Meet Jeff Buda

Business communications

1. When did you first know you wanted to work in sales?

I was pursuing a career in the sports or entertainment industry but wasn't sure exactly in what direction to move forward. Two months after joining the NBC Page program in New York, I had an opportunity to lend administrative help to their national network sales department. I enjoyed watching how people seemed to genuinely believe in their products. I observed that they had fun in the office, never brought work home on the weekends, benefited from many perks, and made a very good living for themselves. I quickly saw that media sales was a perfect field for me.

2. What classes/activities/clubs did you take in high school that you think were helpful in preparing you for your career?

I firmly believe that athletics or any activity where you're counted on to perform under pressure (music, theatre) is crucial at a young age. It forces you to learn your limitations and stretch them beyond what you thought was possible. You also learn how to operate in a team environment, which is the environment you will be in for the rest of your life, no matter what your chosen field. And most importantly, you learn how to bounce back from losses and failures.

3. In what activities or clubs did you participate in college that helped you achieve your goals?

I participated in the same activities as in high school but on a deeper level. You leave the only comfort zone you've known your entire life�your family�and you're forced to manage life's responsibilities and experiences on your own for the first time. The best part is that everyone is in the same boat, and you all live and learn together. Your college friends become your chosen family. Once you enter your professional career, you'll always draw on those experiences.

4. What courses/programs of study did you take in college to work toward your career?

I majored in business communications. You need an understanding of how a business works, some basic math skills, and communication skills. However, if you would like to run a business someday, a degree in finance is essential.

5. Did you participate in an internship/cooperative education program?

Yes, I worked with both the Cleveland Indians and the Cleveland Cavaliers. Everyone should participate in some sort of internship program. It doesn't need to be with any fancy company; find something that is pertinent to your potential career.

6. What was your first job out of college?

My first job was assistant to the vice president of corporate communications of the Cleveland Cavaliers.

7. What are the required skills that are needed in your field?

You need a general understanding of how a large corporation is run (you'll learn that in college and then apply it in your internship) and some basic math skills. But most importantly, you need to know how to communicate with people. Knowing when to talk and when to listen is critical to managing a relationship, and that's what sales is�managing relationships.

8. Was there any kind of special training involved for your career after college?

9. What kind(s) of compensation can a new graduate expect in sales? What about after five years? Ten years?

This is all part of the sacrifice. You'll probably start around $25,000, and within five years, you'll make an average of $50,000. However, within six to eight years, you'll double your salary.

10. What kind(s) of personality type works best in this field?

You don't necessarily need to be overly extraverted, but you can't be shy. Being persuasive, competitive, and funny doesn't hurt either.

11. Are there any physical demands to the job?

No, but you do need to learn how to operate effectively at times on very little sleep.

12. What are the three most important pieces of advice you would give someone who is interested in the field?

No one dreams about sales, but even if you're a realist, don't pursue this first. Pursue your initial dream and if it's not what you thought it would be, then get into sales.
Once you do pursue media sales, find a job with an advertising agency first and learn how companies buy it before you try selling it.
Learn to laugh at yourself, and don't take things too personally.

13. What do you wish you would have known about the field before you became an account executive?

I wish I had paid more attention in school to have better developed my computer and math skills. It would have smoothed the initial learning process.

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