Charles R.

Upton
________________________________________
4201 Gunter Lake Rd.
Galivants Ferry, SC. 29544
Mobile 843-685-9093
cu6df92c@westpost.net
________________________________________
Profile
Sales Management professional with an entrepreneurial spirit offering more than
20 years of management and sales experience within a wide range of markets provi
ding foresight and direction in planning, generating, and executing successful s
ales, marketing and strategic procedures with a specialty in Interactive adverti
sing.
Experience

Hearst Corporation
Jan. 2010 to Present
Local Edge
Digital Training Manager
Manager Charged with implementation and roll out of all new products to the fiel
d, I am fully involved in all South Carolina and Georgia properties including Co
lumbia, Charleston, Greenville and Augusta.
Charged with all aspects of training new employees using a comprehensive 4 week
training schedule and clearly setting expectations and Goals of sales represent
atives.
Part of an Elite roll out team that creates new Digital products and training p
rograms for the field that is distributed throughout the entire company.
Attend sales calls with sales representatives while coaching and mentoring to i
ncrease overall sales.
affluent in online products including Yahoo, Behavioral targeting, Google, SEO,
SEM, Social Media, Pay per click, Mobile web and SMS
Work very closely with Local area managers to provide feedback and make changes
to existing programs as needed.
Fully Responsible for digital budgets at each property along with increasing di
gital revenue.

Media General, Myrtle Beach SC

Feb. 2007 to Sept 2009

Interactive Regional Sales Manager
WBTW, Florence Morning News, WNCT, WCBD, WSAV
Regional sales manager of converged markets between broadcast, print and interac
tive. Solely built, trained and oversee 5 interactive sales teams in Myrtle Beac
h SC, Florence SC, Charleston SC, Greenville NC, and Savannah GA as well as tota
l P&L responsibility for the five markets. As a member of the Media General conv
ergence committee I am involved in the strategic planning and execution of sales
teams, programs and packages that promote revenues across the 3 different platf
orms. I am fully involved in all aspects of the portal.
Fully involved in launching and training staff on new products such as Mobile M
arketing, Text campaigns and our vast portfolio of Yahoo! offerings.
Part of an Elite Sales Blitz team that generates large revenues for Media gener
al by concentrating specific sales campaigns within a short period of time in ea
ch market the corporation owns.
 Developed comprehensive training program for interactive sales teams that invol
ves customer focused selling.
Work very closely with online, broadcast and print account executives to provid
e them with new packages and promotions to sell.
Coached and mentored account executives across all media platforms to assure th
at the interactive division is represented in all sales proposals and assure t
hey are carried out in a proper manner.
Responsible for the setting of goals and clear expectations of sales staff whi
le receiving and giving feedback on a weekly basis thru one on one calls with th
e account executives as well as daily staff meetings.
Oversee the entire production staff that feeds content and traffics ads, video
and pictures to the portal.

Charlotte Observer, Charlotte NC

2005 to Dec. 2006
Publisher,
Cars.com THE magazine
Publisher of one of the most successful launches of a Targeted publication in Ch
arlotte Observer history. Since inception I was responsible for all aspects of t
he magazine from securing printing, planning distribution, marketing of the maga
zine, hiring and training of sales staff and total P&L responsibility. This was
also the first Launch where reverse Publication was successfully used.
In our inaugural year I exceeded budgeted profit by 59% and grew revenue to $1,
300,000.
By identifying new markets and territories I have grown our magazine to 35,000
copies a week with over 1200 distribution locations in an 11 County area.
Through proper training, coaching and the setting of goals and expectations of
my sales team I have kept the cost per sale percentage well below company wide a
verage, allowing more profit to fall to the bottom line.
Salisbury Post Publishing, Salisbury NC 2000 to 2005
Advertising Account Manager
Handled the largest revenue account base of the company, I designed and Execute
d advertising schedules and budgets to fit the needs of major clients and
their markets through everything from print, inserts, direct mail, exhibits and
niche publications.
Increased client revenue from $575,000 annually to $1.4 million by using creati
ve sales techniques.
Top producing advertising executive for 3 years in a row specializing in automo
tive advertising.
Created and implemented The Salisbury Auto Show for clients to showcase their v
ehicles and services to thousands of people annually.
Coordinated Central Piedmont Outdoors that is a monthly niche publication that
hosts a variety of advertisers.
Executed and managed marketing campaigns that increase customer traffic to the
companies Web page.
AllGreen Corp.
1989 to 2000

Sales Manager
Tulsa, OK (1998-2000)
Managed a team of 30 outside and inside sales reps and a telemarketing staff of
12.My duties included extensive sales training of staff, tracking of individual
and team sales goals and all budgeting of department.
Developed a top-performing sales team, focused on achieving and surpassing comp
any goals and customer expectations for this Fortune 500 Company.
Identified and implemented sales achievement initiatives to increase performanc
e and quotas having a positive effect on bottom line profits.
Developed and directed job fairs to make new contacts for employee prospects.
Maintained a positive, motivated, and efficient environment fostering maximum s
ales efforts, diversified selling strategies, and excellent customer service.

Branch Manager
Greenville, SC (1996 to 1998)
I had full responsibility for all aspects of opening a new facility from the gro
und up. With strategic planning to leadership of all financial functions includi
ng A/R, A/P, payroll, billing, reporting and preparation of operating and capita
l budgets.
Planned and executed company standards including training, staff meetings, oper
ations, and human resource policies.
Created a more supportive team environment thru cross training of associates.
Developed and initiated innovative sales, marketing, and customer service strat
egies resulting in a profitable bottom line In our first year of business (A fir
st for the organization)

Sales Manager
Knoxville, TN (1995 to 1996)
Worked closely with the branch and regional directors to open this facility from
the ground up. Including finding and negotiating property to hiring and trainin
g a full staff of employees to reach a common goal.
Established quotas and managed performance to meet sales goals and budgets.
Delivered sales presentations, seminars and training classes on overcoming obje
ctions and other sales related material.
Identified advertising markets utilizing demographic surveys, which significant
ly increased exposure in untapped markets.
In our inaugural year we created more revenue than any other first year branch.
Sales Manager
Roanoke, VA (1993 to 1996)
Promoted from sales representative to Director of Marketing and was sent to a fa
cility that was close to being closed down due to the decline in customer base.
Through careful restructuring and training we were able to put a new fully train
ed sales force to work and in two years were back on budget.
Sales Representative
Tulsa, OK (1989 to 1993)
Education
Tulsa Jr. College 1988
Tulsa, Oklahoma
Workshops and Seminars Google Ad word Certified, Yahoo Certified
Excellence in sales, Overcoming Objections, Management Skills, Customer retentio
n, Equal opportunity Employment, Discrimination and Harassment laws
Honors and Awards
2008 Media General Achievers Club Member #2 Interactive Sales Manager in the Co
mpany
2008 Lead Media General in total Mobile Marketing Revenue
2007 Media General Achievers Club Member #1 Interactive Sales Manager in the Com
pany
2005, 2004, 2003 #1 in sales for three years straight, Salisbury Post, Salisbury
NC
1998 Elected "Branch Manager of the Year", AllGreen Corp., Greenville, S.C.
1998 My Facility was elected "Branch of the Year", AllGreen Corp., Greenville, S
.C.
1996 Elected "Marketing Manager of the Year", AllGreen Corp., Knoxville.