Dedicated publishing professional with proven track record in sales management, consultative selling, major account management, new business development, training, budgeting and strategic planning. Consistently promoted based on outstanding work performance.
PROFESSIONAL EXPERIENCE
LEADING MAGAZINE PUBLISHER, New York, NY 1997 - 2001
East Coast Advertising Director June 2000 August 2001
Promoted to lead eastern region of $75MM+ high-tech trade weekly news magazine, with controlled circulation of 400,000. Reporting directly to the Publisher, primary responsibilities for the eastern region included hiring, training and management of outside (7 Regional Managers), and inside (3 Account Executives) sales staff. Worked with sales team to set goals and develop consultative selling strategies for key and problem accounts; attended and led field sales calls with Regional Managers. Completed monthly sales trend reports and analyses, and participated in forecasting and strategic planning process. Planned and directed regional sales meetings.
· Negotiated and secured media agreements with 2 major advertising partners, resulting in incremental revenue in excess of $1 million and competitive market share exclusivity for employer.
· Maintained overall market share position in a steeply declining technology advertising market.
· Took on sole responsibility to rebuild and reinvigorate New England and Canada territories in early 2001 to reverse a three-year trend of eroding revenue and market share in this $6 million region.
· Closed 4 new advertising accounts in New England within first half of 2001, representing an additional $650,000 in revenue along with increased market share.
Regional Sales Manager, Central Region May 1999 May 2000
Based on exceeding expectations in the Midwest territory after 6 months, responsibility for Texas territory was added, creating the Central Region; this increased overall territory revenue budget responsibility to $7.5 million.
· Led all territories in new business development in 1999, closing 9 new accounts representing over $2 million in new business.
· Managed and developed client relationships with four of employer's 14 largest corporate accounts.
· Successfully communicated and promoted publication redesign and name change among client base without loss of a single advertiser.
· Brought territory from number 4 to the number 3 position in competitive market share within 7 months.
District Sales Manager, Midwest Territory November 1998 April 1999
Promoted to manage this $4 million Chicago-based territory, which had been vacant for 4 months. Developed and sold integrated media solutions based on client marketing strategy and objectives, including print, web and face-to-face platforms. Created and delivered customized sales presentations and proposals. Managed one account executive and a sales assistant.
· Closed 3 new accounts.
· Recaptured 6 accounts that had previously been lost to competition.
· Improved monthly territory performance from 40% to 110% of budget within 6 months.
Account Executive, San Francisco Territory December 1997 October 1998
Prospected for new business and managed existing client and agency relationships in this inside sales position; Worked directly with an outside sales partner covering this $3.5 million territory. Managed all aspects of ad booking, traffic and day-to-day internal operations.
· Prospected and closed 4 new accounts in first 5 months
· Assumed sole responsibility for territory management after 6 months
ESTABLISHED NEW ENGLAND MANUFACTURER, 1994 1997
Sales & Marketing Manager
Established sales and marketing operations for this commercial packaging equipment and supplies manufacturer. Managed and cultivated relationships with existing major account base and prospected for high-volume new business opportunities. Performed competitive market analyses and developed annual marketing plans.
Designed marketing and promotional materials; developed advertising strategy and creative.
· Closed over 20 new business accounts, including 2 of companys top 5 high-volume accounts.
· Re-established partnerships with previous customers who had switched suppliers over prior 3 years, resulting in 10% + revenue recapture.
LEADING NEW ENGLAND FINANCIAL INSTITUTION 1993 1994
Underwriter/Originator
Started as an underwriter within consumer lending division, evaluating credit-worthiness of loan applicants. After six months of training, was recruited to the mortgage division to sell mortgage loans. Managed Northern Rhode Island territory for mortgage loan originations through developing relationships with leading real estate agencies.
· Consistently performed at 75% to 85% of revenue quota in a depressed housing market.
NEW ENGLAND NON-PROFIT HOME FOR CHILDREN 1992 1993
Assistant Director of Development
Cultivated support of key foundations, corporations and individuals for the largest residential treatment facility for abused and neglected children in Rhode Island. Created marketing materials for general development initiatives and special events, as well as annual report. Recruited and managed volunteers for special events and projects.
· 27% increase in charitable donations over previous year.
START-UP VENTURE 1989 1992
Manager
Recruited as part of start-up operation to build commercial equipment leasing business from ground zero. Sold financial services to business equipment vendors in Southeastern New England. Assisted in development and implementation of business and marketing plans. Hired and trained inside sales and administrative support staff. Created and presented lease financing sales training seminars for vendor accounts to develop relationships and win new business.
· Originated over 50 vendor account relationships, exceeding $2 million in lease volume in first 18 months.
EDUCATION
MBA, Management, 1989
BA, Music, 1984 |
