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Vice President Sales and Business Development

Location:
Pompano Beach, Florida, United States
Salary:
150000
Posted:
August 20, 2018

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Resume:

Sanford G. Lechner

Sales Leadership & Team Accountability to Transform Vision into Profitable Reality

**** ******** ***** ******** ** 33076 954-***-**** ac6qws@r.postjobfree.com

Dynamic, Innovative & Results-Driven Sales Leader, focused on achieving exceptional results in highly competitive and rapidly changing environments. Proven success in strategy, business development, and operational improvement with mature, startup, public, and in-crisis organizations, up to $250mm in annual revenue. Visionary business thinker who builds successful sales cultures, gross margins, and has a focus on selling smart solutions. Strong believer in creating an agile and collaborative culture keeping everyone’s ‘eyes on the prize’.

Focus on Strategic Selling, P & L, Coaching and Mentoring

Value Creation

Vision, Innovation & Value Creation: Founded, grew, established and ultimately sold three businesses including a Marketing & Technology Company using groundbreaking technology to create a ‘one-stop-shop’ for Franchised Distributed Marketing Organizations. Including Print, Online, and Digital Media.

Established New $20mm Revenue Center: Identified and capitalized on an opportunity to exploit a void in the Franchise space for turnkey distributed marketing services; built a $20mm Franchise Print Services Division, and ultimately created and sold a Franchise Distributed Marketing Company, includng Digital and Traditional Media.

Growing Sales & Profitability: Spearheaded initiatives that grew additional $30mm in sales for a $250mm division of a publicly traded company by creating a Franchise Print Division; earned various Golden Ink Awards; implemented new business and sales methodologies resulting in optimizing resources, strengthening customer relationships, and delivering a much healthier P&L.

History of Sales Leadership

TAKE 5 MEDIA GROUP

2017 – Present

National Sr Director Sales

CRO of 2nd Largest Digital Marketing and Consumer Data company in US. Responsible for all recruiting, hiring, training, developing, and managing 40 person inside sales team. Set and maintain sales KPI’s that meet and exceed sales goals and expectation.

Successfully launched an agile sales culture.

Increased sales performance and retention by 100%.

Brought in to create new sales culture prior to acquisition by Advantage Media Solutions in April 2017.

LIFESTYLE MEDIA GROUP

2015 – 2017

Chief Revenue Officer

CRO and Publisher for LMG, one of the Nation’s largest regional Digital and Print media publishers, with 13 titles. Responsible for all sales operations of publishing company, including oversight of sales, systems, sales human resources, and development of Franchise initiative.

Successfully grew inside sales team to 25 salespeople.

Created strategic digital media footprints for all publications, grew digital sales by 1000%

Prepared company to become Franchisor, and Franchise Support Center.

SPROUTLOUD MEDIA NETWORKS, Sunrise, FL (Acquired Synergy in 201*-****-****

Managing Partner/CRO

Partner of $15mm high growth Software & Marketing Company focused on Distributed Marketing Technology, providing traditional, social & digital online marketing solutions & automation for national & local marketing campaigns. Principal areas of impact included business development, process improvement, culture enhancement and strategic planning.

In 18 months grew Franchise client base and revenue by 300%.

Responsible for developing sales team and performance.

SYNERGY BRAND MANAGEMENT, Boca Raton, FL

Founded in 2007. Marketing & Technology Company using groundbreaking technology to create a single source, one-stop-shop for Distributed Marketing organizations such as Franchise companies, multi-unit retailers, and distributor networks. Directed business development, strategic planning, capital raising, and P&L for new startup company.

Secured business of world’s second largest Dish Network dealer providing service to help them manage and track a $4.5mm marketing budget; saved client over $500K allowing them to reallocate funds to generate a 12% sales increase while producing over $400K in fees for Synergy.

Grew Synergy to become the industry’s best known provider for this new type of marketing solution and was acquired by SproutLoud, an 8 year old distributed marketing platform trying to break into the Franchise space.

ST IVES, US DIVISION, Miami, FL

2002 – 2007

EVP/National Sales Director

Brought in to turn around the steady decline of $250mm division of $800mm London based publicly traded Commercial Graphic Arts Company. Led business development and served as member of Executive Team overseeing business analysis, planning, control, strategy, general accounting, costing, and introduction of new digital media sales.

Retrained or replaced staff to better understand and support strategic and solutions-based business model. Managed from bottom up vs top down, making sure everyone understood goals, objectives, current position, and vision. Introduced new equipment, innovation, programs, and products that made the company relevant, including Technology Based Franchise Print Division.

Launched Franchise Services Division and grew additional $30mm in sales over 4 years; earned various Golden Ink Awards; implemented new business and sales methodologies resulting in longer term employees, stronger customer relationships, and healthier P&L.

Managed 60 person inside sales team in 5 US facilities.

WILEN ENTERPRISES, Deerfield Beach, FL (Acquired SKARCO in 2000)

1994 – 2002

VP Business Development

Managed business development, and all aspects of planning and administration for a $20mm Trend and Market Driven Manufacturer and marketing leader. Key senior decision maker in long-term business projection and strategic planning, to support sales and marketing efforts. Oversaw a wide range of financial matters including budgets, fiscal reporting, cost controls and inventory management. Directed the financial, sales, and administrative teams.

Created and developed ADN (Alternative Distribution Network), a four-color advertising medium. Grew distribution to 2.3mm households per month, and $3mm in revenue in 2 years.

SKARCO PRESS, Pompano Beach, FL

Founded in 1994. Built, developed, a Regional Magazine Publishing and Marketing Company.

Achieved $5mm in annual ad sales revenue with various Regional Lifestyle Magazines.

THOMPSON INDUSTRIES/BLACK’S GUIDE, Rockville, MD

1986-1994

SR Director Sales, National Publisher

Rapidly promoted after acquisition. Turned around 15 regional offices, re-trained or turned over staff, and created and implemented a strong sales process, strategy, and culture. Created and launched online advertising presence for 32 region Commercial Real Estate Publishing Company. Worked daily with CEO and development team to strategize and plan for company’s growth and development.

Produced over $50mm in annual ad sales, growing revenue by 24%.

Significantly improved business development and ad sales framework through implementation of CRM Sales Management and introduction of an innovative Online Advertising opportunity.

Reduced costs by approximately 20% and grew sales by nearly 40% in 3 years.

BROKER/TENANT GUIDES, Ft. Lauderdale, FL

Founded in 1986. Shortly after college graduation, created, developed, and subsequently sold to Thompson/Black’s Guides Regional Commercial Real Estate Publishing Company. Participated with partner in all aspects of this startup business. Grew to $1mm in ad sales revenue, 8 employees, and 6 Regional Editions of semi-annual commercial real estate directories.

Education & Professional Development

FLORIDA SOUTHERN COLLEGE, Lakeland, FL

Bachelor of Science Degree in Communication & Advertising; minor in Music

Dean’s List w Academic Scholarship for Journalism

KELLOGG GRADUATE SCHOOL of MANAGEMENT

NORTHWESTERN UNIVERSITY, Evanston. IL

Completed Executive Program in Accelerating Sales Force Performance

MILLER-HEIMAN SALES

Completed Executive Program in Strategic Selling & Large Account Management

Team Sales Approach

SANDLER SALES METHODOLOGY

Completed Training Program and Implemented Sandler Sales Methodology

PERSONAL

Competed in 4 Ironman triathlons, Florida 14 & 15, Louisville 15, North Carolina 16.

Accomplished speaker, trainer and culture builder; authored articles in various industry publications. Asked to speak at industry conferences regularly, and have been featured professionally in various newspapers, periodicals, and magazines.

Awarded CFE (Certified Franchise Executive) Certification in 2011



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