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RANDY MORKVED

SENIOR SALES, BUSINESS DEVELOPMENT & REVENUE GROWTH LEADER

Irvine, CA • 805-***-**** • ************@*****.*** • www.linkedin.com/in/randymorkved/

PROFESSIONAL SUMMARY

Senior business development, sales, and revenue growth leader with 20+ years of experience in driving sales and account strategies, fostering product innovation, building high-performing sales teams, and cultivating robust customer relationships

Excels in driving business development, product innovation and launches, account management, and sales training and enablement initiatives in both enterprise and start-up environments, delivering multimillion-dollar growth across new territories and markets.

Entrepreneurial, customer-oriented thinker with expertise in strategic planning, hands-on implementation, program management, problem-solving, and cross-functional relationship-building spanning the sales, marketing, operations, and product functions.

Combines deep technical/product knowledge with a keen awareness of evolving market/business trends and a strong people-centric leadership style to align, empower, and lead cross-functional teams through business development and transformation efforts.

CORE COMPETENCIES

Strategic Planning Business Development Revenue Growth Strategy Sales Management B2B & B2C Sales Strategy Media Sales SaaS Sales Marketing & Advertising Solution Sales Account Management Customer Relationship Management Customer Acquisition & Retention Operations Management Budget & P&L Management Product Management Sales Cycle Management Prospecting & Lead Generation Go-To-Market Strategy Strategic Partnerships Project Management Teambuilding & Management Training & Development Process Improvement CRM Management Data Analysis & Reporting Cross-Functional Collaboration

CAREER HIGHLIGHTS

Founded and grew a boutique digital media company (Balcony 7) from the ground up, growing the client base from 1 to 40+ clients in the first year and delivering up to 100% ROI on clients’ marketing and advertising campaigns (resulting in 90% client retention).

Built and maintained robust, trust-based client relationships while at Heartland Payment Systems, acquiring 10 new multi-location clients (including a client with 5 locations and annual revenue of $500K+).

Recruited back to McGill Directional Media by leadership based on exceptional track record of sales achievement, building a book of business of 50+ clients from the ground up and capturing business from established Fortune 100 clients.

Cofounded and developed Balcony 7 Publishing as a boutique digital and print publishing firm, publishing 8 books (including a children's cartoon book series) and printing and selling 9K+ print copies as well as 1K+ audio e-books and audiobooks over 4 years.

Mentored the sales team at McGill Directional Media as a top-ranking Senior Account Executive, generating 40-45% ($800K+) of the yellow page publishing firm's $2.2M+ annual revenue, exceeding goals YoY and consistently ranking #1 and MVP in all categories.

Developed and managed a portfolio of 250-300 accounts at McGill, growing new sales accounts at 20-25% and maintaining an 85% retention/renewal rate to eliminate competition from 2 major Fortune 100 companies in just 2 years.

PROFESSIONAL EXPERIENCE

Balcony 7 Digital Media, Santa Barbara, CA

Founder & Business Development Lead 2019 to 2024

Established and developed a boutique media company, offering tailored products and services to help diverse businesses enhance their marketing, advertising, and online branding strategies.

Designed a comprehensive solutions offering that included branding, logo design, SEO, web development, e-commerce strategies, content creation, and digital lead generation to meet the diverse needs of a broad client base.

Expanded the client portfolio by leveraging prospecting, networking, and referrals, cultivating strong relationships with SMB, mid-market, and enterprise clients across various industries.

Fostered consultative partnerships with clients, acquiring a detailed understanding of their specific goals and delivering marketing strategies that drove positive sales outcomes, client ROI, and high retention rates.

Heartland Payment Systems, Santa Barbara, CA

Relationship Manager 2018 to 2019

Directed and facilitated the implementation of Heartland’s payment processing solutions, POS systems, mobile software, e-commerce platforms, and marketing tools to ensure seamless integration and optimal client satisfaction.

Sourced and acquired new clients through aggressive cold calling efforts, targeting multi-location businesses, and collaborated with underwriting teams to manage credit approvals and resolve any technological issues.

McGill Directional Media Action Pages, Santa Barbara, CA

Business Development Manager 2017 to 2018

Recruited by leadership based on previous track record of exceptional sales achievement, leading the identification and pursuit of new business opportunities and driving growth by converting clients from established Fortune 100 competitors.

Drove sales of media, website, and e-commerce solutions, managing the full customer lifecycle, guiding clients through media and advertising design processes, aligning creative efforts with their specific needs, and presenting final proofs for approval.

Strategized and executed business development initiatives with a focus on launching new projects and increasing sales of prototype concepts across both new and existing accounts, leading to rapid revenue growth.

Cultivated and maintained a robust client base of 50+ new clients, utilizing targeted prospecting techniques and fostering long-term relationships with both new and existing clients to sustain ongoing business development.

Balcony 7 Media & Publishing, LLC, Santa Barbara, CA

Co-Founder & Publisher 2012 to 2017

Founded a boutique book publishing company, fostering strong relationships with authors and overseeing all financial operations to ensure sustained profitability while helping writers bring their work to market.

Published 8 books and various non-fiction works (including a law reference book), selling 9K print books and 1K audio/e-books through a mix of online and in-store channels over four years.

Developed, edited, and released a 4-book children's cartoon series (Salty Splashes) that won the "Mom’s Choice Award" at Book Expo America, pioneering an e-book audiobook version as well as an audiobook version available through Apple and Amazon.

Directed all creative design and illustration efforts for the cartoon series, in addition to providing creative direction and guidance for book cover designs for multiple non-fiction titles.

Led the creation and management of marketing campaigns for print, digital, and audiobook formats, utilizing national and local advertising, social media, email outreach, and book events to maximize exposure and sales.

Expanded global distribution through partnerships with Ingram Publishers as well as select Asian distributors, securing placement with major retailers such as Amazon and Barnes & Noble, libraries, and independent bookstores worldwide.

McGill Directional Media, Santa Barbara, CA

Senior Account Executive 2008 to 2012

Guided and inspired the sales team while personally generating 40-45% of annual revenue for a yellow page publishing / digital media company and consistently surpassing sales targets each year for the Santa Barbara, Ventura, San Luis Obispo counties.

Grew a portfolio of 250-300 accounts from the ground up by utilizing cold calling, networking, tradeshows, chamber of commerce events, referrals, and door-to-door prospecting.

Cultivated long-term relationships with clients and colleagues based on trust, negotiating contracts, managing accounts, and providing dedicated ongoing support to ensure satisfaction.

Captured significant market share within 2 years, successfully outpacing 2 Fortune 500 competitors that had maintained dominance in the region for 50+ years and contributing to the closure of their yellow page division.

Transwestern Publishing Company Inc. (Yellow-Book Inc.) Santa Maria, Ca 2003 to 2007

Account Executive

Largest Independent Yellow Page Publisher in U.S. of print and online digital. Grew portfolio of 6 directories in the California Central Coast Region from Santa Ynez, Santa Maria, 5-Cities, San Luis Obispo to Paso Robles. Clutch Player and Trip Awards yearly.

Grew portfolio and managed from 50 to over 200 accounts. Cultivated long-term relationships with clients, negotiating contracts provided dedicated ongoing support, project management, time/deadline management, art design of ad’s for print and online profiles.

Established significant market share over competition, retention rate of over 80%, gain new accounts base on reputation, prospecting in person, email and phone. Personally generated 30-35% revenue of $4million.

Yellow-Book Inc; purchase Transwestern Publishing in 2007. Participated in transition by maintaining and growing client portfolio.

AWARDS AND HONORS

QED Gold Seal Digital Book World (2013)

Mom’s Choice Award (for Salty Splashes Cartoon Series) Mom’s Choice Awards (2013)

MVP #1 in Revenue & Internet Sales Clutch Player Quota Club McGill Directional Media (2008 to 2012)

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