SUMMARY:

• Results oriented, self - driven sales professional, consultative solution based sales with a history marked by consistent sales growth, account penetration and customer retention in highly competitive, complex environments. A dynamic, persuasive presenter and experienced trainer recognized for profitable and loyal business relationships built on trust and record of delivering on promises. Highly effective communicator skilled in managing all elements pre and post sales.
• Re-designed and executed author acquisition/editorial field work program for national sales force.
• Needs based sales and superior customer service reputation.
• Successful penetration of diverse markets including;, law, government, media, B2B, and intangible services.
• Managed, trained and mentored sales representatives.
• Experienced field and phone based sales in both hunter and farmer positions.
• Accurate business plans and market projections.

TECHNICAL SKILLS:

COMPUTER SKILLS: Proficient in SalesForce and proprietary CRM s, WebEx (webinars), PowerPoint, OneNote. Working knowledge of

PROFESSIONAL EXPERIENCE:

Sr.Account Executive/Manager

Confidential, Centennial, CO

Responsibilities:

• Consultative sales to librarians, Presidents, CFOs, CAOs, Directors, Digital Strategists, and Deans in higher and K-12 for customized digital library resource environment.
• Create and maintain accurate pipeline of prospects through research and professional networking in CRM (SalesForce).
• Webinars (WebEx) and live product demonstrations.
• Effective collaboration with cross-functional teams for development and product implementation.
• Execution of successful sales strategy to secure new clients.
• Understanding of library and trends to address current and or anticipated needs.
• Drive collection of competitive information and documentation.

Confidential, Denver, Colorado

Senior Sales Representative

Responsibilities:

• Drove digital internet based learning (LMS integration) and class management, custom and print solutions in higher in the Humanities and Social Sciences disciplines. ($2.5 M)
• Delivered new, renewed and expanding revenue through on-site and remote technology demonstrations and in-services ensuring a smooth transition to technology.
• Identified and initiated major cross-discipline, campus-wide opportunities in partnership with Regional Institutional Sales Director for major long-term revenue growth.
• Company leader and national sales force trainer for recruiting content/author partners, reviewers and consultants for digital and print products.
• Negotiated key college campus bookstore sales partnership programs to optimize sell-through and promotional campaigns.
• Accurate sales forecasting, budget management and CRM maintenance.
• Managed team of 4 field sales representatives in a 5 state territory ($6M) driving digital al learning solutions, SaaS for the math and science disciplines.
• Collaborated with my representatives, District Managers, Digital Solutions Coordinators, and Regional
• Specialists targeting the top opportunities in individual territories, planned time-line and closing strategies focused n new corporate digital strategy.
• Closed business and increased existing customer usage through high profile presentations for individualsCommittees, department Chairs, and key decision makers on campus and at discipline events and workshops.
• Executed post sales and support to ensure account stability and growth in partnership with my local representatives.
• Modeled and reinforced consultative selling skills for both new and experienced field representatives.

Regional Account Manager

Confidential

Responsibilities:

• Digital Aplia specialist; sales, demonstrations, & presentations for educators at all levels and my team of 22 field and inside sales representatives in 4 states. (On-site and virtually via webinars.) Drove major sales growth of web-based, interactive student learning solution across 11 higher disciplines, independently and partnering with my representatives.
• Persistent cold calling primarily from a remote home office, consistent and creative follow-up to schedule

Confidential, CO and Deerfield Beach, FL

Senior Sales/Editorial Representative

Responsibilities:

• Consistent national leader in prospecting for textbook authors and instructor resources. Top Manuscript Performer, 1999, 2000, 2002, 2004. Inducted into Manuscript Hall of Fame 2002.
• Overhauled Regional Manuscript Program through development and execution of new regional and district program. Manuscript submissions increased 30% upon implementation.
• Evaluated and recommended new sales representatives for local district.
• Trained and mentored new representatives locally and nationally as part of the National Mentor Program.
• Consistently exceeded sales goals, including back to back years as #1 for both sales and editorial results.

Confidential, Fort Lauderdale, FL

Account Manager

Responsibilities:

• Developed and supported territory for a new deluxe cruise line with worldwide itineraries penetrating a highly competitive, established Florida cruise market.
• Conducted informative, fun and persuasive sales presentations to agency management, owners, sales personnel and clientele of highly prestigious travel agencies.
• Escorted agency management and personnel on familiarization trips. Represented Confidential at local and national trade events.