable metrics, identify trends, opportunities and be more competitive. Achieved targets 80 percent of time
Synergistically worked with senior management in all departments - Consistently made recommendations based on client feedback to facilitate improved product competitiveness and exceed external client expectations.
Resourcefully and competently exceeded regional sales and human resource objectives - Solicited outside agencies and used and pre-employment tools like Myers Briggs, True Colors and Acuity Psychometrics.
Independently formulated, managed and controlled long and short-term sales plans, targets and expenses.
Tenacious drive to exceed corporate mission to grow existing accounts and attract new accounts - Worked alongside sales representatives on calls; Built and maintained rapport with key customers; identified new customer opportunities; Directly managed major and at risk accounts; Coordinated the management of over 500 active and 250 prospective accounts.
Professionally managed continuous change. - Persistence, getting buy-in, detailed communication and empowerment eased the directing of the eastern region through several new product launches, infrastructure changes and process changes as Auto Trader transformed from a private company to a public company.

Detailed Description

Managed the Ottawa and Gatineau outside sales team of 10 and the Eastern Region office and staff which included administrative assistants, inside customer service reps and sales assistants.
Reported to the Director of Sales Ontario. Objective was to sell print, online advertising solutions, website solutions and inventory listings on the Autotrader.ca web portal.

Company Description

Trader Corporation, owned by Yellow Pages, was a publicly traded national company of 1000-1500 employees and leader in connecting buyers and sellers of automotive, recreational and commercial vehicle dealers.

B2B sales of print and online advertising to businesses in the automotive, recreational and commercial vehicle industry.
Recruited, coached, supported a team of 20 outside advertising sales reps. Hired and trained 18 support staff including administrative assistants, customer service reps and sales assistants.
Achieved double digit growth annually and consistently exceeded annual sales targets. A ten fold increase in total print and online revenues in Eastern Ontario from the year 2000 to 2006.
Assisted representatives by providing demographic and competitor information.
Identified opportunities by mapping sales results with demographic stats for each territory.
Determined key metrics to identify gaps and calculated ratios for each territory to make comparisons.
Calculated and used ratios such as sales vs population, sales vs number of accounts and sales vs number of motor vehicles to determine territory potential and penetration.
Clarified and enhanced team skills by seeking outside assistance from local sales training experts such as Bob Urichuck and Colleen Francis. Also utilized books like, Four Characteristics of Selling, Death by Meeting, New Leaders 100 Day Action Plan. Magazines like, Selling Power and CD's like, Selling Power Live with Jeffrey Gitomer.
Motivated the sales team to perform using weekly sales meetings, inviting guest speakers, having client and sales team appreciation events like hockey games and golf days; reviewed past performance and set S.M.A.R.T. sales goals with detailed business plans.
Utilized the help of and worked effectively with local customer service staff, accounting staff, circulation staff and their managers to successfully achieve corporate goals.
Brainstormed monthly with the provincial management team, GM of sales and the president. Set annual pricing, created new products, developed strategies for overcoming new competition and market hurdles.

Detailed Description

Managed the Eastern Ontario outside sales team of 20 and reported to the Director of Sales Ontario.
Objective was to sell automotive dealers print and online advertising solutions, including inventory listings on the Autotrader.ca web portal.

Company Description

Trader Media Corporation was a privately owned Ontario company of 500-1000 employees and leader in connecting buyers and sellers of automotive, recreational and commercial vehicle dealers.

Completed Officers, Partners and Directors examination
Started a mutual fund branch and recruited sales team
Negotiated cooperative advertising and developed marketing campaigns to attract new business
Created and coordinated professional development training programs for sales team
Developed new business lead generation programs
Created and distributed newsletters, surveys and news paper articles
Organized and presented seminars to attract new business
Created commission levels and infrastructure required to maintain day to day operations
Monitored compliance and processed business.

Detailed Description

Recruited 10 representatives & hired a support person.
Generated over $200,000 of gross annual commissions for branch

Company Description

A mutual fund branch that focused on financial planning solutions. The branch was in partnership with LifeSource a local Insurance Agency with over 500 brokered life insurance agents across Ontario. The objective was to build and grow the mutual fund branch by appealing to and licensing as many insurance brokers as possible.

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James Cosgrove

≫ Canadian Marketing & Sales Leader ≫ Analysis, Strategy & Tactical Execution ≫ Ottawa

Internet Marketing Manager

Channel Sales Director - Central Canada Automotive

Director of Channel Sales, Automotive Advertising Central Canada

Sales Manager - Digital Advertising

Sales Manager - Websites & Digital Advertising - Automotive

Partner

Independent Financial Advisor

Insurance Brokerage Manager

Financial Planner

CSR

Sales Manager

Senior Sales Manager

REGIONAL SALES MANAGER

PARTNER, BRANCH MANAGER and VP MARKETING

BROKERAGE MANAGER, MGA LIFE INSURANCE

INDEPENDENT FINANCIAL ADVISOR