Jeff Dorf

919 Kensington Dr
Duncanville, TX 75137
Phone: 9728964757
goldenman009@yahoo.com
OBJECTIVE

I am seeking a sales management position with an excellent company that is in a

contemporary expanding
industry. I prefer an association where my strong work ethic, people management
skills, closing skills and years of experience will be appreciated and rewarded.
MAJOR ACCOMPLISHMENTS
As Sales Manager and then VP General Manager of two radio stations in Jacksonvil
le, FL for ten years I built and led the sales department as the number one bill
ing radio stations in the market for the last nine of those years.
While serving as VP General Manager of two radio stations in Jacksonville, FL I
also served as Sales Manager of two radio stations in Sacramento, CA. I increase
d monthly revenue from $200,000 per month to $750,000 per
month in four months.
While serving as Director of New Business Development for a large Media Service
in NYC I added $58 million in annual capitalized billing in three years.
I was the youngest Sales Manager for an NBC owned and operated radio stations (W
NBC AM/FM, NYC) at age
21.
EXPERIENCE
2001 to Present
Talk Radio Network
Grants Pass, OR
Sales Manager/Account Executive
I joined TRN in 2000 as a result of being recruited directly by the Chairman of
the company to act as their Sales Manager. At the time I was employed by the USA
Radio Network as their Director of Sales. Although this was an unusual request,
there were synergies between the
two companies and the owner of the USA Network approve the arrangement.
As TRN's Sales Manager I reported directly to the owner and Chairman of the comp
any
and was responsible for all aspects of sales. I recruited sales people, managed
an in-house sales staff of six persons and managed the relationship with our nat
ional representative firm. Over the course of my tenure I raised net revenue fro
m $1,000,000 annually to over
$3,500,000 annually.
In 2005 they felt that they needed a full-time Sales Manager and as I was not in
terested in the position because it required relocation to Oregon, I stayed on w
ith them as a Sr. Account Executive and Consultant.
As an Account Executive for this large national radio network my duties include
developing
new business and maintaining and servicing accounts. The secret of my success ha
s always been discovering my prospective clientsa needs and matching solutions t
hat my company can provide, while building long-term relationships. I work from
my home office and do everything from cold calling to presentations and closing.
I am responsible for researching and
developing my own leads as well as all aspects of servicing my accounts. This in
cludes developing and suggesting advertising campaigns and writing copy and over
seeing its production. My annual sales are always over $1,000,000 per year.
2000 to 2005
USA Radio Network
Dallas, TX
VP General Manager
I joined the USA Radio Network as their Director of Sales and after one and a ha
lf years became their General Manager, As Director of Sales I supervised an in-h
ouse advertising sales staff of three people and an outside sales staff of two p
ersons. I also supervised an
in-house sales staff of two persons who were responsible for station affiliate s
ales and affiliate sales maintenance.
During the course of my stewardship I delivered the highest revenue in the histo
ry of the radio network. I was responsible for creating sales materials for both
advertising sales and affiliate sales, and reported directly to the owner of th
e network.
In my capacity as VP general Manager I attended numerous conventions and industr
y events where I represented the company in high visibility gatherings.
1996 to 2000
Prime Sports Radio
General Manager, TX
General Manager
In my operation of WBPS in Boston, I had outbilled the Prime Sports Network by o
ver
$150,000. Due to my performance in 2005 I was asked to move to Dallas from Bosto
n by Prime Sports Radio to take over the management of the Prime Sports Radio Ra
dio Network. This Network is a Sports-Talk Network that delivers programming to
local market radio
stations.
Upon arrival in Dallas I found the Network pretty much in disarray with no real
sense of organization. As General Manager I was responsible for all aspects of t
he entire network including Programming, Engineering, Promotion, Administration,
and all other departments.
I recruited staff for both the affiliate sales department and the advertising sa
les department and ended up with four people in affiliate sales and four people
in advertising sales. In
addition to the in-house sales staff I supervised the relationship with our nati
onal advertising rep firm.
During my tenure as General Manager I created new radio shows including bringing
back a major national talent, Dr. Toni Grant to host a show on relationships.
Over the course of my stewardship Prime Sports Radio grew into a large network w
ith over
200 affiliated radio stations across the United States. Revenue was increased to
almost 2 million dollars over the course of my stewardship. A major part of my
success was due to revenue generated through promotions and event marketing.
The then owners of the network decided to sell it as it was their only broadcast
property so I
resigned to look for another position.
1994 to 1996
WBPS Sports Radio
Boston, MA
General Manager
In late 1994 I was recruited to start up a sports-talk radio station in Boston,
MA by Prime
Sports Radio, a sports-talk radio network out of Dallas, TX. The concept was to
have a live, local morning show and carry the network programming the balance 24
/7 clock. Prime Sports had LMA'd the station from it's owners.
I was responsible for setting up the entire radio station with the exception of
picking out the office space which had already been selected.as well as hiring t
he entire staff.
The station never became a ratings winner and we had no budget for station marke
ting and promotion so the majority of our sales were based on promotions and eve
nt marketing. Working through our six person sales staff we established relation
ships with any and every sports event that we could and we turned them into sale
s events.
At the end of 1996 my local radio station, WBPS, had outbilled the national netw
ork by over
$150,000 and I was asked to move to Dallas to take over as General Manager of th
e network, which I did.
1984 to 1994
WKQL/WOKV Radio
Jacksonville, FL
VP - General Manager
In 1984 I joined WKQL/WOKV as Sales Manager. WKQL was an FM oldies station and
WOKV was a news-talk station. I built and directed a sales staff of eight person
s and managed the relationship with our national representative firm.
By redesigning the way that the stations were sold I was able to make the combin
ed revenue stream number one in the market by the end of the first year of my te
nure. This was done through the increased use of packaging and extensive impleme
ntation of promotions and
event marketing. The stations remained the number one revenue generators in the
market for the balance of tenure at the stations.
In 1986 I was asked to become Sales Manager of KRAK AM/FM in Sacramento concurre
nt with my position in Jacksonville. I flew back and forth to Sacramento spendin
g two weeks each month there and two weeks in Jacksonville.
Once again I changed the way the stations were being sold, made personnel change
s in the sales department and implemented promotions and event marketing.
At the end of four months we had increased monthly billing from $250,00 to $750,
000 and by the end of the year were billing over $1,000,000 a month.
At the end of December 1986 I was named VP - General Manager of the Jacksonville
radio stations and moved back there permanently until 1985 when the stations we
re sold and I elected to move on to a new challenge.
1983 to 1970
Various Companies
New York City, NY
Various including Senior Management
Previous employment upon request.
EDUCATION
1968
Unviversity of Miami
Miami, FL
BBA - Marketing
Earned a Bachelors Degree, specializing in the field of Marketing. Was selected
for a group
that was awarded a grant to perform a department store/media habits study in my
senior year.
PERSONAL
References
Mr. Jay Schneider General Manager Radio Disney Jacksonville, FL
904 859-6293
Mr. Buddy Vaughn Chairman Media Source Dallas, TX
940 320-7617 Ext: 15
Ms. Mary Lou Davidson Managing Director Whole Media Group Sarasota, FL
941 379-1440
KEYWORD SUMMARY
Sales manager, Director of Sales, VP of Sales, District Sales Manager, Director
of New Business Development, BBA, General Manager, Vice President, 35+ years of
experience