Business Development, Sales

Deborah Salsberg

Cell: 416-***-**** *******.********@*****.*** Linkedin: ca.linkedin.com/in/deborahsalsberg SENIOR BUSINESS DEVELOPMENT PROFESSIONAL

A self-motivated, results- and goal-oriented, forward-thinking seasoned professional with proven success in sales and marketing, fundraising, advertising and promotion, sponsorship and brand positioning in the publishing, packaged goods, affinity marketing, not-for-profit and computer support sectors. Proven track record in contributing to increased sales volume, optimized market share and brand recognition. Core Strengths:

Problem identification, investigation, alternative solutions analysis and decisive action to deliver resolution.

Building strong working relationships, both internal – management/staff and external – C-level clients, to gain trust and cooperation.

Identifying client needs vs. wants and providing quality and timely solutions. Through consultative and solution selling. Task planning, organizing and prioritizing to optimize results and meet deadlines.

Developing and implementing the tactical plans to achieve the objective.

Team leadership through ongoing formal and informal coaching and mentoring SELECTED MEASUREABLE ACHIEVEMENTS

Set over 45 meetings with qualified, prospective clients within 4 months for new client. Provided the opportunity to increase the client base with new verticals by identifying a direct fit with the company objectives.

Increased client based by over 60% adding 40 new clients directly resulting in company build from 9 to 23 employees. Accomplished through research, identifying and qualifying potential clients through cold calling, strategic concept sales and relationship building to securing meetings. Resulted in increase of approximately $500K annually and over $1.5MM to the bottom line, annually over 4.5 years from monthly recurring revenue.

Achieved an 89% closing ratio exceeding expectations within the entire sales team. Identified and qualified potential barter clients through cold calling, relationship building and effective negotiating. Increased the client base by 70 new members within 4 months, which represented 80% of all new membership in that time period.

Contracted over 13MM retail promotion products of the annual 20MM required. Identified key categories, contacted decision makers and negotiated tactically with manufacturers. Resulted in personally contracting 65% of the annual required product generating over $1.5MM revenue to the bottom line.

Negotiated a 3-year category buyout with leading brands. Evaluated cost of goods with return of investment formulating proposals for win-win-win. Increased the program profit margin by 11%.

Developed sales strategies to surpass sales quotas. Identified and qualified new prospects. Improved negotiation tactics and utilized hard data as proofs for return of investment. Resulted in surpassing sales quotas by 25%.

Signed 22 charitable organizations over a 6-month period to receive donations under a tax shelter. Researched charities for fit with overseas medical relief programs. Exceeded original objectives by 45% establishing credibility in a new barter-based charitable giving organization.

Developed and managed over 250 relationships with “Tier One” brand portfolio in consumer packaged goods with such manufacturers as Colgate-Palmolive, Procter & Gamble, Johnson & Johnson, Revlon, Alberto-Culver, and Unilever. Evaluated brand objectives to determine a fit with promotional objectives and budget constraints. Resulted in establishing our promotions as a “need to participate” event attracting other major participants.

Supervised Account Managers to develop a membership base. Researched companies for fit with barter and worked with sales team to develop optimum leads. Increased client base by 40% personally Deborah Salsberg - resume - page 2

and an additional 33% through the sales team, developing a membership base of over 200 within 6 months.

Spearheaded creative ways to raise awareness for a not-for-profit organization through weekly newsletters and new sponsor-supported prizes. Membership growth by 20% and event attendance raised by 33%.

Established a consumer base for two start-up companies. Researched, evaluated and developed new client relationships and partners. Resulted in expansion of the client base from zero to over 100 in a 6- month period.

Created, developed and implemented events, conferences, advertising and promotions including all aspects of print production for small and large educational publishers, supporting national sales contingents. Resulted in significant internal savings and contributed to the boosting of external sales as an overall result of brand quality.

PROFESSIONAL EXPERIENCE

INFINITY NETWORK SOLUTIONS

Business Development Contract 2015 – Feb. 2016

A Managed Service IT company serving the GTA, providing IT solutions for computers, servers, networks and cloud for small and medium-sized companies with a focus on remote service. Business Development

Responsible for increasing the client base through lead generation. Identified and qualified leads determining fit with the company. Presented the company profile and business model to develop relationships. Planned and developed marketing and sales strategies and initiatives for direct marketing. Consultant services for company growth strategies.

PACE TECHNICAL SERVICES INC. 2010 – Dec. 2014

A Managed Service IT company serving the GTA, providing IT solutions for computers, servers, networks and cloud for small and medium-sized companies.

Director, Business Development

Responsible for increasing the client base through lead generation for the outside sales team. Identified and qualified leads determining fit with the company. Presented the company profile and business model to develop relationships. Planned and developed marketing and sales strategies and initiatives for direct and online marketing. Redesigned company website concept and copy. INDEPENDENT CONSULTANT 2007 - 2009

Client: Ricki Heller (Cookbook author www.rickiheller.com) Ricki Heller is an Author of specialty cookbooks.

Engagement and Deliverables: PR Consultant

Promoted new publication, “Sweet Freedom” by Ricki Heller: TV, Radio, Print, Retail, Press Releases, Bookstores for new books.

Timeline: 6 months

Client: SUMMIT VIEW CAPITAL

An investment advisory firm providing unique services to overseas clients. Engagement and Deliverables: Charity Accounts Supervisor Oversaw and developed relationships with charities in Australia and New Zealand for gift-in-kind overseas essential medicine donations within a tax shelter environment. Developed and qualified leads from ground zero to 37 confirmed leads within a 2- month period.

Timeline: 5 months

Deborah Salsberg - resume - page 3

Client: PINNACLE FINANCIAL STRATEGIES INC. /DESTINY FINANCIAL GROUP Financial Consultants offering financial planning, Engagement and Deliverables: Supervisor and Sales Supervisor, Charity Accounts UNIVERSAL BARTER GROUP (UBG). Initiated and developed relationships with 22 Canadian Charities signing them as members for gifts-in-kind donations with a barter currency to facilitate their community and outreach/overseas needs. Defined strategy, process and parameters within a tax shelter environment. VIATRADE (Formerly BARTERWORLD INC.). Supervised a sales staff of 10 in developing a membership base of B2B trading within a barter community.

Timeline: 13 months

PROVUS MARKETING 2006 - 2007

Two start-up companies: Event Marketing for the packaged goods industry and customer appreciation solutions to enhance loyalty and retention and fulfillment solutions for incentive industry program providers. Supported Cubed Brand Interactions and MyAXS.

Director of Brand Development and Major Accounts

Developed client base from zero-based to contractual agreements. Developed packaged goods brand awareness in office towers through event marketing for Cubed Brand Interactions. Simultaneously, developed Affinity benefit program offered to associations and organizations from zero-based to contractual agreements through lead generation and relationship building for MyAXS LAUNCH PAD MARKETING (Formerly Advantex/Samplex Marketing) 1999 - 2006 Providing retail sampling programs positioned as value-added promotional packs for health and beauty and grocery, reaching over 2.5 million consumers annually with a distribution of over 20MM product samples promoted by leading retailers Canada-wide.

Director, Brand Sales 2004 – 2006

Responsible for leading a team of 6 in acquisition of literature, product and sponsorship for over 20 themed promotional packs. Efficiently and effectively closed within budget and time constraints. Senior Brand Manager 2002 – 2004

Responsible for developing promotion concept, managing the pipeline and budgets for the department and acquiring product through established and new relationships in the packaged goods industry through cold calling strategic negotiation and sponsorship.

Brand Manager 1999 – 2002

Responsible for developing relationships with over 500 premium packaged goods companies to understand and develop their brands through retail and event promotions through cold calling. HARBOURFRONT CENTRE, INTERNATIONAL FESTIVAL OF AUTHORS (IFOA) 1994 - 1999 A not-for-profit cultural organization, International Festival of Authors brings authors from Canada and around the globe to participate in readings, interviews, panel discussions, book signings, and a host of other events. Programmes include an IFOA Weekly Reading Series and the annual International Festival of Authors (IFOA). Marketing Manager, IFOA.

Responsible for developing marketing initiatives for weekly and annual events, sponsorship and corporate relationships. Created and raised brand awareness through events and activities and weekly newsletter. Responsible for marketing, advertising, print production, signage and all related activities. Prior to 1994

Gained experience in promotion, sales and marketing with educational publishing companies with increasing responsibility as Sales Representative, Coordinator of SW Ontario and Central Canada, Promotion Manager, Advertising and Promotion Manager and Marketing Manager. Responsible for cultivating relationships, developing concepts, writing copy, building advertising programs, writing promotional and marketing literature for catalogues and designing and implementing international events leading a team of designers and photographers. Deborah Salsberg - resume - page 4

EDUCATION

Bachelor of Education, University of Toronto, Toronto, ON BA (Hons) Psychology, Linguistics, York University, Toronto, ON VOLUNTEER AND COMMUNITY ACTIVITIES

Committee Member 1996 - current

ADAM’S DREAM FUND. Charitable organization raising funds for Sick Children’s Hospital. Raise awareness, fundraise and develop all promotional materials for this annual event. Raised over $2MM to date. TECHNICAL SKILLS: MS Office, CRM programs, website concept and copy development INTERESTS: Iyengar yoga, woodworking, book club, travel. LANGUAGES: English, French (basic comprehension written and oral)

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