Brian Christopher Louie

www.linkedin.com/in/brianlouie Walnut Creek, CA 415-***-**** acg9b5@r.postjobfree.com

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Summary of Qualifications

Vice President of Sales & Business Development with 13 years of sales experience and over 9 years of sales

management experience in the online advertising industry. Expertise includes leading, developing, and motivating

sales talent to drive revenue. History of creating winning cultures by encouraging strong work ethics, avoiding

negative distractions, embracing change, being accountable, creating loyalty, and understanding that success is a

repeatable process.

Professional Experience

Work4 Labs (San Francisco, CA) January 2014 to Present

Advisor

Work4 Labs (San Francisco, CA) June 2011 to January 2014

Vice President of Sales & Business Development

Job Duties:

Lead entire Sales, Account Management, and Sales Operations organization of 30 employees to dominate the

emerging social recruiting market

Determine overall company sales strategy to meet and exceed aggressive MoM and YoY growth targets

Responsible for educating prospects and customers on talent acquisition opportunities via social networks,

and selling Facebook recruiting solutions that include subscription and advertising based products

Create structure and processes for all Sales functions at a maturing startup

Structure, negotiate, and execute strategic partnerships with leading Human Resource Technology providers

Selected Achievements:

● Hired and trained an Inside Sales team within the first 6 months of employment to penetrate the SMB market

● Hired and trained an Enterprise Sales team within the second 6 months of employment to penetrate the

Fortune 1000

● Increased bookings 355% YoY

● Negotiated partnerships with #1 industry leaders in the applicant tracking system and job distributor

businesses

YAHOO! HotJobs & Monster Worldwide (Sunnyvale, CA) January 2009 to June 2011

Director of Sales Strategy, Programs & Projects

Job Duties:

Manage and influence company-wide sales initiatives to increase productivity levels, drive revenue, and

uncover growth opportunities (ie. sales incentive programs, geographic territory alignment and deployment

programs, industry vertical penetration programs)

Establish quarterly sales quotas by district, region, & role

Manage company budgets (T&E, Headcount, Commissions, Education & Consulting, & Company Function);

determine the needs of the business to make a case for investment or cost savings

Provide visibility and transparency to action items across all function leads (Human Resources, Legal, Finance,

Marketing, Product, Sales, Sales Operations, & Customer Service) and ensure completion

Manage the flow of information and messaging between the General Manager and all direct reports

Advise the General Manager on business issues and resolutions

Selected Achievements:

● Served as a key contributor in sale of HotJobs to Monster Worldwide

● Successfully transitioned and integrated the HotJobs sales organization into the Monster Worldwide sales

organization

YAHOO! HotJobs (San Francisco, CA) April 2008 to January 2009

Director of Sales

Job Duties:

Lead 3 Sales Managers and 30 outbound Key Account Executives

Responsible for a $14.4M annual quota ($6.9M new business, $7.5M existing business)

Provided strategic direction to increase market share of the recruitment advertising industry

Oversaw the penetration of mid-market accounts headquartered in the West (companies of 1,000 employees

to Fortune 1000; online recruitment budgets of $20K to $200K)

Collaborated with Marketing, Product, and Finance to define external messaging, contribute product

innovation ideas, and structure pricing models

Selected Achievements:

● Segmented the sales force by key industry verticals to accelerate the penetration of high potential markets

● Created a methodology that estimated competitor spend to identify high potential new business and existing

growth opportunities

● Conducted an analysis of productivity metrics and conversation rates per Sales Representative to establish

new productivity expectation levels adjusted to the current economic climate

YAHOO! HotJobs (San Francisco, CA) September 2004 to April 2008

District Sales Manager

Job Duties:

Developed, coached, and motivated a team of 10 outbound Sales Representatives, consisting of Account

Coordinators, New Business Account Executives, Renewal Account Executives, and remote Key Account

Executives

Responsible for a $5M annual quota ($2.5M new business, $2.5M existing business)

Recruited, hired, retained, and promoted sales talent

Created sales training programs to increase media revenue

Managed productivity levels to encourage individual over-performance

Selected Achievements:

● 9 consecutive quarters at quota (11 out of 14 total quarters at quota)

● 2004: Q4 – 137%

● 2005 (123%): Q1 – 110%, Q2 – 121%, Q3 – 119%, Q4 – 148%

● 2006 (119%): Q1 – 114%, Q2 – 131%, Q3 – 114%, Q4 – 118%

● 2007 (100%): Q1 – 89%, Q2 – 107%, Q3 – 109%, Q4 – 92%

● 2008: Q1 – 97%

● 7 time President’s Club qualifier (semi-annual sales incentive trip for top 5% of sales force)

● 2006 Top District Sales Manager Award (out of 24 Sales Managers)

● Member of the Yahoo! Media Leadership Team responsible for developing the training program to sell Yahoo!

Search Marketing (CPC) and Yahoo! Network Display Advertising solutions (CPM); individual contribution

directly resulted in new revenue stream of $2.2M (11% growth) for Western Region in 2007

YAHOO! HotJobs (San Francisco, CA) January 2004 to September 2004

Key Account Executive

Job Duties:

Generated new business with high profile employment agencies via consultative, solution, and value based

selling; retained and grew existing employment agency accounts

Crafted presentations and proposals presented both inside and outside

Sold listings, sponsorships, display advertising, and search marketing products

Sold to Owners, Presidents, CEOs, and VP of Marketing

Selected Achievements:

● Served as the pioneer of the Key Account Executive role and defined best practices associated with time

management and book of business management

● Negotiated Master Service Agreements with two of the largest franchised employment agency organizations

● Closed one of the largest healthcare employment agencies

● First to sell HotJobs media solutions to an employment agency including Targeted Email Campaign and

HotJobs Display Advertising

YAHOO! HotJobs (San Francisco, CA) March 2001 to January 2004

New Business Account Executive

Job Duties:

Generated new business via prospecting, cold calling, qualifying, overcoming objections, negotiating, and

closing

Sold to VP of Human Resources, Director of Human Resources, Hiring Managers, and Recruiters

Selected Achievements:

● 2 time President’s Club qualifier

● Established a healthcare specific strategy to penetrate an untapped industry during the technology and

dot.com slowdown which grew healthcare revenue, listings, and job seekers

● Awarded Employee of the Month in November 2001 as a result of conducting a healthcare specific sales

training to the San Francisco office and creating an educational “Introduction to Internet Recruiting Webinar”

for prospective healthcare clients

● Promoted to Senior New Business Account Executive in August 2003 after becoming the #1 new business

revenue producer in the second half of 2002 and first half of 2003

Education

University of California, Irvine (1996-2000)

● B.A., International Studies

● Minor, Management

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