Account Executive Sales

Katherine Hatcher

Relocating to Los Angeles, CA, Fall 2011.

Alexandria, VA 22306 Telephone: 202-***-**** E mail: ***********@*******.***

Professional Summary

Professional Sales Consultant and Managing Director with a dynamic approach in corporate partnering; a

self starter with a proactive approach to maintaining a performance driven culture with motivation.

Excellent at generating revenue and securing profitable and high margin business. Experienced in Business

Development, Team Building and Expansion, Executive Negotiations & Presentations, Strategic Market

Evaluation and Positioning, Creating and Implementing Targeted Marketing Campaigns, Managing,

Mentoring, and Training of Professional Development of Staff. Seasoned in prospecting, marketing,

promoting, and negotiating. Proven track record of increasing revenue by creating and implementing

successful marketing campaigns, and creative selling techniques while building client relationships and

mentoring staff.

Professional Experience

Henderson Legal Services, Washington, DC

Director of Business Development

2009 to Present

Top Producer, generating over 1 million dollars in revenue first full year while continuing to grow the

business with new clients and maintaining the highest profit margin.

Active Case Manager working directly with senior litigators, paralegals and litigation support professionals

across the country to advise them how to efficiently manage complex, multi jurisdictional and multi party

cases. Act as an internal liaison, working closely with calendar, production, and billing.

Certified LiveNote® Trainer, interact closely with legal professionals streamlining and managing the

deposition process to improve case management efficiency in a cost effective manner. Experienced in on

line repositories, real time and video streaming services. Active member of the legal community attending

events such as: IPLA, NACAPA, Law Journal and Young Lawyers of America meeting and events.

SPHERION The Mergis Group, Washington, DC

Practice Director of Legal Recruiting Division

2004 to 2009

Director of Legal Recruiting Practice, responsible for building the department into a revenue generating

division by successfully competing for market share from competitors within the local legal staffing

industry. Responsibilities included selling and sourcing, hiring, training, managing, and mentoring staff

while overseeing the process of full cycle recruiting for temporary, temporary to hire, direct hire

placements, and on site staffing services. Maintained a performance driven culture while conducting

performance reviews and implementing personal individual performance plans.

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Responsible for Weekly Team Building and Sales Training Meetings. Conducted branch meetings and

worked closely with corporate on systems issues and complex billing issues. Responsible for department

budgets and expense allocations while maintaining a high fill to order ratio. Collaborated with other

practice area managers on market trends by brainstorming and executing promotional ideas and event

planning. Responsible for the growth of revenue for the Washington, DC legal division including

maintaining healthy margins for the department, interfaced with the team in order to achieve and exceed

target revenue goals while meeting individual production goals while attracting new business.

Implemented business strategies design and execution, client retention and hiring, and leading the

recruiting team. Accountable for attaining consistent balance of activities defined by the Activity Metrics.

Created, formulated and executed for pay and bill rate ratios to meet or exceed pricing guidelines while

maintaining a competitive edge in the marketplace. Maintained up to date collections of aging report;

identified market trends to stay current within the local legal industry as well as created and implemented

marketing campaigns and selling techniques with limited marketing budget. Oversaw department

operations including payroll, invoicing, revenue and billing reports, client service agreements, managing

staff, coordinating events, conducting training programs and overseeing large scale staffing projects. Took

a consultative approach in providing talented legal professionals to the requirements of corporate legal

departments and mid to large size law firms resulting in repeat business.

Performance Forum 2006 winner for year over year growth consistently ranking within top ten performers

within region year after year.

Actively participated in professional organizations and events such as ACCA, IPMA, NCAPA, Paralegal

Super Conferences, and Maryland Paralegal Associations.

Lex Business Solutions, Washington, DC

Sr. Litigation Consultant

2000 to 2004

Consultant for litigation support service vendor; selling software solutions for legal document productions

to law firms and corporate legal departments. Worked closely with law firm Partners, Administrators,

Paralegals and Case Managers on high profile and confidential litigation and antitrust cases under tight

deadline constraints. Acted as single point of contact for price negotiations, critical filing deadlines and

liaison for firm's clients. Exceeded company’s projections by developing new business and successfully

growing accounts by efficiently networking, building rapport and trust through product knowledge and

detailed service.

Consistently ranked within top ten Performers company wide. Presidents Club Award 2001 billing one

million plus, as well as, named one of the top three preferred vendors for Am Law 100 firms providing

legal document management expertise. Increased revenue promoting the latest electronic services replacing

paper productions to imaging and electronic data discovery services. Inherited three non billing accounts

generating revenue per account to $150,000 annually.

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Mervis Diamond Importers, Washington, DC

Director of Insurance Replacements

1997 to 2000

Director of Insurance Replacement, liable for cultivating active jewelry claims from insurance companies

by offering competitive pricing, quality merchandise and above average service working with the insurance

company policyholders. Trained and managed staff on the process of jewelry claim transactions.

Responsible for business development focusing on insurance company executives, managers, and insurance

claim adjusters as well as for client development securing claims with competitive bidding that required

like, kind and quality of the insured items and custom pieces. Oversaw staff transactions in three locations,

ensuring complete client and customer satisfaction. Traveled outside the Washington DC area to policy

holder’s home or office offering the first on site home placements increasing the revenue the first year by

one million. Developed and increased the department by improving and updating current systems, creating

marketing material, conducting diamond education seminars and providing training on creative selling

techniques to sales representatives.

CBS RADIO

1990 –1997

WHFS, Washington, DC & Baltimore, MD

Regional Account Executive

Immediately increased new business revenue by 50%. As a new business consultant, represented a

Washington, DC based radio station selling airtime to business owners in the Baltimore, MD market.

Duties included creating and implementing marketing campaigns, writing commercials as well as

organizing promotional events all resulting in long term contracts.

WJFK, Baltimore, MD

Sr. Radio Account Executive

Increased revenue promoting controversial programs such as Howard Stern, G. Gordon Liddy, Don and

Mike, and The Greaseman. Specialized in marketing and selling talk radio and sports format for the

Baltimore Ravens. Instrumental in the designing of marketing kits, proposals, promotional letters and

contracts.

WKOC FM Norfolk, VA

Account Executive

First year of employment, received 2nd place for the most new direct business with only two months of

prior radio sales experience; doubled revenue the following year. Generated the most revenue for all

stations per sales representative company wide. Designed marketing media kits for three stations, wrote

commercials and implemented and designed promotional ideas.

WMXN Norfolk, VA

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Account Executive/Event Coordinator/Executive Assistant

Responsible for generating revenue targeting first time non radio advertisers without an account list.

Successfully generated lead contacts through newspaper, magazines, cold calls, and in person by attending

community networking events. Started as receptionist, administrative assistant and executive assistant.

Assisted General Manager on all operations of the station including, monthly and annual reports, EOE

compliance reports, traffic logs, and all day to day operations.

Education and Training

Old Dominion University/TCC Virginia Beach, VA

Media Advertising Arts

Training:

Gemological Institute of America, Course Study for Diamond Grading

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Extensive Sales Training, including Public Speaking, Negotiating and Closing, and motivational

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seminars

Good to Great Recruiting Excellence 2004, Performance Forum Training 2006

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References _____________________________________________________________________________

Available upon request

Contact this candidate