Executive Summary

Senior Executive with proven career success in driving revenue and strengthening competitive market position in startup, turnaround, and expansion arenas. Establishes immediate rapport with clients and builds loyal, long-term relationships. Leverages a consultative sales approach to zero in on customer needs and develop effective solutions. Quickly develops a complete understanding of products, markets, and competitors and becomes a highly valued, knowledgeable resource and advisor to customers and colleagues.

CORE COMPETENCIES: Consultative / Solutions Sales, Business Development, Client Relationship Management, Account / Territory Management, Strategy Development / Execution, Educating / Influencing Customers, Product Training / Coaching, Product / Industry / Market Knowledge, Individual / Group Presentations.

EXPERIENCE

Academic Innovations 2016- Now Chicago, Illinois

Educational Consultant

I was responsible for K-12 and College accounts in Illinois, Iowa and Wisconsin.

Presents career choices and the online 10-year plan in an interdisciplinary curriculum that engages student’s teachers and professors in an interactive learning process helping them develop knowledge skills and attitudes needed to become successful in their career options and goals in the future.

SAGE Publishing 2015-2016

Chicago, Illinois

Senior Sales Representative

I was responsible for accounts in Illinois, Iowa and Wisconsin.

Successfully generated substantial new revenue humanities and social sciences.

Increased revenue in my territory by generating 25% in new business

John Wiley & Sons 2013-2014

Chicago, Illinois

Senior Sales Representative

I was responsible for territories in Chicago and Indiana.

Successfully generated substantial new revenue in business, economics, Organic Chemistry, computer science and Math.

Increased revenue in my territory by 11%. Grew my territory from $1,024,461 to $1,137,152

McGraw-Hill Higher Education 2011-2013

Burr Ridge, Illinois

Senior Account Manager

Delivered presentations to educate clients on software products designed to help students achieve higher level of success, including E-Homework, LearnSmart, Smartbook and SimNet. Ensure sell-through of products by building strong relationships with professors through technology demonstrations, then communicating with bookstore managers and textbook buyers; partner with bookstores with better sell-through based on digital component required by the instructor.

Stopped decline and reversed sales decrease in an underperforming territory. Territory was losing $200,000 + a quarter, reverse came to a halt, and the territory was able to maintain a base of $3M.

Thoroughly cleaned out the sales force database to reflect accurate data, which allowed for precision forecasting that led to additional revenue.

Pearson Education 2008-2011

Deerfield, Illinois

Executive Sales Representative

Representative in Professional and Careers division. Territory included Virginia, Georgia, Nebraska, and Washington. In-depth knowledge and technical skills with top selling products such as Course Compass and My Math Lab. Executed in-territory special selling events such as book fairs, technology demonstrations, and skill workshops. Used effective negotiation tactics with custom publishing and bundling agreements, and business relationships with internal and external clientele while maintaining professionalism and product competency.

Exceeded target goal for three consecutive years. Finished each year with a double-digit increase of 10% to 12%.

Obtained manuscript signings in Engineering Technology, Anatomy and Physiology and Economics.

Pearson Education: Addison Wesley Publishing 1999-2006

Glenview, Illinois

Senior Sales Representative

Built and leveraged strong business relationships with internal and external clientele, while maintaining professionalism and product competency. Applied use of effective negotiation tactics with custom publishing and bundling agreements. Identified as one of Addison Wesley Publishing’s most productive and consistent sales representatives.

Grew territory revenue from $1.8M to $3.2M, over the course of seven years. Territories varied from Western, Eastern, Northern and Southern regions.

Leveraged relationships and effective sales tactics to execute in-territory special selling events such as book fairs, technology demonstrations, and skill workshops.

Pearson Education: Prentice Hall Publishing 1996-1999

Columbus, Ohio

Sales Representative

Managed relationship and sold text books to over 100 college and university accounts. Provided online and textbook solutions to professors and other faculty.

Utilized an aggressive sales strategy that increased sales by 29.3%, resulting in $488,000 additional revenue.

Named 1997 Prentice Hall Publishing Inside Sales Rookie of the Year.

Barnes Group, Inc. 1992-1996

Maumee, Ohio

Sales Representative

Responsible for sales of stock precision for engineered components. Worked closely with purchasing and the sales management staff to establish inventory levels that consistently maintained service level plans. Coordinated and scheduled delivery and shipment for International Operations in accordance with Barnes Group, Inc. guidelines and specifications.

Assisted with projects designed to improve service of “Die Spring” operations in Europe, Asia and Australia. This resulted in accurate shipments and sales increase in the International division.

Coaching employees on innovative ways to carry out shipment orders for external clients.

EDUCATION

University of Indianapolis, School of Business

Master of Business Administration, International Business Administration

Indiana State University, School of Business

Bachelor of Science, Business Administration Minor: Economics

Pace University, Dyson School of Arts and Science, NY

Graduate Certificate, Business Publishing

ADDITIONAL SKILLS & TRAINING

Professional Business Writing – Pearson Education

Professional Time Management – Pearson Education

Strategies for Communicating with Power and Confidence

Grammar Glitches Every Professional Needs to Avoid

Professional Selling Skills – Pearson Education

Account Development Strategies – Pearson Education

Presenting for Results– Sim Wyeth & Company

AWARDS

Wiley Publishing Goal Achiever 2014

Pearson Education Sales Achievement Award, 2008, 2009, 2010

Pearson Education National Region Leader Club Award, 2009, 2010

10 year Certificate of recognition award, 2006

Consistent Achievement Award. $5000.00 Travel Voucher, 2005

Bittnger/Triola Math and Statistics Sales Award, 2005

Chairman’s Club Sales Achievement Award: Barcelona Spain, 2004

Chairman’s Club Sales Achievement Award: Puerto Vallarta Mexico, 2003

Addison Wesley Publishing Sales Achievement Award, 1999,2000,2001,2002, 2003, 2004, 2005

Addison Wesley Publishing “Top Ten” Fourth Quarter Performance Award, 2001

Addison Wesley Publishing Outstanding Sales Performance Award, 2000

Addison Wesley Publishing College, 2000

Addison Wesley Publishing Celebrating Excellence Goal Achievement Award, 1999

Prentice Hall Publishing Goal Club Member, 1998

Prentice Hall Publishing Goal Club Member, 1997

Prentice Hall Publishing “Rookie of the Year” Award, 1997

Prentice Hall Publishing $250,000 Goal Club Member, 1997

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