••••• East Main Street, #•••••D
Clinton, CT •••••
Sales Manager Sales Representative Account Executive
Tenacious, results-focused professional equipped with a track record of extraordinary sales achievements. Offers ••••• years of experience taking companies to the next level by leveraging expertise in field sales, key account management, national sales management, new product launch, and territory/business development on a large scale. Possesses proven talents in supporting product development, extending brand recognition, conducting aggressive prospecting, penetrating new markets, opening new sales channels, and forecasting sales. Exhibits strong consultative selling, presentation, relationship building, leadership, and training skills. Views challenges as opportunities; quickly masters new methodologies and responsibilities.
Consistently ranked among the top ••••• of ••••• representatives nationally for five years, achieving •••••%•••••%+ of quota (in both up and down economies) and more than doubling annual territory revenues, from $•••••M to $3M+, during that time. Participated in the revolution of an industry through the customization, marketing, and selling of online course products.
Cold called and opened ten major national accounts that produced $•••••M+ in new revenues. Spearheaded an initiative to align niche products with appropriate retail chains. Established presence in Wal-Mart, securing a $•••••M order, the largest in company history, which generated $•••••K+ in recurring revenues. Saved $•••••K+ per year by eliminating company cars, enforcing expense rules, and increasing full carton shipments.
Credited as a catalyst in transforming two companies by bringing their products into the mass merchandise arena for the first time. Established an account with Costco that delivered $2M+ in revenues. Closed the largest order ever in the history of a new distribution client. Achieved •••••% of quota throughout six-year tenure.
Consistently produced year-over-year sales increases of at least •••••% for three years. Supported efforts to rebrand a company among its West Coast customers by inviting them to participate in the decision-making process, which resulted in improved communication, better stocking rates, and significant revenue growth.
Supported the launch of a New York office for a British company seeking to enter the American market. Boosted sales by •••••% in one year.
Managed all sales efforts while preparing a company for acquisition, maintaining a continuous revenue stream despite production having been ceased.
Spearheaded the opening of new mass market channels and succeeded in securing trial runs at Starbucks and various higher-end grocery stores nationwide.
Established an in-house national accounts procedure that enabled a company to save tens of thousands of dollars on commissions by selling to accounts such as Borders.
SENIOR SALES REPRESENTATIVE, Bedford, Freeman & Worth College Publishers •••••
Performed sales of online course solutions, software, textbooks, and customized projects to Connecticut universities and colleges for this division of MacMillan & Co. Conducted daily presentations to key decision makers. Presented in-service customer training events. Held responsibility for territory and database management as well as sales analysis, forecasting, reporting, and follow-up.
(1 of 3)
••••• East Main Street, #•••••D &#•••••; Clinton, CT ••••• &#•••••; ••••• &#•••••; •••••
Career Track, Continued
NATIONAL SALES MANAGER, Barrons Educational Series Inc. •••••
Recruited, hired, trained, and managed a national sales force for a $•••••M leader in college/graduate level preparation material and publisher of a wide variety of general trade titles. Personally sold key national accounts and opened entirely new national channels of business; penetrated and expanded company presence in previously untapped markets, placing existing product lines in mass merchandise accounts, including supermarkets and pharmacies. Coordinated sales conferences. Communicated all new product information to the sales force. Organized and attended key national tradeshows.
SALES CONSULTANT/INTERIM DIRECTOR OF SALES, Various •••••
Provided sales and sales management expertise to several small book publishers, including Barefoot Childrens Books (a British childrens book company), Hammond Atlas Co. (a well known, family owned publisher), Zagat Inc., and Hanley-Wood LLC. Directed sales to various markets, including library, gift and special sales. Conducted market research on new/potential products; presented to all major chains. Assisted in evaluating and developing submitted manuscripts and projects. Worked domestic and Canadian accounts and tradeshows.
SALES MANAGER/TRADE SALES MANAGER, The Globe Pequot Press •••••
Hired the first direct sales representative and created the first direct sales territory for a mid-sized regional book publisher. Led a nationwide commission sales force comprised of ••••• independent sales representatives; closely monitored their performance and provided mentoring to improve efficiency and effectiveness. Managed all sales forecasting and cost budgeting for the area. Drove new business development, traveling extensively throughout the US. Participated as a member of the prestigious publishing committee, providing input regarding potential projects and manuscripts. Set up and attended tradeshows.
WEST REGION SALES MANAGER, Ingram Book Co. •••••
Managed all West Coast sales, including retail computer solutions and new-store opening programs, for the largest book wholesaler in the country, with seven distribution centers. Served as a field ambassador to establish personal relationships with customers/booksellers and increase sales. Completed numerous sales and management training sessions, covering such topics as consultative selling, relationship building, establishing need, product knowledge, prospecting, presentations, closing, and follow-up. Completed numerous sales and management training sessions, covering such topics as consultative selling, relationship building, establishing need, product knowledge, prospecting, presentations, closing, and follow-up.
TRADE SALES REPRESENTATIVE, Cambridge University Press••••• •••••
Sold largely academic texts to trade and university bookstore trade departments.
Increased sales over •••••% in one year alone.
I covered the entire Midwest region (6 states). Cambridge University is the oldest publisher in the world, and has a list of over 8,••••• titles.
2 of 3
COLLEGE SALE REPRESENTATIVE, Harper & Row, ••••• ••••• •••••
Sold college textbooks throughout the Los Angeles area; Met goal two years in a row.
Worked aggressively to recover markets that had been undersold and re-establish a brand consciousness among instructors. Also submitted the most manuscripts of the entire rep force in my first year.
Attended several full day sales skill seminars, designed to improve and develop practical selling schools.
College Sales Representative, W.W. Norton & Company. ••••• •••••
Sold college textbooks in the Mountain States area; exceeded goal two years in a row. My territory included Colorado, Utah, Arizona, New Mexico, Wyoming, parts of Idaho, and Alberta Canada.
Received extensive educational sales training, both in the office and in the field. Played an important role mediating between western based authors and the New York office.
Bachelor of Arts in Liberal Arts (Cum Laude, Deans List), Hamilton College