Publishing sales professional

MARC PUMA

**** ***** ******, *** ****, NY ***** ? 646-***-**** ?

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

PROFILE:

Senior Scientific Publishing Sales Specialist

Progressive experience in special sales, sales management and

marketing with nine years at Springer-Verlag (US and France) and four with

John Wiley & Sons. Bilingual English/French.

. Market, promote, and present print and digital content and products to

traditional and alternate markets --- article reprints, journal

supplements, books, e-books

. Instrumental in developing traditional and alternative business

channels including international markets, global and specialty

pharmaceutical companies and CME organizations

. Comfortable interacting with and presenting to product managers,

medical education directors,

leading biomedical scientists, thought leaders and

specialty physicians

PROFESSIONAL EXPERIENCE:

MP ENTERPRISES - New York, NY

2012-Present

President - Independently represent publishers and other businesses from

home-based office consulting on sales strategies, sales training, and

product viability studies.

Oxford University Press, New York, NY

2011-2012

Special Sales Manager - Responsible for sales of journal supplements,

articles reprints and e-content sales for US and UK journal programs. Major

accounts included: Forest, Merck, Boehringer-Ingelheim, GSK, Wyeth,

Eli Lily

. Targeted pharmaceutical and medical device companies, responsible for

revenue goal of $3.5 million.

. Met all sales goals in first year in a challenging market environment.

. Developed special focus on Infectious Disease medical category.

Nucleus Medical, Atlanta, GA

2009-2009

Independent Consultant- Evaluated medical image database for monetization

possibilities. Submitted report on viability of licensing material as

educational marketing content for pharmaceutical client websites.

Informa Healthcare USA, New York, NY

2007-2008

Account Executive - Responsible for special sales of medical book and

journal publications program to Pharmaceutical and Medical Device

industries for use in marketing and educational efforts and medical

devices. Major accounts included: Merck, Boehringer-Ingelheim, GSK, Wyeth,

Eli Lilly

? Responsible for revenue goal of $750K.

? Initiated proactive paper and electronic journal reprint sales program.

? Revised backlist publications for resale.

John Wiley & Sons, Hoboken, NJ

2003-2007

Manager- Healthcare Solutions - Identified and pursued new customers and

markets for print and online medical books and journals. Licensed content

for medical website integration generating revenues of $4.2 million.

Managed in-house advertising staff and relations with outside sales force.

Special emphasis on Pharmaceutical and Life Science industries. Major

Accounts included: Abbott, Merck, Wyeth

. Identified new revenue streams for paper and electronic journal

reprint sales effort

. Integrated acquired electronic content into e-learning programs

. Licensed content for website integration and use in medical education

programs

. Surpassed sales goals of $2.3 million by 86% FY '06

. Achieved 133% of goal FY '05, 154% of goal FY '04

M. Puma page 2

SPRINGER-VERLAG S.a.r.l- Paris, France

1999-2001

Sales Manager - Benelux - Managed all aspects of sales & marketing activity

of STM publications in Benelux sales territory, generating revenues of DM

1.8 million. Responsible for developing sales & marketing plans, direct

mail and e-mail campaigns for books, journals and Internet (LINK) access

sales to bookstores, distributors, libraries, wholesalers, special re-

sellers, independent sales groups, and subscription agencies. Major

accounts included: KPN, Fonteyn, FNAC

. Opened new channels of sales & marketing

. Surpassed personal & territory sales goals each year

. Performed analysis of competitive price points to increase sales volume

and market share

. Secured translation deals with local language publishers

. Represented company at Medical conventions and publishing meetings

SPRINGER-VERLAG INC., New York, N.Y.

1993 - 1999 Manager -Corporate Sales - Managed a scientific publication and

journal advertising sales group of 5 with a special emphasis on clinical

medical education publications generating revenues of $4 million.

Developed and sold custom publications and continuing medical education

programs (CME) to the pharmaceutical and medical device industries

nationally and internationally. Responsible for all areas of sales and

sales management activity of scientific, technical, medical books and

advertising in journals. Major accounts included: Pfizer, J& J, Ortho,

GSK, IBM, BOMC

. Increased sales revenues by 150% over tenure at company

. Surpassed group and personal sales goals

. Opened new channels of sales and distribution in Asia

. Developed custom editorial products for Pharmaceutical education

programs

. Represented company at Medical conventions and meetings

PRENTICE HALL INC., Englewood Cliffs, N.J.

1991-1993

Special Sales Manager- Managed a group of 6 account executives in the

Corporate and Government Sales Department of the Professional and Technical

Reference publishing division generating a dollar volume of $20 million.

Responsible for all areas of activity in marketing technical software

documentation and professional books to various segments of the information

industry and corporate marketplace. Also responsible for personal sales

territory.

EDUCATION:

FORDHAM UNIVERSITY, New York, N.Y.

B.S. in Marketing with Management as a minor.

AMERICAN UNIVERSITY OF PARIS, Paris, France.

Completed coursework for 24 credits.

LANGUAGES: Fluency in French, spoken and written.

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