Justin Marlo

**** ******* ***. *** ****, IL ***** 708-***-**** adjlzc@r.postjobfree.com

Focused and Top-performing Sales Leader

Proven record of achieving and exceeding revenue and profitability goals each year Team leader who cultivates long-term relationships with key clients and motivates colleagues 12+ years of experience in educational publishing/EdTech, 7+ years of educational sales/manager experience Effective in driving print and digital sales to record levels utilizing effective market research, forecasting, customer evaluation, sales plan development, team building, and key account management strategies Expertise

*Client Development *Project Management

*Business Development *Budget Administration *Inventory Control

*Staffing/Team Development *Relationship Management *SalesForce.Com *Strategic Planning Key Accomplishments

Consistently exceeded revenue targets 2012-2015, 2019 Won “Top Regional Manager of the Year” in 2013, 2014, 2015 Top Salesman in the Midwest Region 2018, 2019

Professional

Experience

bulb, INC

bulb digital portfolio, Lafayette, CO

Sr. Account Executive – Midwest Region (IL/IN/WI/MN/IA/MO/NE) May 2019 – May 2020

Achieved 115% of quota for 2019, $1.5M on a $1.35M quota.

Build and grow the Bulb name within the Midwest Region

Develop and maintain expertise in bulb digital portfolio

Deliver high quality, consultative discussions to identify customer needs and align bulb portfolio’s and services to address those needs

Achieve quarterly and annual revenue targets

Build and nurture relationships with Superintendents, Department Heads, etc.

Provide timely and accurate reporting of pipeline, forecasts, account plans and territory management in assigned territory

Devise and implement effective campaigns within assigned region

Use previous contacts and connections to build pipeline Amplify. Inc.

AMPLIFY Education, Brooklyn, NY

Sr. Account Executive, Illinois/Indiana

October 2017 – January 2019

Achieved 93% of quota for 2018, $1.85M on a $2.0M quota.

Develop and maintain expertise in Amplify’s products

Deliver high quality, consultative discussions to identify customer needs and align Amplify’s products and services to address those needs

Achieve quarterly and annual revenue targets

Maintain a thorough understanding of the educational marketplace, industry trends, funding developments, and Amplify products

Build and nurture relationships with Superintendents, Department Heads, etc.

Research territory trends, competition and funding sources to strategically drive new sales

Provide timely and accurate reporting of pipeline, forecasts, account plans and territory management activities as required

Develop and maintain a full business pipeline of prospective clients and assume all territory management in assigned territory

Devise and implement effective campaigns within assigned region 2

Professional

Experience

Academic Approach, LLC

Chicago, IL

Director Ed-Tech Partnerships (IL, WI, NE, IN, NC, SC) June 2017 – October 2017

Responsible for driving revenue goals through focus and experience on enterprise sales to school districts, schools, charter schools, private schools, parochial schools, and various educational organizations

Develop and execute a go-to-market strategy for Ed-Tech services

Responsible for building/managing a pipeline for sales and for hitting quota on new and renewal clients

Assist the Director of Marketing in the creation of sales/marketing material Scholastic Inc.

Scholastic Education, New York, NY

Sales Director – Midwest Region

July 2016 – January 2017

Work closely with the National Sales Team, sales leaders

Build Strategic Plans at the state levels in OH, TX, MS, and NC

Lead Regional Vice-Presidents, Regional Sales Director’s, & Account Executives into new opportunities/districts.

Pearson Education

Pearson School/Learning Services, Boston, MA

January 2012 – July 2016

Regional Sales Director, K12 Custom Solutions, Central & Northeast Region Provide custom solutions (print and digital) for states, school districts, and schools within the K-12 market that meets their desired standards, scope and sequences, and necessary needs

Led a team of high performing Account Executives that created and executed a regional plan that exceed revenue quota and developed customer relationships

Set clear performance goals for my team, as well as coaching, developing, and reviewing results

Demonstrated the ability to uncover client needs and proposed solutions to close new business opportunities to exceed revenue targets

Supported Account Executives throughout the selling process, from new account development to preparing presentations, price quotes, and responding to RFPs

Personally grew new sales and expansions in priority school districts with in the region

Focused on providing an exceptional customer experience by building a team that listens to customer’s needs, fulfills commitments, and delivers world class solutions

Key Results

o Exceeded 2012 sales goal of $1.65M, +108%, $1.788M o Exceeded 2013 sales goal of $3.48M, +202%, $7.022M o Won “Top Regional Manager of the Year” in 2013

o Exceeded 2014 sales goal of $5.45M, +196%, $10.345M o Won “Pinnacle Award” for being the Top Regional Manager of the year in 2014

o Responsible for a 1,293% growth of revenue business in the territory over a 3 year period from $800K at end of year 2011 to $10.345M at end of year 2014

o Exceeded 2015 sales goal of $18.87M, +153%, $28.773M o Won the “Top Regional Manager” of the year in 2015 The McGraw-Hill Companies

School Education Group, Burr Ridge, IL

October 2009 – December 2011

National Secondary Sales Consultant – Open Territory

Conducted sales presentations for sales reps for Middle School/High School math and science products

Justin Marlo

9619 Central Ave. Oak Lawn, IL 708-***-**** adjlzc@r.postjobfree.com

Provided virtual and local professional development for teachers across the Open Territory states

Provided in-services for school districts in both Adaption and Open Territory states Learning Group/McGraw-Hill, Chicago, IL

May 2008 – October 2009

Product Manager for Mathematics, Science, & Contemporary

Provided inventory forecasts for 85 titles and work with the inventory department to ensure that products are in stock by the established deadlines.

Lead customer-training sessions at conferences, school districts, and website trainings.

Developed sales and marketing collateral for open territory and state adoptions.

Developed product presentations for conferences and training sessions.

Analyzed package needs from the customer and sales perspectives to ensure our packages meet customer needs.

Communicated with the Director of Marketing, Director of Sales, RVP, and inventory department to ensure product and sample availability all campaign deadlines.

Provided feedback on the development of new catalogs and work with advertising to proof prices and ISBNs in catalogs and brochures.

Marketed a $35 million dollar sales revenue budget. Learning Group/McGraw-Hill, Chicago, IL

Editor, December 2006 – May 2008

Pinpoint Math editor for National edition (Grades 1-7)

Developed the Pinpoint Math Assessment Resource book for Grades 1-3

Received a SILVER ACE AWARD for Operational Performance on the completion of the Pinpoint Math Assessment Resource book for Grades 1-3.

UCSMP editor for Algebra student book, Transition Math student book, and Geometry teacher book (Grades 6-12)

Midlothian School District 143

Kolmar School, Midlothian, IL

August 2006 – December 2006

Assistant to the Principal (Dean of Students)

Handled all discipline and counseling in the school

Communicated with Superintendent on a daily basis on several administrative requirements

Coached teachers on behavior management

Education

Technology

Skills

Eastern Illinois University, Charleston, IL

Bachelors of Science in Education, August 2003

Middle School Option, Mathematics Concentration, Science and Reading Endorsements Rend Lake College, Ina, IL

Associate of Arts Degree, July 1997

Salesforce.com, Inspiration, InCopy, iPub, Oracle, Oasis, RFPs, price quoting tool, Solution Builder, Microsoft Office Suite

2

Contact this candidate