Sales Project Manager

MICHAEL GRIFFITH

Bakersfield, California *****

***/***-**** ? *************@*****.***

SALES / MARKETING MANAGEMENT

Confident, highly motivated and success-driven sales management

professional, with the proven ability to expand customer base and exceed

established sales goals. Demonstrate initiative in identifying and pursuing

business opportunities. Collaborative sales leader with motivational

management style and excellent people development skills. Accomplished at

directing cross-functional teams, and managing a sales force to optimize

company's strategy and focus.

Strategic Planning ? Change Management ? Process Improvement ?

Policy Development

Consulting ? Business Development ? Account / Territory

Management ? Client Relations

Market Analysis ? Needs Assessment ? Sales Forecasting ? Sales

Cycle Management

Negotiations ? Proposals / Presentations ? Product Marketing ?

Project Management

Team Leadership / Motivation ? Recruiting / Training / Development

? Workforce Planning

Budgeting ? Cost/Benefit Analysis ? Expense Control ? Process

Improvement

Ecommerce ? Internet Marketing ? Social Media ? Vendor

Relations

PROFESSIONAL EXPERIENCE

THE BAKERSFIELD CALIFORNIAN, Bakersfield, California ? 09/2008 - 05/2011

Circulation Sales & Marketing Manager

Manage 18-member circulation staff, including Customer Service, Retention,

Circulation, and Kiosk Sales Departments. Direct all outside independent

contractors, including Door-To-Door, Kiosk and Telemarketing Sales. Create

and implement all promotions related to the sale of home delivery, e-

Edition subscriptions, and single copy sales. Create and implement three

department budgets totaling $1.15 million annually. Address escalated

consumer issues.

Achievements:

. Began managing Customer Service Department in December of 2009,

improving abandonment rate from an average of 5.14%/month to

2.63%/month in 2010 (goal is 4% or less). Also expanded monthly saves

from 30/month average in 2009 to 80/month in 2010.

. Consistently over-achieved sales volume goal of 875 points/week

for in-house Kiosk Team. Averaged 117% of goal achievement each monthly

period for the year ending 2010.

. Led Independent Contractors (includes door-to-door, Kiosk and

telemarketing) to achieve 177% of weekly sales goals in 2010.

. Project Manager for the revamping of e-Edition. Collaborated

with vendors on building new website, developing billing and reporting

database, and administering website. Conducted all sales, customer

service, product knowledge and technical support training for new e-

Edition. Created new direct mail, e-blast promotions, and marketing

materials for sales teams. After re-launch in August 2010, online

subscribers increased from 400 to 3,000+.

. Redesigned and implemented demographically targeted and

strategic direct mass mail approach, increased results from a return of

less than 1% in 2008 to an average of 5% return in 2009 and 2010.

TIME WARNER CABLE OF SOUTHERN CALIFORNIA, El Segundo, California ? 06/2003

- 09/2008

(Formerly Comcast)

Direct Sales Supervisor

Managed 16 door-to-door direct sales representatives and two door-to-door

direct sales outside contractor companies. Provided lead generation, sales

tracking, and invoicing/payroll for direct sales team and assigned

contractors. Conducted product knowledge and sales training of new and

existing direct sales representatives.

MICHAEL GRIFFITH

? Page 2 ?

*************@*****.***

TIME WARNER CABLE OF SOUTHERN CALIFORNIA (Continued)

Achievements:

. Project manager for the creation and implementation of the

direct sales instant install program. Need for program arose from poor

installation completion rates of 65%. Within two months of program

implementation, overall install completion rate improved to 85%, and

also increased overall customer satisfaction. From start to

implementation, project took three months to complete, and required

coordinating with various departments, including operations (warehouse,

quality assurance and dispatch), IT and customer service. Managed all

day-to-day operations of project post launch.

. Designated Southern California liaison for the piloting and

implementation of the S-3 (Sell, Satisfy, Succeed) Direct Sales Training

Program. Once introduced into the Los Angeles region, program yielded a

20% average increase in sales production from the prior year.

. Second Quarter 2005 Individual Winner for Comcast of Southern

California Quarterly Recognition Program. Award given for biggest impact

in terms of revenue growth for the quarter.

. Named Southern California liaison for both national

compensation and national recruiting task forces at 2004 and 2005 Direct

Sales Summits in Philadelphia, PA

. Received Time Warner Cables Winners' Circle Coaching Excellence

Awards in both Q1 and Q2 in 2008.

COVERALL OF MID-STATE CALIFORNIA, Bakersfield, California 12/2002 -

06/2003

Marketing Consultant

Prospected new business, conducted business-to-business sales, and managed

operations activities of franchise owners located throughout Kern County

territory. Trained marketing consultants from other regions on sales

techniques and product knowledge.

Achievements:

. Created custom solution for 5-story business center; secured business

from local competitor and achieved "Consultant of the Month" for May

2003.

COX COMMUNICATIONS, Las Vegas, Nevada ? 12/2002 - 06/2003

Account Executive

Managed and developed Las Vegas and Henderson, Nevada a territory by

establishing relationships with various corporate housing, multiple

dwelling unit development companies, real estate professionals and

apartment managers to generate leads and increase residential subscriber

penetration. Created offers and sales materials to maximize sales

potential.

Achievements:

. Ranked number 3 out of 22 account executives for year ending

2001 in terms of overall sales.

. Achieved highest market penetration in new development for year

ending 2001 and first quarter 2002 among all account executives.

. Ranked number 2 among all account executives for highest HSI

(high-speed internet) sell-in for 2001.

. Ranked number 1 for premium channel sell-in among all account

executives for year ending 2001.

EDUCATION

Masters Degree, Business Administration (MBA)

University of Phoenix-Las Vegas

Bachelor of Science, Business Administration / Marketing

California State University-Bakersfield

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