iHeartMedia - Sales Management Team of the Year

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Company: iHeartMedia, Inc., New York, NY
Company Description: iHeartMedia, Inc., was founded in San Antonio, TX with the purchase of a single radio station in 1972. After decades of growing media assets globally, the company has become one of the world’s leading media and entertainment companies, operating as iHeartMedia, Inc. iHeartMedia, Inc., consists of two main media businesses: Clear Channel Outdoor Holdings and the wholly owned iHeartMedia.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Sales Management Team of the Year

Nomination Title: iHeartMedia Inside Sales Management Team

Tell the story about what this nominated team achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Sales Management Team of the Year - Recognizing the leadership teams of sales organizations for their achievements.

With 245 million monthly listeners in the U.S., iHeartMedia has the largest reach of any radio or television outlet in America. The company owns and operates 850 broadcast radio stations, serving more than 150 markets throughout the U.S. Plus, iHeartRadio - a free, industry-leading, digital music service - gives users instant access to more than 2,000 live radio stations and allows them to create custom stations inspired by favorite artists or songs, anywhere they are.

As the leading media company in America, iHeartMedia delivers music, news, talk, sports and other content to diverse audiences across multiple platforms, including: broadcast stations; online, via iHeartRadio and on its stations’ hundreds of websites; HD digital radio channels; satellite; smartphones; iPads and other tablets; in-vehicle entertainment and navigation systems; and via live events.

iHeartMedia leverages its multi-platform assets, as well as its vast infrastructure and relationships, to create one-of-a-kind events like the iHeartRadio Music Festival, innovative national and local promotions, and ground-breaking technology and products.

The impact the iHeartMedia Inside Sales management team, led by Executive Vice President James Donovan, had across the organization goes much further than the $29M revenue goal the team surpassed in 2016 (122% annual growth).

The unique work atmosphere and culture the leadership team was able to create this year were both large factors that led to the YOY growth in sales activity and revenue. In 2016, management executed their vision of bringing together ALL team members across the nation (managers, sellers, trainers, and coordinators) under one roof in a brand new office space in St. Petersburg, FL.

The fresh work environment was a big shift for the organization and lead to increased energy and collaboration across the team. The team is frequently found walking as a group (“let’s do a lap!”) around the office floor for every sale that is made by a seller. It’s not solely one individual that makes the team successful. “In rising tides ALL ships go up,” - leader James Donovan can often be found saying across the sales floor. Aside from individual monthly quotas, the sellers rally around monthly and yearly TEAM budget goals.

The office’s open space layout has led to stronger communication between the sellers and management. Everyone is on the floor at all times; there are no offices – redefining the concept of an "open door” policy between sellers and their managers. The theme of collaboration does not only exist within the Inside Sales organization. Management has played a strong role in encouraging sellers to support and work with ALL business units and sales divisions across iHeartMedia.

Operating within a transactional business model – Inside Sales management is constantly evaluating where the best fit for a client is within the company as a whole. The leadership group has developed a business practice that determines where a client will be best served within the company and proactively “hands-off” or transitions business/accounts to other sales divisions on a daily basis (e.g. if we have a local seller closer proximity wise to the client, we will conduct a warm “hand-off” or introduction between the client and the local iHeartMedia rep.). This allows the Inside Sales team to focus on new opportunities through outbound prospecting and the local seller to grow the existing client’s business via face-to-face interaction.

Following James’ lead are two vice presidents, five managers, two trainers and a business manager – Shawn Winters, Sam Clement, Heather Glenday, Catherine Ha, Marcus Cash, Nathan Nicholson, Kyle Davidson, Christi Faulkner, Melanie Eakin, and Hector Zuklic.