Sales Real Estate
Resume:
STEPHEN J. CORCORAN
** ******** ***, ********, ** 02093
***********@*****.***
Objective
Sales leadership position with a company seeking a proven sales professional and leader with world class
ability to build relationships, communicate value and inspire staff, peers and senior management.
Background Summary
Over fourteen years of sales and sales management experience, primarily in multi-media and
technology products and services as both a Hunter and Farmer.
Top sales producer 2000, 2001, 2006 and 2007 (20% over goal for calendar year)
Managed individual book of business $15MM plus in 2005
Managed a sales team of multi-media Account Executives with 12 month goal of $16MM in 2009
Excel in cultivating and managing long-term client relationships by understanding needs, delivering
customized solutions and providing value, while always driving revenue to meet goals
Experience
Listingbook LLC, Greensboro, NC, (August 2009 – March 2010)
A leading national online client servicing system that connects real estate agents and their clients through an
integrated platform of client management, sales productivity and direct marketing tools
Regional Sales Director, Massachusetts
• Developed relationships with leading Residential Real Estate Brokers, Agents and Associations
• Investigated and uncovered client needs and matched them with Listingbook web-based services
• Presented the value of Listingbook marketing tools and programs to clients in office meetings
and trade show environments
• Maximized sales growth with new clients and up-selling existing clients
• Managed and educated Listingbook Field Training Coordinators (FTCs) who articulated the
Listingbook value proposition in smaller group and one on one settings
• Worked with Listingbook Corporate to develop system enhancements with the goal of making
Listingbook the market leading real estate client servicing platform in Massachusetts
Boston Globe Media, Boston, MA, (December 1990 – July 2009)
The leading news and marketing resource in New England with a suite of award winning products including
The Boston Globe Newspaper, Boston.com, niche magazines, direct mail and career fairs, providing
advertisers with the market leading tools to cost-effectively target their desired audience
Divisional Sales Manager-Outside Real Estate Sales, (2007–2009)
• Developed and managed relationships with customers and business partners in the local and
regional real estate market
• Was the face of Boston Globe Media (BGM) at real estate industry events and conferences
• Developed and managed sales strategies to meet both event and day to day business goals
• Developed, implemented and managed sales goals for 8 Account Executives (AEs)
• Managed sales performance and activities through company KPIs (Key Performance Indicators)
• Worked with AEs to uncover client needs and budgets in order to develop customized marketing
solutions
• Presented both customized client solutions, as well as the BGM mission and product portfolio to
individuals and groups (up to 150+ real estate professionals)
• Worked closely with BGM Sales Development to create and launch new print and online
products and strategies
• Managed a team of 5 Client Service Representatives who provided customer service to all real
estate customers, both print and online
Outside Advertising Sales Supervisor-Education & Recruitment Category, (2005–2007)
• The Outside Advertising Sales Supervisor position was a pilot program created for me, providing
an opportunity to both manage AEs, and allow me to continue working a high level book of business.
Since 2007, 6 additional AEs have earned the promotion to Sales Supervisor.
• Responsible for managing 2 Outside Sales AEs in the Continuing Education Category
o Worked with AEs to develop customized, multi-media solutions
o Made sales calls with AEs to uncover customer needs and present solutions
o Managed category goal attainment
o Strategized with Business Development to develop and implement new revenue
generating products
• Managed a book of Recruitment focused sales business.
o Worked with senior human resource representatives at top local and national companies,
as well as recruitment ad agency representatives to uncover company staffing needs and
develop/implement advertising solutions to meet staffing needs
o Developed strategies to brand customers as employers of choice in the Boston market
o Presented customized solutions and BGM product portfolio to both individuals as well
as groups at both companies and ad agencies
o Consistently met and exceeded sales goals, top performer in 2006 & 2007
Outside Advertising Sales Account Executive-Recruitment Category, (1997–2005)
• Worked with local and national advertising agencies and companies to develop strategies to land
top-level candidates for hire while simultaneously branding companies as industry leaders in the
Boston market
• Developed relationships with senior HR decision makers to uncover needs and budgets
• Responsible for selling multi-media advertising solutions that consisted of print, online, career
fair events, niche publications and direct mail
• Performed sales presentations on a daily basis to both advertising agencies and direct customers
• Responsible for managing and growing advertising agency revenue in excess of $15MM in 2005
• Consistently met and exceeded sales goals in an extremely competitive market
• Key customers – Raytheon, TD Banknorth, Harvard University, TJX Cos., Children’s Hospital,
Beth Israel Deaconess Medical Center, The Home Depot, Novartis, Millennium Pharmaceuticals, J.
Walter Thompson Specialized Communications
Accounting Department-Accounts Receivable, Billing Coordinator, Credit Collections,
Contract Specialist, (1990–1997)
• Worked various positions in the Boston Globe accounting department in support of, and in
conjunction with the advertising sales department
Education
Stonehill College, North Easton, MA
Bachelor of Arts in 1990
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