Manager Sales

Frank A. Totaro

* ********** ***** **********@*****.*** (H) 908-***-****

Warren, NJ 07059 (C) 908-***-****

SENIOR FINANCIAL EXECUTIVE

Functioning as a Division Controller/CFO

Extensive experience balancing business needs with financial objectives. Proven track record of adding value to

organizations through improved systems/processes, operational efficiencies/metrics, and strategic annual and

long-term planning. Recognized as a strong manager, creative problem solver, team player and effective

negotiator. Other key strengths include:

Business Development & Analysis Visionary Leadership

Annual Budgeting & Strategic Planning Systems & Process Improvement

Acquisitions/Reorganizations Contracts Negotiations

Financial Reporting & Analysis Staffing & Compensation Planning

PROFESSIONAL EXPERIENCE:

SIMON & SCHUSTER PUBLISHING, New York, NY 1989-2009

Children’s Publishing Division (1994-2009)

Vice President, Deputy Publisher- - Novelty and Licensed Publishing Unit (2008-2009)

Responsible for sales, marketing and supply chain decisions impacting this publishing unit. Managed a team of 2

individuals responsible for entering into and monitoring licensing agreements.

• Collaborated with the Supply Chain and Legal departments in ensuring compliance with the provisions of

the Consumer Product Safety Information Act of 2008 (CPSIA) while minimizing the financial impact of this

new legislation on the Children’s division.

• Implemented measures to administer a $2 million titled advertising budget with minimal impact on

marketing and sales promotion activities and resulting sales.

• Teamed with Production and vendors to control and reduce unit costs, resulting in improved title

profitability.

Vice President, General Manager (2001-2008)

Vice President, Business Manager (1999-2001)

Directed all financial reporting and analysis, budgeting and strategic financial planning, management of inventory

levels, sales terms and promotions, direct and indirect cost management, personnel/salary management, cash flow

and general administrative activities for this $200+ million division.

• Partnered with a senior management team in developing the strategic

plans for building the division from $125 million in annual sales in 1999 to $200+ million in 2008.

• Directed numerous reorganizations/restructurings of operations within

the division including creating new and closing down unprofitable, which resulted in a larger and more

diversified publishing business.

• Created and implemented comprehensive financial models for use by the

editorial staff in acquiring titles and licenses, which resulted in increased operational efficiencies, improved title

profitability and instilled a culture of accountability.

• Implemented key financial reporting and control measures to reduce

division operating expenses as a percentage of net sales by 15%.

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• Developed and installed various financial management processes and

practices which created standards and metrics to evaluate and measure revenue sources and P&L performances.

Resulted in enhanced performance analysis, better planning and assignments of responsibility.

• Negotiated the key financial terms for numerous long term contracts,

licenses, distribution deals and subrights deals, including a $20 million license with a major

media/entertainment company. Ensured the division’s financial interests were appropriately considered and

protected.

• Evaluated and advised on the financial and operational impacts of

numerous departmental staffing matters for this division comprised of 150+ employees, which resulted in a

more controlled use and allocation of compensation funds and personnel.

Business Manager, Financial Planning & Analysis (1996-1999)

Director, Business Operations and Planning (1994-1996)

Managed a staff of 5 responsible for performing all financial reporting and analysis, budgeting and financial

planning, direct and indirect cost management, cash flow and general administrative activities for the division.

• Performed numerous reviews of acquisition/distribution opportunities including profitability assessments,

cash flow requirements and compatibility of product lines, which contributed to the overall growth and diversity

of the division from $20 million in annual sales in 1993 to $125 million in 1999.

• Developed and implemented the division’s budget and subsequent variance analysis/management, which

resulted in better planning, enhanced tracking and control and improved accountability.

• Generated numerous profitability reviews of titles/properties, sales channels/accounts, imprints, etc.,

which resulted in enhanced acquisition practices, improved sales opportunities and better cost controls.

• Devised and implemented many processes and practices including title acquisition, operating expense

control, salary management, etc., which resulted in improved P&L performance and increased operating

efficiencies.

Corporate Controller Organization (1989-1994)

Director, Royalty Accounting and Control (1992-1994)

Directed a staff of 10 responsible for performing monthly financial closings and reporting requirements,

analysis/reconciliation of accounts, internal and external audits, author information requests, and management

reporting relating to the royalties area.

• Supported the development and implementation of a state-of-the-art royalties system

from a financial perspective, which yielded improved reporting to authors and management.

• Developed and implemented various controls/processes, work flows and

financial/management reports, which resulted in more efficient utilization of the system and personnel

resources, increased royalty data for management analysis/decision making purposes and promoted increased

cost effectiveness.

Manager, Business Unit Accounting (1989-1992)

Led a team of 20 individuals responsible for monthly general ledger closings, analytical reviews of monthly P&L

statements, analysis/reconciliation of accounts, quarterly forecasting of select balance sheet positions, internal

reporting of operating results/financial position to management, certain external reporting activities including SIC

and Census reporting, and various special projects.

• Advanced the development of the business unit accounting function,

which served as a liaison between Corporate Accounting and the numerous business units in addressing a wide

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range of accounting and operations-related issues. Resulted in enhanced P&L performance and operational

efficiencies.

• Evaluated existing accounting practices and activities on a company-

wide basis which resulted in the identification of $5 million dollars in P&L savings.

PREVIOUS EXPERIENCE:

Prior to 1989, held various audit/financial manager positions with progressive levels of experience and

responsibility at Price Waterhouse (Senior Audit Manager) and Mutual Benefit Life Insurance Co.

PROFESSIONAL AFFILIATIONS:

Certified Public Accountant, New Jersey (inactive status)

American Institute of Certified Public Accountants

New Jersey State Society of Certified Public Accountants

Children’s Book Council Finance Committee

Creative Heartwork, Inc. Nonprofit Advisory Board

EDUCATION:

B.S., Accounting, SETON HALL UNIVERSITY, South Orange, NJ

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