1. VONNEVA CARTER
11811 Glendevon Terrace Chesterfield, VA 23838 Contact Tel: (757) 450-8698 vcarter03@hotmail.com
EXECUTIVE-LEVEL BUSINESS DEVELOPMENT / SALES MANAGEMENT
LARGE-SCALE MEDIA BROADCASTING COMMUNICATIONS OPERATIONS
RESTRUCTURES, START-UPS, TURNAROUNDS / MARKET DOMINANCE, BRANDING / ACCOUNT MANAGEMENT
PRODUCT ROLLOUTS / CONTRACTS, NEGOTIATIONS / BUDGETS / TEAM-BUILDING / LEADERSHIP
Experienced, Top-Performing, and Revenue-Driven Business Development and Sales Management
Executive. Innovative, forward-thinking manager and strategist with careerwide ability to enter business
operations, identify problems in highly challenged markets, and launch fresh processes yielding fast, positive
turnaround results. Well-known for fostering and retaining valuable, long-term business relationships, developing
powerful sales teams, and delivering never-before-achieved levels of revenue and market positions.
AREAS OF EXPERTISE
• New Business Development and Sales • Creation / Launch (New Products and Formats)
• Revenue Expansion, Strategic Plans, Growth • Long-Term Account / Relationship Management
• Competitive Analysis and Positioning • Business / Sales Presentations – Executive to Close
• Market Trends and Corporate Branding • Sales Staff, Team-Building (Development / Training)
• Contracts, Negotiations, and Agreements • Innovative Sponsorship, Event, and Digital
SELECTED YEAR-OVER-YEAR CAREERWIDE ACHIEVEMENTS SUMMARY
Vice President, Market Manager, Main Line Broadcasting:
2014 increased revenue 10%
2013 increased revenue 8% in flat market
2012 reversed 34% revenue decline with 7% increase - generated $500K new business.
Director of Sales, Entercom Communications:
2011 increased cluster up 8% with market down 3.8%.
2010 grew cluster revenue share from 30.5 in 2010 to 37.0 share in 2011.
Corporate Vice President, Sales / Market Manager, Max Media, LLC Radio Broadcasting:
2005 – 2010 grew revenue 34.0% (365% ahead of market growth); cash flow 56%, and market share 24.6%.
Director, Sales, Entercom Communications:
1998 – 2005 increased net revenue 91%, cash flow 160% over seven-years - power ratios unequalled at time.
General Sales Manager, ABS Communications:
1993 – 1998 grew company revenue 43% over three-year period and took WKHK to top share market position.
PROFESSIONAL EXPERIENCE
Franchise Solutions Group (FSG) To Present
Founder, President, and Co-Owner
(Franchise consultant company matching perspective candidates with legitimate, reputable national franchises). After
successful FSG launch, seeking to re-enter corporate environment with broader, more challenging opportunities.
Vice President, Market Manager 2012–06/2014
Main Line Broadcasting, Richmond, Virginia (Company Sold, June 2014)
WWLB-FM (Adult Hits), WBBT-FM (Oldies), WLVF-FM (Fresh Country)
Managed all aspects of radio station / cluster operations. Oversaw departments and staffing, developed strategies,
planned business directions, sales, forecasting, imaging, and brand development. Restaffed / trained 40% of staff.
• First Year: Reversed 34% revenue decline with 7% increase in revenue and generated $500K new business.
• Second Year: Increased revenue 8% in flat market growth with 0% turnover.
• Third year: Increased revenue 10%.
Director of Sales 2010–2012
Entercom Communications, Hampton Roads, Virginia
WVKL-FM (Urban A-C), WNVZ-FM (Rhy CHR), WWDE-FM (A-C), WPTE-FM (Mod A-C)
Directed Local, Regional, National, and Digital Sales operations. Developed and strengthened customer relationships,
implemented effective group sales efforts and strategies, and increased cluster market share. Established goals and
managed strategic account management, pricing, revenue forecasting, budgets, and inventory. Recruited, trained, and
built effective, productive goal-achieving sales teams and staff.
2010 to 2011:
• Increased cluster revenue share in declining market - with 2011 market down 3.8%, increased cluster 8%.
• Grew cluster revenue share from 30.5 in 2010 to 37.0 in 2011.
2. VONNEVA CARTER
11811 Glendevon Terrace Chesterfield, VA 23838 Page 2 of 2
(Experience Cont’d.)
Corporate Vice President of Sales / Market Manager 2005–2010
Max Media, LLC, Hampton Roads, Virginia
WGH-FM (Country), WGH-AM (Urban Inspiration), WVBW-FM (A-C), WVHT-FM (HOT AC),WVSP-FM (Sports)
(First and only Radio Broadcasting Company to create and launch two locally owned and operated published magazines
in Tidewater and Hampton Roads of Virginia area)
• Game Day – focus on community local sports – 80K monthly circulation; $360K annual net revenue.
• Shorelines – focus on coastal living / lifestyles – 60K monthly circulation; $250K annual net revenue.
Managed station operation, including sales achievement, programming, administration, marketing, and compliance.
First Year:
• Grew revenue 34.0% (365% ahead of market growth).
• Increased power ratio 18% and cash flow 56%.
Additional Achievements Included:
• Increased market share from 18.3% to 22.8% (24.6%).
• Increased margins 15.7% (38% in 2004 to 44% in 2005).
• Increased 12+ ratings shares by 18.8% (19.6% to 23.3%).
• Increased 25-54 adult rating shares 9.8% (23.3% to 25.6%)
(Annual revenue share 18.6:2004 / 23.0:2005 / 25.2:2006 / 27.5:2007 / 28.5:2008 all against
a 17.8 to 21.5 12+ ratings share for that same year range)
Director of Sales 1998–2005
Entercom Communications, Virginia Beach, Virginia
WVKLM-FM (Urban A-C), WNVZ-FM (Rhy CHR),( WWDE-FM AC) WPTE (Mod A-C)
Oversaw and managed highest rated cluster team - with already strong revenue results grew to record results within
the Entercom national collection of properties over a seven-year period. Additionally, managed and set policies, goals,
and directions for achieving goals. Delivered Power Rations unequalled at the current time.
• Increased net revenues 91% and cash flow 160% over seven-year period.
• Increased operating margins 57% (1996 margins of 35% versus 2004 margins over 56%).
• Outpaced market growth 7.7% annually.
• Increased power ratios over 20.6% and led market revenue with 36.8 Miller-Kaplan share.
• Awarded Entercom Manager of the Year: 2000, 2001, 2002, 2003, and 2004.
General Sales Manager 1993–1998
ABS Communications, Richmond, Virginia
WKHK-FM (Country / WBZU-FM (Country then flip to Alternative)
Positioned growing country station, developed sales staff, and took lead market position: Increased rate on heritage
station, targeting sister country station at direct clients offering more affordable ad plans and promotional
programs focused on retail traffic incentives. After achieving top revenue spot, retooled sister country station sales
format to Alternative Rock - grew company revenue 43% over three-year period, and grew market revenue and
rates setting lead pace for spot pricing. ** Took WKHK to top share market position for first time ever **
• Created affordable, promotionally fortified ad packaging to increase company participation in direct-to-client ad
sales with soft country sister ratings.
• Developed exceptional new sales reps with youth-based format relatable to A.E.’s on a social / business basis.
AWARDS / MEMBERSHIPS
Member, Virginia Association of Broadcasters, 2000 – 2014
Member, American Ad Federation, Hampton Roads, Virginia, 1999 – 2012
CMA Nominated General Manager-of-the-Year, 2009
Awarded Entercom Communications Manager-of-the-Year, 2000, 2001, 2002, 2003, and 2004
EDUCATION / PROFESSIONAL DEVELOPMENT AND CREDENTIALS
Business Management, University of Maryland
Communications, University of Maryland
Registered Franchise Consultant / Broker, 2014
Certified Radio Marketing Consultant (CRMC)
Extensive Training, Radio Advertising
TECHNOLOGY SKILLS
Microsoft Word, Excel, Access, PowerPoint
