Sales Management
Resume:
TERENCE B. CONNORS
* ********* **., ***** ******, CA 94925
415-***-**** • *********@***.***
SALES & BUSINESS DEVELOPMENT EXECUTIVE
Highly accomplished corporate leader with extensive sales history guiding small group teams and
cultivating new business as well as strong, effective channel partnerships. Results-oriented, decisive
leader, with proven success establishing and nurturing relationships with business partners, C-level
executives, and key organizational decision makers to secure contract commitments. Excellent
communicator and innovative problem solver, with proven track record for successfully introducing
new concepts to the marketplace and quickly increasing sales footprint. Well versed in all aspects of
startup operations as well as in pre- and post-acquisition processes. Fluent in Swedish.
Account Acquisition & Retention • Go-To Market • Strategic Planning • Sales Growth • P&L
Relationship Management • Strategic Alliances • Marketing & Sales Strategies • Team Leadership
Brand Awareness • Executive Presentations • New Product Launch • Product Positioning
PROFESSIONAL EXPERIENCE
QUIPP SYSTEMS, Miami, Florida • 2005-2008
Publicly traded developer of material handling equipment targeting newspaper market.
Vice President of Sales
Directed 5-person team across all sales & marketing initiatives for both NEWSTEC and Quipp
products. Facilitated training of Quipp sales associates on high-speed NEWSTEC inserter, the key
product acquired by Quipp during buyout. Leveraged and nurtured long-term relationships with
former NEWSTEC accounts, including C-level executives and key decision makers, to increase
sales opportunities and ensure transition of accounts to Quipp. Identified key prospects, guiding
associates through sales lifecycle, from pre-sales networking to product presentations to contract
negotiations to post-sales follow-up. Represented Quipp as guest speaker at several conferences.
Prepared and maintained budgets and sales forecasts.
• Spearheaded smooth adoption of NEWSTEC product line into Quipp portfolio, successfully
coordinating go-to market launch of new Quipp inserter and increasing sales of ancillary
equipment. Resulted in retention of all major newspaper accounts.
• Galvanized business segment growth for Quipp, achieving $3M in sales/year for new inserter.
• Devised and implemented sales strategy, preparing sales team to sell to high-level executives.
NEWSTEC, Walpole, MA • 1998-2005
Inserting equipment manufacturer and OEM for machine control software for publishing industry,
eventually acquired by Quipp Systems in 2005.
Vice President of Sales/Co-founder
Launched and orchestrated business operations alongside other Co-founder, to include strategic
planning, sales and marketing, customer prospecting, and human resources management of 25-30
personnel. Eventually took on more exclusive sales role, engaging up to 10 major North American
media organizations to expand market footprint and lead sales development. Settled third-party
Resume
vendor agreements; set pricing, credit, and discount policies; and determined sales strategy,
forecasting, and budgeting.
Resume
TERENCE B. CONNORS
• Page Two •
*********@***.***
NEWSTEC Position Description Continued
• Properly positioned high-speed inserter product and PC-Windows software controls, introducing
cutting-edge technology to the marketplace. Resulted in astronomical growth within just 5 years,
to attract interest from publicly held Quipp Systems.
• Secured several large-scale accounts that delivered $10M in sales in 2004. Captured deals with
Gannett, Cox, Morris, NY Times, Ottaway, Sun-Times, Harte-Hanks, Dow Jones, Belo, and
CNHI.
• Sold NEWSTEC in 2005 for $4.2M, a 6x multiple.
NATIONAL INSERTING SYSTEMS (NIS)
Boston, Massachusetts/Allentown, Pennsylvania • 1996-1998
Outsourcer offering Sunday inserting packaging to several newspaper outlets.
Vice President of Business Development
Led business growth and new account acquisition initiatives, introducing potential clients to
outsourcing concept and educating them on how NIS could reduce their current costs. Analyzed
competitive market trends and emerging companies to target viable account prospects. Prepared
and delivered executive-level proposals to demonstrate savings to client.
• Forged successful relationships with Syracuse, New York, and Reading, Pennsylvania,
newspaper markets to increase revenue by 35%.
• Initiated process improvements and expense reduction approach, utilizing temporary staffing
solution on production floor, that led to decrease in direct costs by 15%.
ADDITIONAL EXPERIENCE
GRAPHIC MANAGEMENT ASSOCIATES (GMA), Stockholm, Sweden
International Sales Manager
Recruited to assemble, open, and lead European sales office for post-press publishing system
manufacturer. Instituted customer-specific solution strategies, collaborated with European business
associations, and managed proposal preparation and delivery.
• Garnered $3M in annual sales, bringing in 35+ newspapers and building strategic alliance with
IFRA, the European Newspaper Associations. Resulted in 30% growth in overall corporate
revenue.
EDUCATION
Executive Program in Strategic Sales Management
University of Chicago, Chicago, Illinois
*Earned Best-in-Class Honors*
Bachelor of Science in Government, 1987
Hamilton College, Clinton, New York
Resume
TERENCE B. CONNORS
20 Gloucester Street #5 • Boston, Massachusetts 02115
617-***-**** • *********@***.***
Willing to Relocate
Dear Sir/Dear Madam:
Having driven sales and profit margins, I am proud to have played an instrumental role in the
success of several media/publishing manufacturing organizations. As a creative and resourceful
business development professional, I understand and possess the business savvy and the
management attributes necessary to succeed in growing your organization’s revenue and market
footprint. I look forward to the opportunity of leveraging these talents and more as your next Sales &
Business Development Executive.
My strengths range from strategic sales planning and relationship management to team building and
mentoring to product positioning. Highlights of my qualifications include:
• Guiding and leading a successful organizational transformation from pre-acquisition negotiations
to post-sale transition.
• Launching new business ventures, from international sales office targeting European market to
U.S. startup company bringing new technology to market.
• Securing strong, lasting relationships with executives and key decision makers at high-profile as
well as mid-tier account prospects.
• Formulating winning sales teams by developing sales potential through strategic selling
approach and by implementing enterprise customer relationship management solutions to
increase sales team effectiveness with each client interaction.
For a more detailed presentation of my skills and background, please review the enclosed resume
and feel free to contact me at your earliest convenience. Thank you in advance for your
consideration, and I look forward to your call.
Sincerely,
Terence B. Connors
Resume
Contact this candidate