Sales Manager

CHRIS GALIONE

**** ******* **** ****** • Woodbridge, VA 22191

703-***-**** • *****.*******@*****.***

EXPERIENCED SALES LEADER

Strategic-minded sales director with 12+-year portfolio of success exceeding goals to significantly enhance bottom lines across diverse industries. Big-picture thinker, adept at devising innovative sales strategies, sponsorship packages, and promotions. Skilled in cultivating solid C-Level relationships and tailoring services to meet needs of Fortune 500 clients. Dedicated to building high-performance teams and enhancing customer satisfaction. Additional areas of expertise:

Strategic Sales Planning • Client Relations • Exhibition Marketing • Budget Management

Marketing, Advertising & Promotions • Process & Best Practices Development

Recruiting, Hiring & Training • Event Management • Team Leadership

PROFESSIONAL EXPERIENCE

BIOTECHNOLOGY INDUSTRY ORGANIZATION, Washington, DC • 2006-2010

The international trade association for the Biotechnology industry with 200+ member companies across 38 countries; 140 personnel involved in lobbying, policy, legal issues, and state and country outreach; hosts 7 conventions and trade shows annually.

Senior Sales Executive

Supervise, train, and mentor 5-member sales team in selling exhibit space, advertising, memberships and high dollar sponsorship packages. Establish and administer budget for conference exhibition and drive team efforts to achieve revenue goals and stay within expenses. Develop and implement annual sales and marketing plans and tools.

Key Contributions:

• Boosted exhibit space sales by 37% since 2006; yielding $1.9M annual revenue increase.

• Played integral role in increasing annual sponsorship sales by $800,000 by revamping program and offering new, innovative branding solutions.

• Streamlined sales processes and logistics to improve customer satisfaction ratings.

• Established initial sales infrastructure and best practices; recruited, hired, and trained new internal outbound sales team.

Formal Recognition:

• Drove exhibition to win TSW’s “Fastest 50” award for 3 years running, an honor bestowed on the 50 fastest-growing trade shows in North America as determined by growth in exhibit space year-to-year. BIO won the top award for fastest growing trade show in North America for 2008.

• Completed the Certified Exhibition Manager (CEM) education series in December, 2007.

• Awarded opportunity to attend Future Leaders Institute to learn “best practices” leadership skills for the trade show industry.

VNU EXPOSITIONS, Chantilly, VA • 2003-2006

A subsidiary of Nielsen Media, VNU was a global business media and information company specializing in trade show management; hosts 60+ annual trade shows across North America.

Senior Sales Manager

Solicited sales of exhibit space and sponsorships for 5 annual US trade shows.

Key Contributions:

• Sold Exhibit Space and Sponsorships for PhotoPlus Expo trade show and achieved 18% exhibit space increase and a 23% sponsorship revenue increase between 2003-2005 by cultivating solid alliances with industry publications and associations to enhance trade show’s image and credibility within the industry.

CHRIS GALIONE • Page 2 • *****.*******@*****.***

VACATION.COM, Alexandria, VA • 2001-2002

A national travel agency consortium with 3,000+ agency members; service negotiated special travel rates and promotions with travel industry vendors.

Client Relations Manager

Developed innovative marketing campaigns and promotions to pitch to travel suppliers for special deals with member travel agencies. Led team in implementing advertising campaigns including design, copy, printing, media buys, and web/email communications. Measured and reported clients’ campaign results.

Key Contributions:

• Garnered revenue increase of $350,000 between 2000 and 2001.

• Maintained over 50% of client business in post-9/11 travel industry downturn via an aggressive in-person client meeting tour; generated 40%+ of company’s revenue post-9/11 2001 and 2002.

COMMUNITY ASSOCIATIONS INSTITUTE, Alexandria, VA • 1998-2001

The trade association for US homeowners associations; 75 employees.

Sales Manager

Commandeered sales of all print and online advertising, exhibit space, and sponsorships— delivering 35% of institute’s total revenues. Developed and executed sales plans, and managed invoicing and bill collections.

Key Contributions:

• Transitioned exhibitor mix from regional “mom & pop” vendors to national vendors such as paint manufacturers, security companies, and exterminators; efforts boosted annual revenues from $750,000 to $1.7M in 2 years.

• Introduced a new sales database and exhibit management system that tracked prospects and supported new business closings; performed a SWOT analysis on trade show competitors to develop new exhibitor strategy.

Career Note: Experience includes prior role as Marketing & PR Director of Mobile Mysticks Hockey Club (1996-1998). Details available upon request.

EDUCATION & TRAINING

Sport & Event Marketing; Information Sciences Minor

University of South Alabama, Mobile, Alabama

“SPIN Selling” Course ~ Huthwaite, Inc.

Certified Exhibition Manager Designation ~ International Association of Exhibitions and Events

Future Leaders Institute ~ International Association of Exhibitions and Events

TECHNICAL SKILLS

Microsoft Office • Goldmine • SalesForce/CRM • EXPOCAD • Exhibition Management Software

AFFILIATIONS

International Association of Exhibitions and Events

American Society of Association Executives

Meeting Professionals International

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