Sales Marketing

PATRICIA SCHUMANN

Los Angeles, California *****

*** / ***-****

************@*****.***

SUMMARY

Seek a challenging Executive Sales / Territory Management position

that rewards & optimizes longevity, loyalty & a diversity of related

selling/organizational/administrative skills. Ideal situation provides

continued growth/advancement opportunity, and remuneration per proven

new business development, customer revenue building & profit

generation.

Polished, assertive & self-motivated professional with long-term

experience/expertise in pharmaceutical, aesthetics, and wellness to

beauty-fashion & advertising industries comprising sales/territorial

management for a large domestic area - 13 western states, Texas,

Mexico & Canada, US and international:

Sales

1. Dynamic & proactive seller; history of outstanding sales

performance includes development of high-caliber international B2B

& B2C clients

2. Develop/manage successful sales growth by establishing/retaining

long-term customer relationships & inspiring consistent trust

3. Partner effectively with key account prospects, decision-makers,

principals & agency representatives to

attain mutual satisfaction

4. Use a wide range of productive selling techniques (i.e., cold-

calling/telemarketing, et al) to build/develop/expand business

5. Constantly customer focused, using innovation & persistence coupled

with strong presentation, negotiation & follow-up skills

6. Strongly service-oriented: ensure viable client advertising

strategy[s] & that each contract detail is fulfilled to client

requirements

7. Offer clear track record of steadily surpassing sales goals via

customer loyalty; key performer regularly ranked top of sales team

8. Good listener, work well under pressure; assume special projects as

needed to revive dormant accounts or slowed business

Management

9. Articulate professional able to develop/communicate complex

concepts simply & practically in diverse customer environments

10. Collaborate easily with all client levels; liaison to production in

all aspects of ad layout/design in trade & consumer publications

11. Equally integral & dedicated team player working with all levels of

inside staff to achieve company objectives/projections

12. Astutely measure & assess the marketplace -cognizant of often

changing economic & design trends to optimize new targets

13. Savvy strategic planner with vision to formulate/create new sales

tools, methods, procedures & materials to increase sales & revenue

14. Well-organized & detail-oriented; concurrently multi-task in a

consistently demanding, fast-paced & deadline-driven environment

15. Energetic, positive & hands-on sales/management pioneer with a

sound work ethic, and dedication to a job well done

16. Excellent troubleshooter; seek to prevent problems, while offering

superior research & resolution skills through after sale concerns

PROFESSIONAL HIGHLIGHTS

Creative Age Publications-MedEsthetics/ DAYSPA, Van Nuys, CA/ Monthly

Trade Publications

Associate Publisher/Advertising Director, 2005 to Present

Hired to work on the launch of MedEsthetics a new glossy bi-monthly

national trade magazine that serves the medical aesthetics and med spa

industries. Solely responsible for developing new business, maintaining

existing accounts & or/expanding contract frequencies for a national &

regional base of clients in the entire US and abroad. Also developed and

managed accounts for sister publication DAYSPA serving the spa/salon

market. Involved with every aspect of the successful launch of print and

digital publication. Worked closely with executive editor & art director

on magazine's image/direction to create a stronger more sophisticated

presence to attract more advertisers and readers. Collaborated with

circulation director to help build requested circulation. Created

effective presentations for key accounts, sales/marketing literature-

media kits, business cards, direct mail, email blasts, special

promotions, trade show marketing & graphics, et al. Attended key trade

shows/conferences throughout the US. Accounts included: Allergan, Bio-

Form Medical, Galderma, Obagi, Stiefel/RevaleSkin, Candela, Palomar,

Sciton, Lumenis, Alma Lasers, Canfield, Eleme Medical, Vaser, SkinMedica,

Procyte, Glytone, Avene, Athena Cosmetics/Revitalash, SkinCeuticals, and

many others.

o Increased sales in MedEsthetics by 175% and in DAYSPA 275% from

2006-2007; consistently grew revenue thereafter through client

partnerships & establishing a strong continued rapport with

prospects, new clients, and agencies; qualify & close 90% of

accounts starting from a zero base.

Conde Nast Publications-WWD Children's Business, New York, NY/ Monthly

Trade Publication

West Coast Market Manager, Los Angeles Office, 2003 to 2004

This position was created specifically for me to help Fairchild

establish a more prominent West Coast presence for WWD'S Children's

Business. Responsible for managing sales, marketing territory,

developing new business, maintaining existing accounts & or/

expanding contract frequencies for a national & regional base of

children's advertising clients(Childrenswear

/Tween/Accessories/Footwear/Licensing/ Juvenile Products, Toys &

Accessories manufacturers & related services) in the Western region.

Sold directly to a wide range of diverse decision makers via contacts

to major advertising agencies, account senior executives, and

principals of small-to-medium-sized clients. Accounts included: MGA

Entertainment, Vans, Global Brand Marketing/Diesel, Pony, Magic, WSA,

Little Laundry and others

.

< Increased sales over 50 percent within first 6 months.

< Conceived/created successful special "advertorial"sections that

consistently delivered additional business from new or existing

accounts.

< Further expanded tween accounts for "Tween Business"

Earnshaw Publications, New York, NY / Glossy Monthly Trade Publication

West Coast Advertising Manager, Los Angeles Office, 1988 to 2003

Solely responsible for soliciting new business: maintained existing

revenues &/or expand contract terms/frequencies for a base of

advertising clients (Childrenswear/Accessories/Footwear/ Licensing/

Juvenile Products, Toys & Accessories manufacturers &related services)

in the 13 Western states, plus Texas, Mexico & Western Canada. Teamed

with senior management to execute sales strategy development/ targeted

key markets: identified & generated qualified sales leads, sold

directly to a range of diverse decision-makers via contacts to major

advertising agencies, account senior executives, and principals of

small-to medium-sized clients. Focused selling proper

advertising/marketing demographics; created effective presentations,

assisted marketing in developing aligned collaterals - media kits/rate

cards, special promotions, brochures, direct mail, et al. Prepared

internal sales budgets, contract budgets/ frequency rates for customer

requirements; aid buyers in developing campaigns per business

development needs; negotiated ad size, page placement & frequency[s]

of annual contract[s]. Evaluated the market, including competitors,

work concurrently/closely with magazine

editorial/promotional/executive staffs to anticipate industry needs --

developed special sections/other incentives for more frequent or

additional ads to enhance a customer's advertising profile and

increase revenues. Managed West Coast operation in the California

Market Center; negotiated lease renewal/acted as tenant

representative. Attended key markets in Los Angeles, New York, Dallas

& Las Vegas. Joined trade associations to better network within the

industry, and created added value programs for customer incentives.

Accounts included: Nike, Disney, Warner Bros., MGM, Sony Pictures,

Universal Studios, Dr. Martens, Ocean Pacific, Mattel, Barbie, Guess?,

Quiksilver, Roxy, Dreamworks, LA Gear and many others in

mainstream/niche markets.

< Increased business 77% the first year; consistently grew revenue

thereafter through long-term client partnerships with 1200+ accounts

& a 90% renewal rate from a base of 50 clients on hire; qualify &

close 95% of accounts

< Sold for Small World, a subsidiary Juvenile products publication;

developed a strong presence for both magazines

< As #1 in new business for both publications exceeded $1MM in annual

sales, generated 40% of overall magazine revenue

< Achieved visibility attending major trade shows, Magic Intl.,

Children's Club, JPMA, World Shoe Assoc., Action Sports Retailer, &

other growing trade shows/markets

1. Conceived/created successful special "advertorial" - 'Tween, Barbie

& other - unique sections for the LA/SF/Dallas markets, that

consistently brought in new/expanded existing accounts; also

supported advertisers with promotional direct mailings to retailers

2. Grew sales from 10% to 40% of overall magazine ad pages, gaining a

21% edge over competitor's business in 2002, while in 2003, 1st

quarter revenues already indicated sales of 108% over the

competition

L.A. PARENT MAGAZINE, Burbank, California / Consumer Publication

Senior Account Executive, 1986 to 1988

Hired specifically to create a Westside visibility for a budding

publication: effectively contributed revenue & account portfolio

building to a now well-known, established Los Angeles resource.

Solicited & developed national, regional & local accounts for ad

sales, including outside/inside covers & premium pages. Created sales

literature/other collaterals for key account presentations & custom

media kits. Executed all sales/administrative tasks as above - cold-

canvassing, appointment setting/execution with telemarketing &

referred leads. Advised clients on effective ad strategies; assisted

with advertising concepts/design/layout; performed all after-

publication follow- up. Cultivated top nationally-recognized, branded

clients: Esprit, Baby Guess?, Camp Beverly Hills & like major

retailers.

3. Expanded new business by 300% within first three months managing

all aspects of a territory from Malibu to West Hollywood

4. Impacted redesign of magazine, required as the publication became

more sophisticated & popular with advertisers & readers

5. Starting from a zero base performed total sales

development/management/maintenance via exceptional success

establishing strong continued rapport with prospects, new clients,

and agencies

6. #1 sales in new business responsible as above, for 40% of magazine

revenue; helped secure celebrity/high-profile covers appealing to

an upscale Westside audience/advertisers; aided in increasing

circulation by securing distribution at prominent sites

7. Worked closely with editor & publisher, to establish emphasis on

editorials/special features/layout to appeal to a new type of

client

EDUCATION

UNIVERSITY OF MICHIGAN, Ann Arbor Michigan - Major:

Business, Emphasis: Marketing; Minor: Art

Willing to travel. Excellent references on request.

Contact this candidate