vp, director sales - Publishing Resume Search
vp, director sales - Publishing Resume Search
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vp, director sales Resume

Desired Industry: Publishing SpiderID: 46794
Desired Job Location: New York, New York Date Posted: 12/20/2010
Type of Position: Full-Time Permanent Availability Date: 1/1/11
Desired Wage: 100,000
U.S. Work Authorization: Yes
Job Level: Executive (President, VP, CEO) Willing to Travel: Yes, 50-75%
Highest Degree Attained: Masters Willing to Relocate: Yes

262 Throwbridge Drive
Scotch Plains, NJ 07076


Growth Strategies / Account Management
Operations / B2B / Value Selling / Marcom
Incentives / Telesales / CRM / Online
Channel Development / Marketing / Startups
Presentations / Budgets

An individual and team-leading top producer, I
have increased sales, profits and shareholder
value in startup, flat and turnaround
situations. By creating solutions to customer
and market needs, I have increased share,
improved territory performance and established
long-term and profitable client relationships.
With an ability to quickly grasp new business
situations, I can immediately improve sales team
performance and provide top-line results by:

* Designing unique approaches and strategies to
grow sales

* Establishing strong relationships to acquire
and retain key accounts

* Aligning solutions with customer expectations
to deliver value

* Recruiting, training and motivating high-
performance sales teams

* Understanding markets, customers and
competition and responding accordingly

The key to my success is seeing the big picture
while still focusing on monthly and quarterly
results. I earned an MS in Business Management
from Aurora University, and a BS in Liberal Arts
from the University of Iowa.


Redirected sales efforts, boosting revenues
$36M. Random House had level sales due to lack
of upcoming new titles. Formed and managed
focused sales team to market, promote, wholesale
and sell backlist titles for increased customer
exposure and sales. Offered more promotions,
discounts and incentives. Increased backlist
sales 9%.

Tripled sales and reduced turnover 75%.
CreditRiskMonitor faced declining sales and high
sales rep turnover. Directed and trained sales
to feature value selling against the
competition. Restructured recruiting to be more
selective process and enhanced training,
reducing turnover from 80% to 20%. Grew sales
from $700K to $2.1M.

Doubled annual sales with targeted distributor
program. Random House territory sales for kid's
books were below goal. Created and sold holiday
mixed-product floor displays to be distributed
through wholesale account into grocery store
chains. Wholesaler placed 600 floor displays in
Kroger and Jewel grocery stores throughout

Reorganized Random House sales team in changing
marketplace. Big Box retailers were becoming
dominant as smaller book store chains were going
out of business. Reduced and refocused field
sales to cover only major accounts. Created
telesales department to call on remaining
customers. Increased sales and satisfaction

Increased sales 14%, adding 250 accounts. Koen
sales were stagnant. Restructured incentives,
developed new sales program and revitalized
marketing. Directed sales efforts into
alternative markets and driving repeat business.
Expanded call-outs into stores. Developed
targeted sales sheets. Grew annual sales $7M.

Built startup sales to $1.2M annually.
BookStream had no buying, marketing or sales
department. Recruited, hired and trained all new
staff. Developed, implemented and managed
procedures for all functions. Called on previous
contacts to get company on preferred vendor
lists. Within first year, sales were at $100K
per month.


VP Sales, CreditRiskMonitor, 2007-2010.
Recruited, trained and managed new sales
development team of 27 at this on-line financial
publisher. Acquired hundreds of new subscribers.
Responsible for $1.2M budget.

VP Sales, BookStream, 2005-2007. Managed sales,
marketing, buying and customer/publisher
relationships for startup regional book
wholesaler. Developed hundreds of accounts,
reaching gross sales of $100K per month.

Sales and Marketing Director, Koen Book
Distributors, 2003-2005. Developed and increased
sales in existing accounts and new sales
channels. Grew two-year sales 11% and 14%,
adding 250 new prospects to account base.

VP Trade Sales, Random House Publishing, 1992-
2003. Led field and telephone group sales to
independents, chains and mass accounts. Directed
sales groups and divisions, frontlist and
backlist sales programs. Increased development
and use of sales analysis tools and customer
relationship building initiatives. Managed $4.2M
budget. Previously, rose up the ranks from Sales
Rep to Regional Manager to Sales Manager.

Personal Interests: Skiing, reading and

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