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ROBERT JOSEPH DUHAN

4426 Lakeside Drive, Kalamazoo, MI 49008 - rd57f960@westpost.net - 269-382-3365


EXPERIENCED SALES & MARKETING LEADER
DECISIVE BUSINESS STRATEGIST whose sales, marketing, and management experience i
n network affiliate multiplatform sales (television, new media & production) and
wholesale wine & beer distribution industry have provided continued success for
a wide array of clients. Client experience includes medical/hospital, legal, e
ducation, automotive, construction, real estate, financial/banks, investment and
insurance providers, and various retail types including grocery, restaurants, a
nd specialty stores.
* TERRITORY & TIME MANAGEMENT = organization & efficiency
* NEW BUSINESS DEVELOPMENT = filling the sales funnel
* MANAGEMENT STRATEGY = planning means execution
* TRAINING & DEVELOPMENT = evolution
I have two primary professional goals:
1. Develop relationships to better understand client needs so I may act as their
advocate;
2. Provide market and industry knowledge as applicable to the particular client.
Then the process is to provide original solutions, budgetary analysis, pricing a
nd negotiation, and realistic goals that equal & exceed expectations, and lower
the cost of customer acquisition.
PROFESSIONAL EXPERIENCE
LIN Media of West Michigan, Grand Rapids MI 2006 - Present
Account Executive
Responsible for multi-platform advertising sales and marketing to local regional
and national clients for WOOD TV 8 (NBC), WOTV 4 (ABC), WXSP (MY -TV)
* Currently exceeded 2010 annual new media budget goal. Exceeded TV budget goal
1&2Q 2010.
* Key Local-Regional- National Clients: Everest Institute, Mercantile Bank, Fou
nders Bank and Trust, Hastings Mutual Insurance Company, Jack's Wholesale Window
s, Davenport University, The Cambridge Advertising Company, West Michigan Cancer
Center, Allen Edwin Homes.
* 2007: Exceeded annual budget goals by 7%.
* 2008: Exceeded annual budget goals by 11%.
* 2009: Exceeded 4Q goals by 5%.
Imperial Beverage, Kalamazoo MI 2005 - 2006
Sales Manager
Management & distribution of 3500 plus domestic & imported sku's, beer, wine and
n.a.
* Developed sales training and product education formats.
* Led the sales team to an annual increase of 12.62%
WOTV ABC 4, Battle Creek MI 1996 - 2005
Regional Sales Manager/Regional Account Representative
* Billed over $1M in sales, 25% of station sales revenue from 1998-2003.
* Key- Local-Regional-National Clients: Menards, Centennial Wireless, Subway, Mc
Donald, Little Caesars, Oaklawn Hospital, Borgess Medical Center.
WWMT CBS 3, Kalamazoo MI 1991 - 1996
Local Account Representative
* 27 consecutive months of exceeding sale quotas.
Paw Paw Wine Distributors, Paw Paw MI 1979 - 1991
On Premise Specialist 1985 - 1991
Off Premise Account Manager 1979 - 1985
Off Sale Wine Representative, independent and chain (Wine & Beer).
PPWD has Gallo, Constellation, Wine Group, Diageo and various producers with ov
er 4000 sku's
* Coordinated and executed St. Julian "Village" Wines regional introduction.
* Created and instituted an "Excel" based spread sheets indicating tier & compet
itive pricing resulting in advocate information.
* Increased personal sales by 90% in 10 years.
* Developed the market use of standardized shelf sales POS in off sales accounts
thus increasing shelf sales take away by 07 - 25%.
Adjunct Faculty, Davenport University, Kalamazoo MI 1990 - 1992
Classes taught: Intro to Business 141, Sales Management 302
Adjunct Faculty, Kalamazoo Valley Community College, Kalamazoo MI 1989 - 1991
Classes taught: Principles of Marketing 105, Sales and Management 208, Business
Management 263

EDUCATION
M.A. Masters of Management, Nazareth College, Nazareth MI
magna cum laude
* President of the Nazareth Graduate School Student Association.
B.A. American Studies, Nazareth College, Nazareth MI
cum laude

TECHNICAL SKILLS
* Word & Power Point: Formal presentation tools
* Excel: Budgetary and competitive analysis tools
* Nielsen: Demographic viewership trends
* IRI & PBI: Beverage industry sales and trending