He’s probably the hardest working guy I know who somehow always has an incredible attitude no matter the situation. He’s climbed the ladder in the radio industry quite high, and he’s only 33. I’m not only saying all of this because he’s my brother. Danny Bortnick, VP Sales CBS DC, thrives when others succeed. He leads his team in a way that makes them want to do better and makes them want to show up each and every day ready to kick ass. In sales, there are the highest highs and the lowest lows, and my brother has figured out how to navigate both ends of the spectrum in a way that truly inspires me.
What was your first job out of college?
Account Executive at the Katz Radio Group- Christal Division.
How long have you been with CBS?
Collectively between 2 separate tours at CBS, I have been here 9 years.
What positions have you held at CBS?
Account Executive 1010 WINS- CBS NYC, Interactive Sales Manager 1010 WINS- CBS NYC, Retail Sales Manager- WWFS-FM (FRESH)/WXRK-FM (92.3 NOW)- CBS NYC, Local Sales Manager- WWFS-FM (FRESH)/WXRK-FM (92.3 NOW)- CBS NYC, General Sales Manager- ALL NEWS 99.1 WNEW-FM- CBS DC, VP/Sales- CBS DC
Have you always wanted to be in the radio industry? If so, why? If not, when did you become interested in it?
At first no, I did not want to be in radio. I knew I wanted to be in media, but more from a marketing perspective. Out of college it was very challenging to find a marketing job that made sense, so I went the sales route. Since I grew up around the radio industry, I saw firsthand that it was a great career path. Media of today is very different than yesterday, so being in radio isn’t what it used to be. I spend more time on a given day discussing digital and experiential marketing than I do radio. Don’t get me wrong, we need to be the best there is in the radio world, but having the right people in the right jobs allows me to focus on our high growth revenue streams. I have also learned that sales is sales, meaning leading a sales department is the same everywhere, with different widgets of course.
Walk us thru a day in your life. I imagine no two are the same!
You got that right! Every day is very different. Key elements that happen frequently, but not every day, include internal sales meetings, external advertiser meetings, one on ones with AE’s, brainstorms and strategy sessions, forecasting and budgeting, inventory management, idea creation and inspiration for the entire sales department, lots of emails and conference calls, plus about 100 other things I haven’t mentioned.
You manage a team of how many? What is the most rewarding part of doing so? Most challenging?
I manage a team of about 50. That includes Sales Managers, Account Executives, Digital Sales Specialists, and Sales Assistants. The most rewarding part of my job is helping people grow throughout CBS, and to make them the best they can be. Seeing others succeed is what drives me.
What advice do you have to someone wanting to break into your industry?
Bottom line, it’s hard work. Media is a fun industry and many people want to be a part of it. My best advice is patience and networking. I was told many years ago to talk to someone interesting once a week. Build your network. While skill gets people jobs, it’s also a little luck and it’s who you know. Just because you have an MBA or got straight A’s does NOT mean you will be a company’s first choice. It’s only a piece of the puzzle, an important piece, but not the only piece. You’re never too young to network. Start IN college and take internships seriously.
You were nominated for the 40 Under 40 in the Washington Business Journal – wow! What do you attribute that to?
I feel that I was nominated because I look at media sales differently than those who have been in it their entire lives. We do business differently at CBS DC. We have a fresh perspective and we aren’t afraid to take risks and see what works and what doesn’t. We have a very special culture at CBS DC – people love coming to work. That type of environment spreads, leading to nominations like this.
I know there can be highs and lows, ups and downs in sales – how do you push through the lows? What are some words of encouragement you tell your team?
Sales is a roller coaster. Account Exectuives AND Sales Management can have VERY good days, and unfortunately VERY bad days. I explain to them it’s a 1-year game. You can’t win every month/week/day; you just need to win more than you lose. I have high energy in the office and I keep people motivated. I can’t change people. Sales people need to be tough. If you have the right people, I can help them look forward rather than focus on the past.
If you weren’t in radio, what would you be doing?
I would love to own a chain of luxury automotive dealers. I think my experiences in sales would translate well to Automotive, plus I am very passionate about cars. Passion sells, combined with outstanding customer service, I think I could figure it out.
If you could have drinks with one person, alive or not, who would it be and why? What questions would you ask them?
Steve Jobs. I would want to know when it clicked that he was changing the world – over and over again. He changed music, telecom, tablets, plus many other key milestones. WHEN did he look in the mirror and go I did it.
Thanks, Danny!
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Read past interviews here.
If you or someone you know might be a good fit for this series, reach out to me. I’d love to hear from you.