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Innovative, tenacious and personable Sales Management Professional eager to contribute exceptional team leadership expertise, outstanding relationship-building talents and exemplary strategic planning skills toward supporting a dynamic company in optimizing bottom-line performance.

 

 

Adeptness in the complete sales cycle with proven talents in maximizing market share and cultivating profitable relationships.  Leverage strong leadership attributes to deliver informative and persuasive sales presentations and proposals. Well-honed expertise in consultative selling, lead qualification, networking, territory management, negotiating, and closing. Exhibit an outgoing and determined personality which can be leveraged to overcome sales objections and generate new business.  Significant experience in establishing and maintaining relationships with C-level executives and key decision makers. Expert-level knowledge in psychology of selling, able to quickly establish rapport, and consistently nurture customer relationships to maximize loyalty and satisfaction.  Proficient in successfully prospecting, educating, selling, and servicing accounts in highly competitive markets.   

 

Key Achievements:

 

  Remained among Top 5 Producers worldwide as Senior Account Executive for Gartner, winning Sales Rep of the Month on 10 occasions and Sales Rep of the Year in 2005.

  Won place in Gartner s 2005 Winner s Circle for generating outstanding revenues.

  Produced $4.5M in top line revenue for Gartner through successful launches of multiple summits.

  Pioneered Client Advisory Board for Gartner events in 2008 and played a pivotal role in delivering program to key sponsors for Application Architecture and Integration Summit; initiative was eagerly adopted throughout North America for all company events.

  Boosted Advanstar s success and recognition during Frontline Expo by acquiring tier one technology/software vendors such as JD Edwards, SAP, IBM, Oracle, IONA, and Baan.

  Exceeded sales budget by 25% despite severe economic conditions while with Advanstar Communications, Inc.

  Planned and coordinated 2.5-day Insurance & Technology Executive Summit at Arizona Biltmore Hotel and Resort which captured $375K+ in sponsorship sales and exceeded sales goals by 90%.

  Recognized as top producer ($2.4M)  in 2000 across all lines of business for CMP s Financial Technology Group by negotiating integrated marketing packages such as trade show and conference sponsorships.

  Held #1 ranking in Telco Sales Unit on multiple occasions during tenure with Reuben H. Donnelley, and outperformed all others during training program.

 

 

Gartner, Inc., 2003 to 2008

North American Director of Sales C Gartner WW Events          (2006 to 2008)

         Spearheaded planning and seamless execution of 17 Gartner events including ITxpo, several summits, and four one-day seminars.

 

Continued

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Professional Experience continued

 

         Cost-effectively administered $20M budget spanning sales, program management, marketing, and operations.

         Supervised, motivated, managed and evaluated 8 direct reports, emphasizing team cohesiveness and cooperation.

         Orchestrated numerous summits such as Business Process Management Summit, Portals Content and Collaboration Summit, Master Data Management Summit and Event Processing Summit.

         In conjunction with program management and event operations, strategically aligned event sponsorship offerings to entice and secure more sponsors.

         Trained, coached and mentored team in value selling techniques to enhance forecasting and accuracy regarding deals.

         Leveraged salesforce.com to accurately forecast corporate portfolio.

         Exhibited a hands-on management style in teaming with sales professionals in preparing proposals.

         Instituted bundled selling approach to maximize quantity and variety of events purchased by clients at one time.

 

Senior Account Executive       (2003 to 2006)

         Consistently achieved 100%+ of quota during role, with the average target being $3.6M.

         Proficiently navigated the complete sales cycle from prospecting to closing; earned promotion based on exceptional performance.

Advanstar Communications, Inc., 2001 to 2003
National Sales Manager

         Launched profitable Collaborative Commerce conference and exposition with accountability for sponsors,  turnkey programs to entice vendors, and all aspects of client relations encompassing value-added programs, web site programs, printed event materials, and post-event activities.

         Diligently formulated, organized and implemented pavilion initiative for event partners, and effectively supported conference developers by participating in sourcing and selecting keynote speakers.

         Championed development and management of client database containing 400+ companies.

CMP Media, LLC, 1999 to 2001

Western Regional Sales Manager, Insurance & Technology C Financial Technology Group

         Generated $2M in print advertising revenue for Insurance & Technology Magazine from Midwest, Western and Canadian client base.

         Exhibited perseverance in surpassing assigned sales goals for custom publishing contracts with Sun Microsystems for Talking Business and Open Finance magazines.

Earlier Experience:

 

Inside Sales Manager, Financial Technology Group, CMP Media, LLC/Miller Freeman, Inc., 1999

 

Advertising Consultant, Reuben H. Donnelley, 1992 to 1995

 

 

State University of New York at Albany

 

 

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abc@xyz.com

 

 

 

 

 

Date

 

 

Hiring Agent Name

Title

Company Name

Address

City/State/Zip Code

 

Dear__________________:

 

I am currently seeking a challenging career opportunity in a <insert job title/position> capacity and am submitting my resume for your review.  In advance, thank you for your time and consideration.

 

As indicated in the accompanying resume, I bring to you a significant background in sales leadership and new business development, well-developed expertise in key account penetration and development, and a solid ability to analyze revenue growth opportunities and conduct high-dollar negotiations to close the deal. To complement these qualifications, I offer exemplary organizational, prioritization, presentation and relationship-building skills which are essential in an <insert job title/position> role.   

 

As a proactive contributor to your organization, you will find me to be a driven professional and stellar leader committed to supporting you in achieving your objectives through superior performance and initiative. I am confident that I could be a valuable asset to <insert name of organization>, and look forward to interviewing with you in the near future.

 

Sincerely,

 

 

 

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