Sales Manager
Resume:
Edward J. Field
*** ***** ***. **********, ** ***30 Phone: 978-***-**** E-Mail: ************@*****.***
Overview
Consummate Sales Executive with proven success in multiple industries including media, publishing and document management. Led
sales team with five (5) reports along with global re-seller network forty strong including inside and outside sales representatives.
Extensive experience dealing with major accounts and C level professionals as well as a Manufacturer’s Representative with as many as
forty (40) accounts. Key assets include presentation and negotiating skills and the ability to close deals with multiple facets. Have had
success in the office and virtual office settings and have traveled extensively in multiple positions. Proven track record of sales excellence
as well as success in Business Development.
Experience
United Press International (UPI) April 2004 - Present
Director of Content Licensing/Business Development April 2006 – Present
Responsible for all sales/licensing of UPI’s text, photo and video products worldwide.
Managed $2.5 million of sales per year with typical contracts ranging from $ 500 per month to six figure multi-year deals.
Increased sales by $300,000 per year during a severe down economy.
Responsible for all direct sales and re-seller decisions at UPI.
Responsible for hiring, training, and budgeting in Sales.
Successfully exceeded plan each year.
Report directly to President of UPI.
Senior Sales/Licensing Manager April 2004- March 2006
Responsible for all sales/licensing in the Northeast United States.
Specialized in the Aggregation Market on a worldwide scale.
Grew UPI’s Aggregation Market to the largest single market in the company.
Exceeded sales plan each year.
Promoted to Director of Content Licensing/Business Development.
EBSCO Publishing April 1999 – March 2005
Key Account Manager, Content Development December 1999-March 2005
Assume all responsibilities of Account Manager with a concentration on the Top 300 publishers worldwide.
Quarterly reports including accurate forecasting, projections of agreements to be finalized and sales pipeline including amount of
business resulting from agreement.
Extensive travel and industry trade-show participation critical to success.
Territory included the Northeast corridor and California domestically and Australia, New Zealand and the Pacific Rim
internationally.
Success includes over 30 exclusive agreements and over 50 agreements in the Top 300 publishers.
Account Manager, Rights and Permissions April 1999 – December 1999
License Content, both domestic and international, for use on EBSCO Publishing products.
Responsible for rights acquisition through contract negotiating.
Focus on new business and controlled sales cycle from the initial call through close including presentation, handling objections
and closing.
Handled prospecting for potential clients to enhance the development of products.
Region covered included North America.
Promoted to Key Account Manager, Content Development.
Riso, Inc. October 1990 – October 1997
Sales Manager, Targeted Account Group April 1996 – October 1997
Manufacturer’s Representative for 40 dealers.
Implemented all sales and marketing programs with Dealer Principals, Sales Managers and Sales Representatives.
Responsible for direct selling at each location as well as assisting in hiring and appraisal of sales professionals.
Inherited zero dealers in the top ten and one in the top twenty and moved three into the top five and six into the top ten rated
dealers.
Served as a liaison between Dealers and all departments of RISO, Inc. including finance, customer service, distribution, technical
and marketing.
Detailed responsibilities included direct sales, product training, sales forecasting, inventory control and marketing program
development.
Manager Purchasing/Print Services April 1993– April 1996
Established and maintained a database of over 3,000 parts.
Analyzed usage adjusted stock levels and placed orders with parent company in Japan.
Established local vendors as necessary.
Coordinated various purchasing and operational functions including company purchase order and facilities maintenance
contracts.
Managed overall operation of Print Services Department including procedure, staffing, scheduling, budgeting and billing.
Performed special projects as delegated by the Vice President of Operations.
Promoted to Sales Manager, Targeted Account Group.
Parts and Purchasing Administrator June 1991 – April 1993
Oversaw all purchasing of parts from parent company in Japan through forecasting usage.
Maintained database for over 3,000 parts.
Company Purchaser for a $150 million company involved in all purchases from building leases, vehicles and all company
purchases.
Promoted to Manager Purchasing/Print Services
New England Branch Coordinator October 1990 – June 1991
Coordinated Field Technicians for service of product line.
Responsible for scheduling, billing and follow-up.
Sold service contracts to user community.
Doubled service contracts from previous year.
Promoted to Parts and Purchasing Administrator
2
Education
Northeastern University. Boston, MA
Bachelor of Science Degree
Major: Communication Studies
Minor: Journalism
Varsity Baseball
Assistant Varsity Baseball Coach
Other Interests
Board of Directors, North Shore Tiger Baseball 2011- Present
Board of Directors Manchester Essex Gridiron Club 2008 – Present
Board of Directors Gloucester Little League 2007 - 2011
Board of Directors Cape Ann Youth Basketball 2005 - 2008
3
Contact this candidate