Sales Manager
Resume:
JO-ANN PELLEGRINI
*** ******* *** *********/*******
San Jose, CA 95125 Email:
*********@*****.***
PROFILE Dynamic, results-driven sales and marketing professional highly
experienced in advertising, sponsorship and events. Accomplished
in driving new business through new accounts prospecting,
establish strategic partnerships and vendor relationships to
increase revenue.
. Outstanding success in building and maintaining relationships
with key corporate decision makers, establishing large
volume, high-profit accounts with excellent levels of
retention and loyalty.
. Exceptionally well organized with a track record of improving
sales, market share and profitability in difficult, highly
competitive situations.
. Excellent verbal and written communication skills,
presentation skills and strong leadership skills.
PROFESSIONAL EXPERIENCE
PennWell Corporation, Mountain View, CA
GROUP EXHIBIT SALES MANAGER September
2009-Current
. Responsible for exhibit and sponsorship sales for 5 high tech
events globally within PennWell's Advanced Technology Group,
representing Aerospace & Defense, Optical Networking, LEDs
and Semiconductor markets.
. Sold $175,000 of new sponsorship programs in a market
experiencing one of the worst down-turns in its history.
. Work closely with senior level executives at Fortune 500
companies to build strategic sponsorship programs to
effectively meet specific objectives.
. Develop written launch plans for new event, outlining the
launch process, present launch plans to senior management and
acquired an underwriter for launch event.
. Appointed by the Group Vice President to create and sell
unique sponsorship programs for the divisions leading LEDs
event struggling with sponsorship revenue, which has resulted
in additional new business.
. Work closely with sales teams within the division on
integrated marketing programs.
IDG/InfoWorld, San Francisco, CA
BUSINESS DEVELOPMENT MANAGER, EVENTS February 2008-May
2009
. Responsible for new business development and account
management of sponsorship revenue for leading "market maker"
executive conferences.
. Developed and sold custom event programs.
. Sold conference sponsorship programs totaling $300,000 per
conference.
. Successfully acquired new business through cold calling and
networking.
. Create customized offerings and proposals to meet each
client's specific interests and objectives.
. Work closely with operations, marketing and content
development to ensure sponsorship programs are fulfilled.
San Jose Open Wheel Racing, LLC, San Jose, CA
MANAGER OF CORPORATE PARTNERSHIPS January 2006-
September 2007
. Responsible for soliciting the event as platform for large
companies to leverage its sponsorship for; brand awareness,
media exposure, customer appreciation and community
relations.
. Responsible for sponsorship revenue upwards of $2 million for
the main race, ancillary events, concerts and pre-race
promotional events.
. Developed and implemented strategy, planning and activation
of corporate partnership programs with local and regional
Fortune 1000 companies, mid-size and small business.
JO-ANN PELLEGRINI TOBEY page 2
. Increased overall sponsorship revenue and in-kind by 53% over
the previous year.
. Presented and negotiated proposals with senior level
executives on new programs and up-sold renewing sponsorships.
. Created sales presentation and sponsorship prospectus.
. Coordinated and managed on-site activities with activation
and operation team to insure fulfillment of sponsorship
programs.
. Worked closely with group tickets sales and hospitality sales
to coordinate sponsors VIP seating and hospitality suites.
CMP Media, San Francisco, CA
NATIONAL STRATEGIC ACCOUNT MANAGER October 2004-
January 2006
. Responsible for 2.5 million dollars in sales revenue.
. Developed and sold integrated marketing and sponsorship
programs to strategic target accounts.
. Increased overall sponsorship net revenue by 66% over
previous year,
. Strategically presented and positioned event and sponsorship
programs to VP and Director Level marketing executives of
Fortune 1000 companies.
SALES DIRECTOR September1999-
May 2003
. Responsible for 5 million dollars in annual sales revenue.
. Successfully grew and maintained exclusive partnerships with
the event's group key client base, including; Microsoft, IBM,
Sun Microsystems, Oracle and Hewlett Packard.
. Instrumental in launching two new successful events in 2001,
resulting in an additional million dollars in sales revenue.
. Work closely with marketing director and conference manager
to position the events' value added proposition and develop
sponsorship packages and exhibitor prospectus.
. Developed business plan for both the publication and event
regional sales managers. This includes the development of
goals, commission structure, target account list, etc.
. Managed all regional sales managers on the presentation and
sell through of Software Development Magazine and Software
Development Expo.
Pennwell Publishing, Nashua, NH
WESTERN REGIONAL SALES MANAGER April 1994-
September 1999
. Transferred from New England to build sales revenues in a
poorly performing territory.
. Accomplished major market share gains, bringing the territory
from 40% to 68% market share.
. Achieved net revenue gains to $1.2 million making the western
region the largest territory.
. Was instrumental in the development of new media kits and
sales presentation tools.
. Played an integral role in launching two international print
publications.
EASTERN REGIONAL SALES MANAGER October
1991-April 1994
. Responsible for all accounts within the New England and Mid-
Atlantic states.
. Accomplished a 35% territory growth, making it the second
largest territory.
. Attained an average of 110% of projected revenue goal on a
consistent basis.
EDUCATION & TRAINING
Westfield State University, Westfield, MA
B.A. in Fine Arts, Concentration in Graphic Design
AWARDS/ACHIEVEMENTS
1999-Recipient of "Sales Director of the Year", CMP Media
2001-Recipient of "Most Successful Group Partnership", CMP Media
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