Sales Account Executive

• Performed at ***% of goal for renewal accounts and 146% of goal for new accounts; overcame

former and current client objections through needs anticipation and response as well as delivery of desired

solutions during sales process. ACCOUNT EXECUTIVE … ENTERTAINMENT PUBLICATIONS, INC.

• Throughout tenure, exceeded sales objectives and consistently ranked amongst top 2% in overall

sales performance (versus 32 sales consultants locally); performance added $14,000 in revenue to new

geographic market. SENIOR ACCOUNT EXECUTIVE … HAINES PUBLISHING, INC.

• Recipient of award for outstanding performance and ability to gain confidence and satisfaction

during career agent workshop (Managing the Growing and Profitable Agency); maintained discussion

focus through effective probing questions to foster discovery in participants. SENIOR MARKET RESEARCH ANALYST …

NATIONWIDE INSURANCE COMPANY

• Delivered training to clients on use of new $10,000-$25,000 turn-key systems consisting of 3-year

preschool and school age curriculum package, software programs and computer hardware systems;

created proposals exceeding $100,000 in sales. NATIONAL SALES MANAGER … ED-TECH INTERNATIONAL

• Elevated student enrollment 15% through effective interpersonal skills with children, teachers and

center directors as well as using innovative methods to encourage student involvement; facilitated

student productivity through motivational techniques, hands-on learning through exploration, effective behavior

management and creative teaching methods. COMPUTER TEACHER … COMPUTERTOTS

• Increased local chamber of commerce directory sales $31,000 (included capture of 2 new premium

positions and numerous sizeable revenue increases for existing clients); performance facilitated by

relationships with key decision makers while simultaneously implementing effective integrated advertising

strategies and solutions facilitating market penetration, business growth and profitability. ACCOUNT EXECUTIVE …

PERFORMANCE PUBLISHING GROUP, INC.

• Secured 80% increase in revenue and delivered 110% of goal for renewal accounts through rapport built

with clients and delivery of effective consultative presentations; also effectively administered entire sales lifecycle

including rate negotiations, ad design and customer service. ACCOUNT EXECUTIVE … YELLOWBOOK USA

• Recognized with award for streamlining bank statement validation process resulting in reduction of

labor costs exceeding 35%; delivered exceptional speed and accuracy of daily release of over 4 million bank

card statements. CUSTOMER RELATIONS MANAGER … BANC ONE

ENTERTAINMENT PUBLICATIONS, INC. … Troy, Michigan 2006 to 2008

Industry leader in consumer savings and merchant promotions; best known for popular Entertainment book and

industry leading savings website entertainment.com. Generates more than $2 million annually with operations

supported by 410 employees.

Account Executive

Orchestrated and carried out all facets of business development securing promotional commitments in

print and online products; visited local merchants, conducted mailing campaigns, delivered sales

presentations, developed marketing communications and promotions, coordinated copy and artwork, negotiated

MISTY DOTY Résumé Page 2

and closed contracts, collaborated with corporate staff on book content, sold books to merchant employee base,

and resolved account issues. Territory comprised Columbus and surrounding areas.

• Within 2nd year of tenure, generated $426,000 in paid advertising and during 3 rd year, secured 82% of

goal for merchant advertising signs in highly competitive market; initial year, promotions performed at

90% of goal for tier 1 target, 210% of goal for tier 2 targets and 146% of goal for new targets; book sales

achieved 121% of goal.

• Captured local paid advertisements (first time in 40 years of business) through effective presentation of

benefits of maintaining brand recognition and customer retention for new sales; secured A-rated businesses

with notable local names including Tony’s Ristorante, Caskey Cleaners, Rave Theatres, Hoggy’s, Spageddies,

Old Bag of Nails, and Donatos.

• Landed Columbus Zoo and Zoombezi Bay Water Park, #1 desired merchant, from Fundraising division.

• Developed relationship with national account (Gameworks) after successfully overcoming

objections over previous experience with company; prepared proposal for over 18 books nationwide.

• Recognized for performance and dispatched to Louisville, Kentucky to increase territory sales.

PERFORMANCE PUBLISHING GROUP. INC. … El Segundo, California 2005 to 2006

National publisher of high-quality chamber of commerce publications; provides magazine style directories and

community maps in 18 US states. Generates $2.3 million with operations supported by more than 35 employees.

Account Executive

Coordinated sales of advertising chamber directories and city maps throughout Upper Arlington, Ohio

(distribution of 13,000 directories) and Herndon/Dulles, Texas territories; cold called and conducted site

visits to prospective and current accounts, presented advertising options and pricing, managed documentation,

artwork, payments and expenses, and maintained relationships with chambers, businesses and advertisers.

• Secured business with notable clients including Upper Arlington Schools, Upper Arlington Public Library,

J.S. Brown & Company, Schoedinger Funeral, National City Bank and Dr. William Hooper, DDS; also

secured business with real estate clients and negotiated advertising increase with real estate agency.

• Sold $20,000 into Upper Arlington directory, negotiated advertising increase with Keller Williams

Classic Properties and secured new premium cover ad with Upper Arlington Company of Realtors.

YELLOWBOOK, USA … Westerville, Ohio 2004 to 2005

Independent publisher of print and online directories nationwide; employs over 8,000 staff and generates annual

revenues of $4,223 million.

Account Executive

Circulated Columbus, Ohio market promoting publication and Internet advertising; initiated and maintained

contact with new and existing accounts, prepared and presented competitive analysis and ROI, maintained

account copy and artwork, managed territory expense documentation, and provided follow up service exceeding

expectations. Also assisted with training of new employees on sales procedures.

• Successfully sold $67,000 in sales amidst $56,000 goal; landed business with accounts including Darst

Plumbing & Repair, Polo Tan Inc, Computer Specialists, Pet Butler Pet Waste, Distinctive Truck Company,

Proline Hidden Fence, and Top Hat Chimney Service; secured business from largest competitor by

convincing Darst Heating and Plumbing to increase advertising presence in publication.

HAINES PUBLISHING, INC. … Canton, Ohio 2000 to 2004

Nation’s largest independent publisher of cross-reference directories (including Criss+Cross directories, direct mail

services, fund-raising services, real estate data and telephone directories; operations carried out by 500 staff;

generates $58 million annually.

Senior Account Executive

Conducted business to business sales (with new prospects and current accounts) promoting publication

and Internet advertising throughout 8 Ohio counties; oversaw 6 sales representatives through development

of Worthington market; also contributed to development of Dublin/Hilliard market.

• Sales exceeded goals in vast majority of counties: Delaware County - 2003 goal of $65,000, sold

$67,000; 2004 goal of $76,000, sold $94,000; Marion County - 2000 goal of $26,000, sold $34,000; Pickaway

County - 2001 – goal of $20,000, sold $24,000; 2003 goal of $30,000, sold $38,000; 2004 goal of $46,000,

sold $57,000; Dublin/Hilliard - 2001 goal of $21,000, sold $28,000 ($14,000 new business); 2002 goal of

MISTY DOTY Résumé Page 3

$30,000, sold $32,000; Worthington - 2004 goal of $29,000, sold $28,000; Licking County – 2004 goal of

$76,000, sold $94,000; Tri County - 2000 goal of $24,000, sold $29,000.

• Recipient of awards including Pickaway Book Honor for achieving 115% of quota (2004); $50K Award for

selling over $50,000 revenue in Delaware County market (2002); team leader award for offering assistance

as needed as well as leading sales team to continued success in Pickaway County market (2001).

• Major accounts included Original Mattress Factory, All American Sanitation, Jack Siebert Goldsmith

Jeweler, Invisible Fence, M & R Roofing, Guardian Lock & Key, Varment Guard, Worthington Electric

Company, ML Heating and Air Conditioning, and Delaware General Health District.

COMPUTERTOTS … Galloway, Ohio 1997 to 2000

International franchise network providing computer classes and technology to child care centers, schools,

recreation and community centers; operates more than 3,000 locations and generates over $10 million in revenue;

Goal focuses on assisting children discover technology through exploration, by building academic readiness in

language arts, math, science, art and music.

Computer Education Teacher

Delivered full curricula through motivational, facilitative and demonstrative teaching style to children

ages 3 and up; operated throughout 10 different child care centers and schools in 30-minute weekly classes with

3-4 students per class.

Previewed software and curriculum, prepared activities and enhancements, recorded enrollment and payments,

created and distributed marketing flyers, and maintained communications with teachers, directors and parents;

provided student progression reports and invited parents into classroom observation sessions; assisted with fire

drills, equipment issues and scheduling conflicts.

• Increased class enrollment 15% and consistently received positive reviews by students and

parents; reviews ultimately served as motivator and improved leadership through increased confidence.

• Contained classroom behavior through positive behavior management techniques; also acted as

mediator in facilitating open communications and ensured safe environment as children resolved issues.

• Enhanced learning environment through use of various creative strategies including props (trademark

puppet), music (use of tambourine and mascot song), puzzles and personally dressing as character used in

software program.

EARLY CAREER HISTORY

BANK ONE … Westerville, Ohio

Research/Customer Relations Manager, Customer Response Center Supervisor

ED-TECH INTERNATIONAL LIMITED … Dublin, Ohio

National Sales Manager

BARBARA REIMAN, CPA … Columbus, Ohio

Marketing/Computer Consultant

NATIONWIDE INSURANCE, CO. … Columbus, Ohio

Senior Market Research Analyst/Market Research Analyst

THE OHIO STATE UNIVERSITY … Columbus, Ohio

Bachelor of Arts – Computer and Information Science (Honors Program)

American Management Association (AMA) - Fundamentals of Marketing

Toastmasters International – Communication and Leadership

Sprint Telecommunications – Extraordinary Supervisor Skills

MISTY DOTY Résumé Page 4

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