Sales leader, proven, inside, outside and call center experience, P&L
Resume:
Brian E. Gordon
Tampa, Florida 33626
Home: 813-***-****
Cell: 813-***-****
Email: ********@***.***
SENIOR SALES & MARKETING EXECUTIVE
Print & Online Sales Management Executive with Proven Track Record
An executive accomplished in both traditional and niche sales environments. An industry leader with a benchmark career pioneering the use of creative methods to drive sales revenues, accelerate customer growth and gain market share. Experienced in customer relationship management; sales productivity, associated metrics, sales leadership and training in both private and public sectors.
A dedicated leader and manager, who searches for innovative products, believes in quality, takes accountability seriously and enjoys mentoring and rewarding individuals and teams for top performances. Experience in leading multiple sales start-up company operations with head counts ranging from 75 to 320 people. Has successfully led organizations in several industries with both revenue growth and cost containment.
Professional Highlights
Brian E. Gordon Consulting - Tampa, Florida
January 2001 – Present (7 years 10 months)
Specialize in adding value to companies in need of strategic and tactical sales advantages when calling on either their current clients or potential new customers. Offer a combination of management and sales training, collection strategies, account management, customer segmentation, selling techniques and project management that will help grow revenues quickly with a focus on new account acquisition and customer retention.
• Specific area of interest is on development and growth in startup operations.
• Formulate plan to build a nationwide outside account executive sales force.
• Work with Fortune 500 companies exploring possibilities of entering YP industry space along with providing sales and management training.
Dominion Enterprises/Power Sports Division - Norfolk, Virginia
South & Southeast District Manager
March 2008 to August 2009 (1 year and 5 months)
Direct a publishing operation for the entire Southeast Region area covering 8 states. Supervise four Sales Managers and 21 virtual sales representatives for this weekly publication with $6.1 million in revenues. Hired to stabilize sales and improve training through company transition and beyond.
• Opted to immediately institute new point of sale requirements to improve revenue growth potential with online products by boosting total overall customer base by over 12%.
• After three months, I was given additional responsibility for 5 more states.
• Accelerated communications and implemented better customer care procedures throughout our region while introducing new online products and in the process increasing revenues from 22% to 41% penetration.
• Reduced spending and re-evaluated headcounts to include better customer touch points.
HYP Network, LLC - Tampa, Florida
Senior Vice President Sales
March 2005 – July 2007 (2 years 5 months)
A National Hispanic language directory that sold directional advertising solutions to advertisers that wanted to attract Spanish language consumers.
• Aid in the re-organization plan of the entire network.
• Create a centric structure, providing superior customer service while maximizing development of directory products with a specific look.
• Boost the networks top-line performance by over 21% with major initiatives: Recruiting and hiring “A” type sales managers and account executives; implement vibrant sales training programs; reduce friction by initiating new policies and operating procedures.
• Recruit, hire, train 75 account executives and open three new offices in the span of 4 months
• Launch 5 new directories within the first year of operations meeting or exceeding business plan in 4 out of 5 of those books.
ALLTEL Publishing Corporation - Hudson, Ohio
Vice President – Advertising Sales
April 2002 – January 2005 (2 years 10 months)
Direct the daily operations for one of the largest independent directory publishers in the nation with accountability for top-line local and national revenue growth
• Build an entire inside and outside sales structure by documenting processes and procedures, establishing sales training modules, sales administration, budgeting, procurement, product development, and technology implementation
• Propose and administer an $11 million expense budget, manage 6 remote direct reports, call center and an indirect staff of 200+ selling / producing / servicing / distributing a total of 5 million directories annually
• Grew revenues from $114 million to $141 million in just three years with organic and new business growth.
Verizon Information Services (formerly GTE Directories) - Dallas, Texas
AVP Sales – East Region
July 1997 – February 2001 (3 years 8 months)
Develop an annual tactical business plan for 8 division operations, 3 satellite offices in 14 states working with incumbent utility and independent Telephone Companies.
• Restructure by hiring entirely new division management team in all seven sales offices
• Standardize the expectations of sales results against target. Held all sales channels accountable for their results
• Upgrade and customize the region by ensuring that all Division Managers and District Sales Managers recruit and hire talented sales executives while providing them with excellent support. Ultimately using training techniques and tactics that build confidence in both the new employee and their manager in both large and small markets; outside and call center teams
• Develop and lead cross-functional customer teams earning the Quality Advocate of the Year 1991 along with participating in the Malcolm Baldrige Award for Customer Service in 1994.
April 1973 – July 1997 (24 years and 3 months)
From outside Sales Representative to ever increasing front-line and senior management roles within GTE Directories/Verizon Information Services leading to AVP Sales position in Tampa.
EDUCATION University of Kentucky - Bachelor of Arts 1967 – 1971
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