Sales Manager

John T. Hearns

**** *** ***** ***** . ********* HEIGHTS, OH 44147 .

216-***-**** (C) . 440-***-**** (H) .

abkfr5@r.postjobfree.com

CAREER SUMMARY

Self-motivated, marketing professional with a strong, diverse

background. Demonstrated experience in leading teams involving

product, analytics, reporting, research, field marketing and Pay-for-

Performance. Particularly effective in overseeing cross-functional

projects, including the development of significant cost saving

initiatives. Strengths include detailed analysis, project management

and strategic planning.

EXPERIENCE

BERRY - Hudson, OH

(2000 - 2010)

Formerly known as Local Insight Media/Windstream Yellow Pages/Alltel

Publishing

A local leads provider for print/Internet Yellow Pages, web sites,

video and local search for over 900 markets nationwide.

Sr. Marketing Manager - Product Optimization (2009 - 2010)

Led a team in managing products to maximize both revenue and cost

savings opportunities.

.Tracked results of over $40M in digital/print product sales to

identify key trends and opportunities.

.Analyzed over 100K calls each month for a Pay-for-Performance

program (P4P) to learn how its success is affected by

seasonality, market timing, incentive programs, customer

segmentation and business rules.

.Researched effect of the P4P program on company's overall non-

pay and customer adjustment percentages.

.Developed new print/digital bundles for limited inventory

products.

.Enhanced current products, after assessing opportunities and

completing research, to help the sales effort.

.Standardized the pricing strategy for limited inventory

products to eliminate the need for re-pricing requests.

.Cut time and resources needed for managing products by 50%

after streamlining and transitioning processes.

Sr. Marketing Manager - Analytics & Reporting (2008 - 2009)

Promoted to lead a team of Marketing Managers in providing detailed

analyses and ensuring the reporting needs of the company were met.

.Led cross-functional "Go Green" team in creating company-wide

eco-friendly policies designed to save $400K.

.Coordinated the "Trusted Advisor" initiative to identify ways

to improve customer satisfaction.

.Analyzed the estimated value of a competitor's markets for

possible acquisition totaling $3.2B.

.Devised "flow-thru" formulas to determine true incremental

growth of new product sales.

.Oversaw the creation of tracking reports measuring pace

calculations for products with goals of $12M.

.Directed Field Marketing Managers responsible for markets

totaling $200M+ during 6 month transition period.

Marketing Manager - Research (2006 - 2008)

Managed a team of Research Analysts, along with a $700K research

budget, while continuing to fulfill previous responsibilities for

the Expansion Markets.

.Identified cost saving initiatives, ultimately creating a plan

to reduce company expenses by $440K.

.Upgraded Call Tracking Program with better pricing and

inclusion of ROI worksheets for customers.

.Streamlined customer usage studies, greatly increasing their

number while maintaining the same cost.

.Headed two planning committees (Branding and Directory

Processes) for company merger.

.Researched cost and opportunities for introducing new products

(companion directories and card decks).

Area Marketing Manager - Expansion Markets, New Growth (2004 -

2006)

Promoted to supervise a team of Marketing Analysts in identifying

potential new markets to introduce ALLTEL phone directories.

.Analyzed over 150 potential cities in order to determine best

opportunities for market entry.

.Generated business proposals, along with the marketing and

sales plans, for selected markets.

.Created new products and pricing strategies in order to

differentiate the new ALLTEL books from competitors.

.Arranged advertising and promotions to effectively enter

markets against established competing directories.

.Established deadlines and tracked progress of project phases to

ensure an effective product launch.

.Provided direction and guidance to other internal departments

to successfully implement new directories.

John T. Hearns

Page 2

AREA MARKETING MANAGER - EXISTING MARKETS, SOUTHERN TERRITORIES

(2003 - 2004)

Promoted to manage a Field Marketing team responsible for 160

existing accounts in 9 states worth $70M in revenue.

.Directed the market planning process, ensuring timely and

accurate preparation of market analysis, objective/strategy

development, tactical plans and follow-up to meet corporate

goals and revenue objectives.

.Assisted executive staff in the preparation of new and renewal

contract proposals.

.Prepared and conducted presentations of market and sales plans,

proposals and performance reports to

customers, executive leadership and sales force.

Senior Area Marketing Analyst (2002 - 2003)

Promoted to coordinate the creation and development of a new Yellow

Pages for an Alaskan telephone company, resulting in gross revenues

of over $2M.

.Built and implemented strategic marketing plans to maximize

sales opportunities and minimize production costs.

.Evaluated the progress of sales results and executed

contingency plans to ensure goals were met.

.Customized and implemented new discount programs for specific

market conditions.

AREA MARKETING ANALYST (2000 - 2002)

Developed and implemented marketing/sales plans that resulted in

increased revenues and improved market position.

.Compiled and analyzed market, production and financial data.

.Conducted presentations of market and sales plans to the sales

force for canvass kickoffs.

.Resolved issues by serving as a liaison between production

staff, sales divisions and Telco customers.

ADDITIONAL RELEVANT EXPERIENCE

THE BERNIE KOSAR OFFICE - Cleveland, OH

An office run by Andrew Noch & Associates, overseeing the Bernie Kosar

Greeting Card Company and charitable

events involving Bernie Kosar.

Marketing & Events Coordinator

Served as a marketing manager/sales rep for the Bernie Kosar

Greeting Card Company, and tournament. coordinator for the Bernie

Kosar Charity Classic presented by the Cleveland Browns.

CLEVELAND GRAND PRIX CHARITIES, INC. - Cleveland, OH

The charitable arm of the Cleveland Grand Prix, run by IMG

Motorsports, which raised over $1M for local charities.

Manager of Special Events

Facilitated the planning and implementation of six charitable

events scheduled around the Cleveland Grand Prix.

GATEWAY ECONOMIC DEVELOP. CORP. OF GREATER CLEVELAND - Cleveland, OH

A $425 million project involving the building of Jacob's Field (Cleveland

Indians) and Gund Arena (Cavaliers).

Compliance Assistant

Monitored Equal Employment Opportunity and prevailing wage

compliance for the construction workers hired.

EDUCATION

MA, Sports Administration, Kent State University - Kent, OH

BA, Cum Laude, The University of Notre Dame - South Bend, IN

Double Major: Arts and Letters Program for Administrators (Business) /

Government & International Relations

CERTIFICATIONS: Google AdWords, Sales Representative & Account

Manager, 2009

SEO/SEM - Cleveland State University, 2010

Google Analytics - University of Akron, ongoing

COMMUNITY INVOLVEMENT

AUTISM SOCIETY OF GREATER CLEVELAND, Treasurer & Board Member

- Brecksville, 2007 - present

SAINTS PETER & PAUL PARISH, Finance Council Member - Garfield

Heights, 2002 - present

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