James Cosgrove
≫ Canadian Marketing & Sales Leader ≫ Analysis, Strategy & Tactical Execution ≫ Ottawa
CONSULTATIVE SALES
RESEARCH & ANALYSIS
TEAM BUILDING
BUSINESS DEVELOPMENT
BUSINESS RETENTION
Ottawa (K4A 0H3) Canada (Ontario)
Professional Status
Consultant
Open to opportunities
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.
► 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.
REGIONAL SALES MANAGER
Trader Media Corporation
January 2000
to January 2006
Ottawa
Canada - Ontario
- 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.
