Sales Manager

*** ******** **. • TORRINGTON, CT *****

860-***-**** • ***********@*****.***

ROBERT P. PAZDZIORKO

RELENTLESS PURSUIT FOR PROFIT

S UMMARY OF QUALIFICATIONS

Professional, hands-on, roll-your-sleeves-up leadership style and business

building skills in sales management and marketing; tied to strategic sales

planning, creative problem solving, and especially the Relentless Pursuit for

Profit. Laser focused on revenue growth. A brazen bias toward action and

results, with a hunter mentality and a burning desire to win.

P ROFESSIONAL EXPERIENCE

2004-2009 Step Saver/The Observer Newspapers

Southington, CT

Vice President and General Manager

Managed and directed staff of 45 employees with a budget of over

$3.5 million.

Full P&L responsibilities

Achieved short-term revenue goals within 1st 6 months.

Retooled sales staff to develop a goal-oriented, aggressive sales team

and sales environment.

Built strong relationships with local business leaders, Chambers of

Commerce and political leaders in several surrounding communities

Successfully redesigned and launched 2 new weekly newspapers

within 6 months

Hired and trained new key managers and sales staff for revenue goal

attainment.

Redesigned and implemented new sales commission plan tied to

more aggressive sales performance.

Developed a strategic sales plan for aggressive sales performance

and new business generation.

Managed Newsroom, Advertising Sales, Prepress. Production, and

Distribution.

Nominated to serve on the board of the Central Connecticut

Chamber of Commerce, effective June 2007.

2000-2004 The Register Citizen/Foothills Trader Torrington, CT

Publisher/Marketing Director

Generated largest and most consistent profit margin gains in the

Connecticut region due to aggressive sales strategy and diligent cost

management.

Full P&L responsibilities including advertising sales & circulation

revenues of over $8 million annually; leading a staff of 100 employees

including, Sales Director, Circulation Director, Controller,

Production Manager and News Editor.

Surpassed revenue goals every quarter for 3 years through aggressive

sales management, new business development and new product

development.

Developed cross-departmental marketing team within the

newspaper to promote increased advertising, circulation and

readership, using various media including broadcast and print.

Developed key employees within the organization for future

leadership roles within the organization.

Developed key partnerships within the business and professional

community including the NW Chamber of Commerce, and area

business and political leaders.

Developed, implemented and facilitated weekly sales training

curriculum and weekly sales training sessions, centered on improving

sales skills and revenue gains.

Daily interaction/problem resolution with customer base of

advertisers and subscribers.

Developed sales presentation materials for advertisers and corporate

circulation sponsors.

Developed and implemented promotion campaigns to improve

image and to grow sales of advertising and circulation base.

Developed on-line advertising sales campaign aimed at improving

the synergy of print with on-line sales.

Developed cross-sell advertising strategies to capitalize on the

strength of our readership with sister publications.

2000 Housatonic Publications, JRC New Milford, CT

Publisher/ Sales Director

Led a staff of 40, publishing 5 weekly newspapers, two weekly

magazines and two monthly magazines.

Full P&L and sales responsibilities, including over $3 million of

annual revenues.

Achieved double-digit revenue growth in 6 months.

Developed and implemented weekly sales training curriculum and

weekly sales training sessions, centered on improving sales skills and

revenue gains.

Developed standards of operation for all departments.

1995-2000 Public Opinion, Gannett Co. Chambersburg, PA

Sales Director

Produced largest year-over-year revenue growth in the newspaper’s

history in 1998.

Led sales team of 24 people including sales managers, sales and

support personnel.

Developed and implemented weekly sales training curriculum and

weekly sales training sessions, centered on improving sales skills and

revenue gains.

Partnered with internal departments to build customer-based

solutions to sales problems/issues.

Developed annual revenue budget of over $15 million.

Key member of the company’s operating committee.

1991-1995 Press & Sun-Bulletin, Gannett Co. Binghamton, NY

Sales Manager

Led a 14-member sales team

Consistently reached and surpassed sales revenue goals on a

monthly basis.

Generated new monthly revenues in excess of $5000 per month by

partnering with the Chamber of Commerce by developing, selling

and distributing their monthly tabloid publication.

Created and implemented creative weekly sales training and sales

motivation concepts to improve sales, customer service, performance

and motivation.

1988-1990 The Standard-Times, Ottaway New Bedford, MA

Sales Manager

Led a 12-person advertising sales and support team.

Consistently surpassed sales revenue goals on a weekly and monthly

basis.

Implemented weekly sales training program that upgraded the sales

skills of the sales staff, focusing on sales motivation, sales

aggressiveness, and product knowledge.

Implemented revised commission plan focused on increasing

incentives for top performance.

1981-1987 The Houston Chronicle, Hearst Co. Houston, TX

Senior Account Executive

Earned company’s highest sales award 1986

Developed consistent sales gains of +20% annually.

E DUCATION

1977-1980 Michigan State University East Lansing, MI

B.A. Advertising

PROFESSIONAL AFFILIATIONS

Board member, Central Connecticut Chamber of Commerce, effective

June 2007.

Chairman of Leadership NW Connecticut program, of NW Connecticut

Chamber of Commerce.

Economic Development Committee, board member, NW Connecticut

Chamber of Commerce.

Torrington Rotary Club, active member.

New Milford, Downtown Business Roundtable, past member.

New Milford Chamber of Commerce board member.

New Milford Rotary Club, past member.

Active local involvement with Red Cross, United Way, American Cancer

Society.

Leadership Conference top honors, Chamber of Commerce.

Chambersburg, PA, 1995.

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