Highlights:
• Business Development/Sales Executive with expertise in strategy development, tactical implementation, and team-building.
• Experienced in sales management, general management, and training and development.
• Developed new services, led sales team to consistent double-digit growth, developed and managed corporate P&L, instituted "open book" profit sharing plans.
• As business owner, consulted and trained sales teams and senior executives in financial services, technology, manufacturing, media, and other industries.
• Excellent leadership, communication, interpersonal and organizational skills.
• Experience in leading and building teams, creating incentive plans, and coaching performance.
Experience:
Lexien Management Consultants, Inc. White Plains, NY
Sales Consulting, Development and Training Services
Principal 2004 to Present
As Founder and President of this sales consulting, development, and training firm, created profitable operation within one year. Starting without a client base, built to over 20 clients, serving companies in technology, financial services/banking, consulting, manufacturing, information services, public relations/marketing, insurance, and online education.
Developed and implemented sales processes and training programs for clients to streamline sales process, improve business development, prospecting and selling skills, and support stronger internal operations. Client results include increases of over 300% in new prospecting activity, better than 100% improvements in sales closed, with deal sizes of over $1 million.
• As business owner, responsibilities include business development, client consultation, program development, program delivery, and all aspects of business management.
• Consulted to companies on sales process, hiring practices, training and development, and business performance improvement.
• Conducted programs and consulted to senior executives in team-building and corporate strategy development.
• Trained and certified in Sales Training through D.E.I. Management Group, Inc.
• Wrote and published numerous articles for trade publications in print and online, including Rain Today, New York Enterprise Report. Featured in Sales and Marketing Management Magazine.
West Glen Communications, Inc New York, NY
Broadcast/Electronic Public Relations Services 1992 - 2004
Chief Operating Officer 2001 – 2004
Promoted to Chief Operating Officer of this leading provider of corporate broadcasting and electronic public relations services in 2001.
Achieved cost savings of over $1 million on an $8.5 million operating budget, and improved gross profit margins by more than 10% by instituting internal and external initiatives including a management
restructuring, financial budgets and controls, performance review system, and new program
developments. Returned the company to profitability after economic downturn brought on by 9/11, increased competition, and other industry changes.
• Executed daily operations of 50-person public relations services company.
• Created business plans, developed organizational policies, coordinated operations between departments, and established responsibilities and procedures for attaining objectives.
• Established program in "Open Book Management" to teach employees how their actions affect corporate results, resulting in improvements of over 10 margin points in first year.
• Implemented "Employee Forum"; a non-management committee to discuss issues, concerns, and ideas, leading to employee-driven morale boosting and involvement programs.
• Restructured company management to align individual skills with business opportunities.
• Started "Major Accounts" initiatives to foster deeper ongoing relationships with large, corporate clients, and to shift company's business away from single one-time projects. Directly lead to signing of three major corporate clients doing over $1.5 million in business in first year.
• Instituted first-ever company-wide performance review system.
• Developed new programs and strategic alliances to broaden company's range of services and develop deeper client relationships.
• Served as company spokesperson to trade media.
Senior Vice President/Sales and Marketing 1996 – 2001
In this position, doubled total company revenue in less than three years. This was achieved by developing a new commission incentive plan, creating individual and team goals and plans, instituting ongoing sales training programs, and improving hiring practices
Planned and implemented marketing initiatives – including a company rebranding, advertising campaigns, and regular company sponsored education events to position the company as a resource and source of information to current and prospective clients.
• Managed and coordinated daily sales activities for eight-person sales staff.
• Directed staffing, training and performance evaluations.
• Wrote and implemented sales training programs to teach and motivate salespeople to increase prospecting activities, close more sales.
• Mentored and coached individual salespeople to help them reach their goals, and to improve their performance.
• Developed channel marketing strategy and partnerships.
• Participated in trade show activities, interfaced directly with customers, and discovered customer issues and requirements.
• Repositioned Company as an energetic, customer-focused organization.
• Created series of customer educational workshops for PR professionals to learn about new trends and techniques.
• Established new corporate identity, positioning statements, corporate advertising, and website.
• Sales increase of over 100% during tenure in this position.
Vice President/Account Executive 1992 – 1996
• Recruited to this company to develop new business; was responsible for 20% of company revenue within two years.
• Contacted potential clients through cold-calling, networking, and outbound marketing efforts
• Wrote, designed and produced broadcast public relations programs, showing clients and prospects how to use the broadcast media in their communications efforts.
• Was instrumental in winning major corporate clients for the company including AT&T, Prudential Insurance, Liberty Mutual Insurance, Siemens Corporation, and Novartis.
Katz Media Corporation New York, NY
Account Executive 1990 - 1992
• Represented over 500 radio stations to sell advertising time to national advertisers on their behalf.
• Successfully handled negotiations with media buyers at leading advertising agencies and media buying companies.
• Created national radio promotions for advertisers such as the American Dairy Association and Toys R Us.
Emmis Broadcasting New York, NY
Account Executive 1988 - 1990
• Contacted prospective customers to sell radio time for radio station WQHT.
• Called on prospects and presented outlines of various programs and commercial announcements.
• Wrote, designed and produced radio commercials.
The Morey Organization/JARAD Broadcasting Westbury, NY
Account Executive 1986 - 1989
• Contacted prospective customers to sell radio time for radio station WDRE.
• Called on prospects and presented outlines of various programs and commercial announcements.
• Wrote, designed and produced radio commercials.
Education:
Cornell University Ithaca, NY
Bachelor of Science; Industrial and Labor Relations 1986
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