Steve Hartley's Page

Steve Hartley

7620 Spring Mill Road

Indianapolis, IN 46260

shartley5400@comcast.net

317-254-8422 (Home)

317-523-4100 (cell) 

Qualifications 

6/2010 -    President – S3 Strategic Sales 

• Telecom client exceeds Q1 budget +31%.  
• Broadcast client pacing +65% ytd.
• Non-traditional sales incentives generating $4.5 million in new business in 2010.
• Strategic sales plan generation and effective AE budgeting.
• Hands-on sales training with focus on in-field coaching, sales call expectations, questioning techniques, effective prospecting and proposal development.
• Accountability metrics and follow-up systems for Sales Managers.
• Innovative recruitment of salespeople and Regional Sales Managers. 

2004 – 2009    Director of Sales – Entercom Indianapolis WZPL/WXNT/WNTR

• Successfully hired, coached, motivated and trained sales team of 14.
• 2009 – WZPL out performed market in total revenue through October by 3.3%.
  • WZPL local revenue paced with market, which was down 21% through October.
  • Reduced cluster deficit monthly June through October both local and total revenue.
• 2008 – Entercom President’s Award – One of several named General Sales Manager of the Year.
  • WZPL - highest revenue year in its history @ over $6 million net and second best performing station within company.
  • Largest year ever @ $9 million net.
• 2007 – Increased total revenue 12% vs. – 7.5% market decline.
  • Station’s local revenue +13% vs. –7% local market total.
  • Increased market revenue share from 10.3% in ’06 to 12.4% in ’07.
  • Increased local revenue share from 10.6% in ’06 to 12.5% in ’07.
  • Restructured sales management by adding Director of Business Development.
• 2006 – Rebuilt WNTR sales team.
  • Acting National Sales Manager, 7/06 – 12/06.
• 2005 - Led WTPI/WNTR staff through format change and new Market Manager.
  • Retained select sales staff through income retention plan.
  • Increased market revenue share from 9% in ’04 to 10.2% in ’05.
    • Total market revenue was down 1.1%.
    • Increased local revenue share from 10.6% in ’04 to 12.2% in ’05.
      • Local market revenue was flat.
    • Created station moniker – The Track.
• 2004 - Entercom Overachiever Award - one of several named General Sales Manager of the Year.
  • Achieved $500,000 increase in revenue for stations in six (6) months.
    • Increase is above and beyond original ’04 forecast.
    • Increased station total revenue by 15%. 

1997 – 2004    General Sales Manager – MyStar Communications WZPL/WXNT/WTPI

• Successfully hired, coached, motivated and trained sales team of 15.
• WTPI ranked #6, #7, #7 Miller Kaplan in local revenue rank (out of 19 stations) August through October of 2002.  Improved year-end position from #12 to #9 upon takeover.
• Instituted contact management program on WTPI.
• Maintained WTPI revenue share despite declining market.
• 2000 - Increased WXNT billing by $220,000 over ’99.
• Developed WXNT inaugural Indianapolis 500 coverage for 2000 plus other sports elements.
• Developed WXNT high school sports coverage.
• 2002 - #2 local power ratio (factor of revenue vs. ratings) vs. 2.9% 4 book average 12+ share.
• Increased WZPL revenue from $3.8 million to $6.6 million gross in three years.
• #4 local rank from #10 in three years.
• Exceeded WZPL budget in ’98 by $400,000, $600,000 in ’99 and $800,000 in ’00.
• Led WZPL to revenue of $5.3 million in ’01 vs. 4.6% 4 rating book average 12+ share and #1 power ratio.
• Hired 5 salespeople plus NTR Director (6 total salespeople).
• Generated $1+ million in NTR revenue.
• Hired NTR consultant - Breakthrough marketing. 

1990 – 1997    Senior Account Executive – Emmis Communications WIBC

• Built non-billing account list into consistent $1 million+ annual book of business.
• Generated new business through non-traditional programs.
  • Food manufacturers
  • Co-op
  • Dealer groups
  • Cause marketing 

1988 – 1990    Account Executive – Sundance Broadcasting, Milwaukee, Wisconsin

1986 – 1988    Account Executive – Federated Media, South Bend, Indiana

Education 

1985 - Bachelor of Arts, Butler University