Sales Operations, Sales, Sales Management, Pricing, Contrats

Fredrick G. Kleiman

* **** *****, **********, ** 08822

908-***-**** ****.**********@*****.***

PROFESSIONAL PROFILE

. Experienced Sales Operations, Pricing and Sales leader with a proven

track record of success achieved through effective strategic and

tactical planning efforts, analytical problem solving, project

management, organizational development and strong leadership skills

. Extensive experience in sales strategy including territory planning,

sales compensation, sales reporting, pricing, contract management,

forecasting & analysis

PROFESSIONAL EXPERIENCE

2013 - May 2014 ACHIEVE3000, Lakewood, NJ

Director, Sales Operations,

. Responsible for Sales Operations for 40+ sales

representatives for a $70M+ on-line Educational provider of

literacy curriculum and assessment for schools throughout the

United States and around the world

. Designed sales territories assignments, sales compensation,

sales reporting and opportunity pipeline

. Analyzed sales and customer data that provided insight and

development of business strategy and planning

. Implementation of SalesForce.com

1992- Nov 2013 LEXISNEXIS, New Providence, NJ

Director, Pricing and Contracts, 2011-2013

. Head of the Pricing Department for a $170M+ digital marketing

and website / SEO product portfolio for the legal industry

including lawyers.com, martindale.com, attorneys.com and

lawyerlocator.com

. Determined new and renewal product pricing in collaboration

with product owners

. Established and monitored discount policy and guidelines for

sales team of 150+ field and telesales reps

. Designed customer and sales incentives that led to a 15%

increase in advertising sales in 2013

. Developed and led training for sales representatives and

customer service

. Streamlined customer contracts and terms and conditions

. Recruited and trained Pricing Analyst and Pricing

Administrator

. Received Above and Beyond Award, 2012, for exceptional effort

in driving company to achieve sales targets

Manager, Sales Operations, 2001-2011

. Managed Sales Operations Department for 30+ sales

representatives for a $80M+ on-line listings, CRM and

Business Intelligence portfolio for Martindale-Hubbell,

InterAction, Redwood and AtVantage

. Grew revenue 8% per year over ten year period

. Designed, implemented and tracked sales compensation and

incentive plans

. Calculated sales and revenue goals and budgets, assigned

territories, reported sales results and sales rankings

. Integrated sales groups of Martindale-Hubbell, InterAction,

Redwood and AtVantage into one team

. Hired and trained a Sales Operations Analyst and three inside

sales representatives responsible for $20M in revenue;

Achieve 102% of target

. Circle of Excellence Award Winner, 2003

Manager, Inside Sales, 1996-2000

. Built a new telephonic sales department of 15+ sales

representatives and support staff; increased revenue 150%

. 1999 Sales Manager of the Year

Field Sales Representative, 1995

. Responsible for 900 new and renewal accounts; achieved 100%

of plan

Inside Sales Representative, 1992-1994

. Achieved 100% of plan; Rep of the Year, 1993 and 1994

1991-1992 PARITZ AND COMPANY, Public Accounting Firm, Hackensack, NJ

. Staff Accountant responsible for corporate and individual tax

preparation and corporate auditing

EDUCATION UNIVERSITY OF MASSACHUSETTS, Amherst, MA

. Bachelor of Business Administration, May 1990; Major:

Accounting

. Graduated Cum Laude, GPA 3.6; Accounting Academic Excellence

Award; Honor Societies - Accounting; Golden Key; Mortar

Board; Beta Alpha Psi; Alpha Lambda Delta, National Senior

and Freshman.

CERTIFICATIONS / TRAININGS

. LexisNexis Mobile Website Conference, 2013; Myers-Briggs,

2012; Get Real Selling, 2011; Toastmasters, President 2005,

2006; WJF Institute Client Development and Relationship

Management Workshop, 2004; Pepperdine University Negotiation

Training, 1999; AMA, New Manager Training, 1998; Dale

Carnegie Course, 1994 and 1995;

. Proficient in Microsoft Office, Advanced Excel, PowerPoint,

and Word; SalesForce.com;

INTERESTS Running and biking, Completed New Jersey Marathon in 2013,

Triathlon in 2008; traveling and volunteering

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