EXECUTIVE SUMMARY
Market-Driven Sales Professional with over 15 years experience building company value and delivering profitable returns through expertise in:
* Consultative Sales
* Customer Cultivation and Retention
* Management Training and Development
* Product Launch and Market Expansion
* Competitive Market Positioning
* Team Building and Motivation
PROFESSIONAL EXPERIENCE
MORTGAGEWISE, INC. 2002 - Present
Vice President, Sales and Marketing - Buffalo, NY
Helped launch the company's flagship software product to the mortgage industry. Conducted extensive market research to identify target market, restructured business model and sales strategy, and redesigned marketing collateral. Independently managed a complex sales cycle, from initial consultation through presentation, negotiation, contract/service structure and final closing.
* Opened new B2B market opportunities with banks and large brokerages.
* Currently negotiating several contracts worth in excess of $1 million revenue.
INTEREALTY CORP. 2001 - 2002
Senior Account Manager, National Accounts - Buffalo, NY
Sold the company's premier technology platform to Realtor Associations and Multiple Listing Services (MLS). Assumed responsibility as national accounts manager for the transaction management platform (TMP), a suite of real estate productivity tools. Developed business plan and national launch strategy for a $6 million territory. Delivered on-site demonstrations, negotiated contracts with senior staff, and managed inside sales efforts.
* Achieved company objective of 100% account retention in the introduction and transition of existing clients to the new technology platform in a highly competitive environment.
* Mediated client disputes; identified issues and developed plans to resolve problems.
VISTAINFO 1998 - 2001
Senior Account Manager - Dallas, TX; Buffalo, NY
Recruited by national sales director for newly created position to increase hardware and software sales for 40+ Real Estate Association and MLS accounts nationally, including the largest MLS in the country. Responsible for growth of a $5+ million territory, including P&L, sales and market planning, and account development responsibilities. Created and delivered product demonstrations to association executives and client management committees, negotiated contracts and managed product implementation.
* Increased software sales by over 50% and hardware sales by over 30% by identifying market opportunities and selling value-added products.
* Achieved over 70% account retention in technology platform sales in a highly competitive bidding environment.
UNITED ADVERTISING PUBLICATIONS / HARMON PUBLISHING 1986 - 1998
Corporate Sales Training Manager - Dallas, TX (1997 - 1998)
Developed and implemented national and regional sales training programs for a national print media company, delivering training to 20 regional sales directors and 150 area sales managers, including new employee, basic and advanced sales programs.
* Created the company's first policies and procedures model to integrate sales, operations and production teams and improve cross-functional workflow.
* Contributed to $75,000 new revenues and $100,000 incremental revenue to the Western Division in the first year as a direct result of sales training programs.
* Established performance standards and goals for Western Division sales and management teams.
Regional Sales Director - San Francisco, CA (1995 - 1996)
Directed a team of 19 sales managers and support staff employees in highly competitive markets in Northern California, Idaho and Utah, with P&L responsibility for $5 million territory. Provided the strategies, action plans and performance goals necessary to achieve corporate objectives and sustained market value. Personally responsible for managing major accounts.
* Sold and launched the company's first publication in Colorado.
* Recruited and trained sales force, interfacing with operations, production and distribution.
* Negotiated favorable contracts with major suppliers and contractors.
Area Sales Manager - Albany, NY (1986 - 1995)
Assumed responsibility for start-up and growth of bi-weekly Capital Region real estate publication. Successfully established the brand, achieving market dominance against daily newspaper and barring each attempt at market entry by several competing national publications, securing publication as the premier source for real estate information throughout four counties. Managed daily production and operations activities and field personnel. Received several awards for outstanding customer service.
* Increased revenue tenfold, establishing the Capital Region as the second largest book of business for the company, with revenues exceeding $1 million annually.
* Initiated and sold the first Capital Region Re/Max private label magazine that led to publication of statewide and multi-state Re/Max magazines.
* Founding member and VP/Public Relations for Capital Region New Home Sales & Marketing Council; awarded "Best New Council" at National Association of Home Builders Show.
EDUCATION AND PROFESSIONAL DEVELOPMENT
WELLS COLLEGE, Aurora, NY
Bachelor of Arts - Political Science; 1984
Study Abroad - Sorbonne, Paris, France; Internship - United States Embassy, Bern, Switzerland
Executive Education Program - Cornell University, 1996
Board Governance Program - United Way, 2003
AFFILIATIONS
American Society for Training and Development
National Association of Mortgage Brokers
Women in Technology International |
