Part-Time

MICHAEL L. GRUENBERG

Venice, Florida 516-***-**** *******.*********@*******.***

Senior Sales Executive

Global Information Industry

Forty years experience in sales, licensing and management in North America, Europe and Latin America. Proven track record of significant profit performance in every position held, including product and sales management. Proficient in licensing of data, business development, creation of successful sales teams and senior level relationship building. Creative, dynamic and motivational leader grounded in the principles of professional sales and management. Skilled negotiator, corporate spokesperson, and key member of the management team.

EMPLOYMENT HISTORY

Gruenberg Consulting, LLC 2012 - Present

Currently the President of Gruenberg Consulting, LLC, a firm founded in January 2012 devoted to providing information services companies with sales source analysis, market research, executive coaching, trade show analysis and best practices advice for improving negotiation skills.

ProQuest, LLC 2005 - 2011

ProQuest's family of brands, including CSA and Dialog, provide electronic and microform information products and services to academic, elementary and high school, public, corporate, and government libraries around the world.

Director of Sales - Strategic Account Management 2009 - 2011

•Led sales and relationship-building teams for Consortia and Most Valued Accounts (MVAs), realizing 100% renewal rate and attaining new business goals.

•Supported U.S. Regional Sales Directors and their sales teams in securing $198 million of renewal business, and creates new business opportunities for them at Consortia and MVAs through client appointments, Trade Show attendance and pre-call strategizing.

•Led successful nationwide initiative to introduce ProQuest’s strategically important new platform, to Consortia and MVAs.

•Designed and adopted an Advance Planning system to anticipate, prepare for and effectively respond to RFPs in the Consortia market.

Executive Director – Corporate, Medical & Licensing 2007 - 2009

•Managed Dialog Corporate Sales in the corporate and medical markets, closing significant new business at Consumers Union, Hess Oil and Boston Consulting Group.

•Achieved renewal and new business goals above company average in 2009.

•Led an eight-member Corporate and Medical Sales Team.

•Managed licensing of ProQuest content to global partners including Factiva and LexisNexis.

Director of Sales for the Americas 2005 - 2006

•Managed a 20-member Sales Team that delivered 100% of yearly sales goals.

•Built a Corporate Sales Team that brought in $500,000 of new business in its first year.

OneSource Information Services 2001 - 2004

Web-based, value-added aggregator of business information – company and industry profiles, news, trade articles, research reports, executive profiles and financial data – delivered through desktop access and custom applications.

Director - Enterprise Sales

•Closed over $8 million in new and renewal business in 2001, exceeding yearly goal.

•Negotiated and closed the company's largest 2002 new business order, with Marsh.

•Managed staff of six sales professionals and support personnel that reached sales goals every year.

Carroll Publishing 2000 - 2001

Publisher of print and online directories and information services, for reference and marketing, covering executives in Federal, State, County and Municipal governments.

Senior Vice President - Sales and Marketing & Business Development

•Established a new sales team where previously there was none.

•Motivated the new team to transition the company from a traditional directory publisher to an internet-based organization.

•Initiated licensing digital content to clients and channel partners.

•Collaborated with other key executives as part of the team that developed, tested and launched USA GOV, the first web-based product for the company.

Oxford Analytica 1998 - 2000

International research and consulting company, based in Oxford, England, providing analyses of the social, economic and political implications of world events to CEOs, CIOs, senior vice presidents and chief economists of global corporations and financial institutions and to senior government executives. Analyses are delivered as web-based briefs and in custom consulting and analytical projects.

Senior Vice President - Sales and Marketing, North America

•Built a new North American-based sales organization where previously there was none.

•Succeeded in generating $3.7 million in revenue for North America in 1999 – 135% of goal.

•Increased new business sales by 150% over the previous year, resulting in revenue of $1.2 million in new business.

•Created, developed and launched a new product for Graduate Schools of Business

•Negotiated and managed global licensing agreements with State Street Global Advisors, Credit Suisse First Boston and PriceWaterhouseCoopers.

Primary Source Media 1987 - 1997

Primary Source Media publishes rare and scholarly collections of literature, history, music and social science for academic markets.

Vice President - Sales and Marketing 1996 - 1997

•Built a worldwide sales and marketing organization to represent the company's legacy collections on microform and to lead the company in transitioning to an on-line environment.

•Led the sales and marketing team in accomplishing a 45% improvement in sales.

Vice President - Public Sector Sales 1995 - 1996

Created a strong national sales team that resulted in $1 million of new business in its first year.

Vice President - Sales 1987 - 1995

•Managed a multi-national sales force of 25 people, with offices in the U.S., Canada and Europe.

•Led team in increasing subscription business from $10 million in 1985 to over $53 million in 1995.

•Built a new Telesales Department that grew to generate $9 million annually.

•Key member of senior management teams that developed Laser Disclosure, a $35 million product lines; and that built six other database products and five more image-based products.

EDUCATION

St. John's University Jamaica, NY

Master of Science, Educational Administration and Supervision

Long Island University Brooklyn, NY

Bachelor of Arts, majoring in Political Science with minors in Business and Education

AUTHOR

“Buying and Selling Information: A Guide for Information Processionals and Salespeople to Build Mutual Success”

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