Sales Marketing

Andrew Shackelford

**** ****** **. • East Grand Rapids, MI 49506

616-***-**** • ************@*****.***

@AndrewShack • andrewshack.wordpress.com

Experienced business development and marketing leader with a 24-year proven track record for identifying, delivering

and sustaining revenue and profit gains in extremely competitive U.S. industries and markets. Skillful talent manager,

adept at developing and leading teams to consistently meet or exceed goals. Confident communicator with consultative

selling style, exceptional negotiation skills, holistic problem-solving ability and intuitive client relationship building

aptitude.

December 03 to Present: Director of Sales and Marketing, Millbrook Printing.

Hold full P & L responsibility for all sales and marketing for commercial printer. Hire, train, motivate and supervise 10

direct reports in printing, marketing, advertising, sponsorship and event sales. Formed and led cross-functional team of

16 to pioneer company’s national-market association publishing vertical. Initiate, cultivate, maintain and grow high value-

added national client base of C-level executives. Develop strategic brand direction and partner with internal and external

resources to create and deliver sales tools, marketing collateral, promotional tools and event marketing.

• Increased personal sales profitability 100% vs. company avg. for last 5 years by creating new product combinations.

• Increased personal sales 200% each of 4 past years by targeting publishing clients in multiple national markets.

• Met yearly direct-report sales goals by establishing process; measuring, managing and coaching performance.

• Improved new sales representative hire productivity by 50% by creating customized on-boarding process.

• Lowered CSR costs by 100% by realigning territories and mentoring direct-reports on pipeline management.

• Reduced avg. cost per sale by 30% by targeting publishing clients in similar industries in existing national markets.

• Achieved 100% publishing client profitability vs. industry avg. of 30% loss by managing high ad revenue generation.

• Reduced marketing budget by 20% by focusing strategy on high marketing return on investments.

• Increased marketing ROI by 20%, by refining lead generation, improving collateral and decreasing response time.

• Increased new business prospecting effectiveness by 250% by adopting and customizing Salesforce.com.

• Lowered publishing admin costs by 50% by developing custom insertion order management in Salesforce.com.

• Awarded Sappi Paper Printer of the Year by leading cross-functional team to produce showcase quality calendar.

June 92 to December 06: Owner, Shackelford Marketing.

Identified unique consulting opportunities, executed compelling presentations, negotiated contracts and closed sales for

marketing consultancy. Developed and implemented custom marketing solutions for C-level executives in a variety of

industries.

• Increased client magazine circulation by 100% by creating relevant editorial, topical design and effective collateral.

• Achieved 15% avg. yearly mailing response rates for retail clients by targeting audience and customizing messaging.

• Lowered client web development costs by 83% by leveraging vendor relations and reconfiguring previous solutions.

• Lowered client sales training cost by 70% by providing customized sales training at no additional cost to contract.

• Increased average client profitability by 25% each of 5 years by creating value-added add-on services.

June 91 to June 92: Marketing Director, Corporate Image Advertising.

Strategized, implemented and managed the development and execution of all marketing collateral. Oversaw all

prospecting and account maintenance activity.

• Increased existing revenue by 25% by providing new custom media planning and B2B business consulting services.

• Lowered production costs by 20% by instituting on-site press approvals for printed collateral.

Sep 88 to May 91: Art Director, The Advertising Bureau.

Created and executed creative concepts for a variety of B2B projects, including branding and identity, traditional print,

collateral pieces, marketing materials and ad campaigns.

• Increased design profitability 50% by recommending and implementing switch from keyline boards to Mac computers.

• Achieved Starch magazine ad readership awards by using short headlines, serif body type and ample white space.

B.F.A., Michigan State University 1988

Married, 3 children

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