REGIONAL SALES MANAGEMENT LEADER

Highly skilled and accomplished sales

management professional and outside sales
leader offering an impressive 20+-year
background in the direction and management of
district and regional sales. Extensive
experience in education, publication and e-
technology products and industries. Produce
results that consistently surpass revenue and
profit goals.
Outstanding communication, organization and
interpersonal skills, written and verbal.
Build long-term customer accounts and develop
top-caliber sales teams capable of taking
operations to the next level of success.
Recognized as a winning, dedicated and
approachable leader. Creative, resourceful and
analytical, with solid problem-solving
abilities.
Proficient in Windows XP/Vista, Microsoft
Office (Word, Excel, PowerPoint, Outlook), CRM
enterprise software solutions, Enterprise
Database 5.6-6.0, and the Internet. Master new
systems and applications in a minimum amount
of time.
AREAS OF EXPERTISE
* Regional/District Sales Management
* Educational Solutions & Product Lines
* Revenue & Profit Gain Strategies
* Sales Analysis, Planning & Execution
* Brand Building & Top Market Share
* Client Service & Communications

PROFESSIONAL EXPERIENCE

Wright Group/McGraw-Hill, Chicago, IL

Leading innovator in the development of
teaching and learning solutions and products
encompassing a comprehensive range of
traditional and digital education content and
tools; empowering and preparing students and
professionals of all ages to connect, learn
and succeed in a global economy. Wright Group
is a leading publisher of children's
educational materials.
REGIONAL VICE PRESIDENT
2007 - 2009
Managed strategic sales operations for the
Midwest Region (WI, MN, SD, ND, NE, IA, and
MO) with direct supervision of a professional
team of 8 company reps generating total sales
of $25M. Controlled annual operating and
promotional budgets in excess of $5M. Coached
and mentored personnel to produce highly
successful cross-functional teams.
Product deliverables included all
core/supplemental imprints from Wright Group,
Everyday Math, SRA and Insight Professional
Staff Development. Managed accounts with all
K-12 school districts in designated states and
territories.
Analyzed comprehensive sales and marketing
research and implemented detailed data
analysis and feasibility studies. Designed and
executed innovative sales plans aimed at
penetrating competitive target markets and
implemented planning at the local, state and
regional levels. Evaluated efficacy through
sales tracking and financial reports.
Worked with field personnel on a daily basis
to provide ongoing mentoring, coaching and
evaluation, and to develop their strategic
sales planning and execution strategies.
Collaborated with sales
specialists/consultants and inside sales
leaders through creative campaigns that
significantly boosted supplemental sales in
smaller districts and markets.
Negotiated and closed top key accounts region
wide. Aggressively identified new business
opportunities and cold-called potential
accounts; built relationships at the school,
district and state levels. Conducted onsite
meetings and presentations that cultivated
long-term business commitments. Attended all
major exhibits and trade shows.
Implemented major product roll-over strategies
to maintain long-term accounts in major
districts, securing re-adoption of new edition
products. Targeted stimulus dollar allocations
and Response to Intervention (RTI) as new
funding sources. Reported regional highlights
and activities and delivered regular forecasts
of sales, samples and warehouse inventory.
Selected Achievements
Met 104% of goal (2009), with sales/expense
ratio performance the best to date, despite a
major company reorganization.
Up to 46% product penetration in leading
states and territories, including largest
metro/suburban districts region-wide.
Drove top-producing team to sales volumes from
$17M to $54M, while consistently achieving
double-digit growth.
Led major campaigns highlighting leading
authors and consultants.
Ensured smooth transition and top-talent
retention while maintaining operations at
$971K under budget. Successfully led teams
through no less than 4 major transitions
during tenure with Wright Group/McGraw Hill.

CENTRAL REGION DISTRICT MANAGER

2005 - 2007
Led regional district sales in PA, OH, MI, IN,
IL and WI for Wright Group Literacy and Math,
Breakthrough to Literacy, and Everyday
Mathematics products. Supervised a top-caliber
team of 17 direct reports with over $50M in
sales.
Maximized sales and new business revenue
growth through creative and aggressive
negotiation and packaging skills. Traveled
with field representatives to active and
potential sites and delivered product
presentations, sales coaching and support in
closing key sales accounts. Developed and
executed account strategies, planning and
monthly reporting.
Selected Achievements
Achieved record sales topping $54M: the
highest dollar volume and percentage increase
for the year.
Produced over $6M in sales growth through
creative implementations such as the state
adoption math campaigns in Indiana (60+%
district penetration state-wide) and special
campaigns like the Textbook Loan Program
packages in Illinois.
Captured entire State of Wisconsin
Professional Development Contract for Reading
Academies worth $1M in annual sales.

NORTHEAST REGIONAL SALES MANAGER

2003 - 2005
Directed regional sales operations for 14
states from Maine to Michigan, with expansion
of territory mid-year to include 9 new states.
Coached, mentored and supervised 17 sales
representatives generating revenues of $15M to
$17M.
Performed regular field travel throughout the
region to maximize budget dollar expenditures
in targeted markets.
Developed key account relationships and drove
company exposure to close larger volume sales
opportunities.
Selected Achievements
Drove sales and new business growth, region
wide, achieving maximum product and market
saturation in several key states through
creative and complementary
repackaging/reposition, despite limited new
product to sustain growth.
Instituted special book list packages that
paired to previously adopted themes within the
New York City School District (enduring
highest financial budget cuts in its history)
to enable sales growth despite district-wide
spending freezes.
Added the "Everyday Math" product line in
2005; creating new regions and added
personnel. Moved to Central Region with fiscal
responsibility growing from $17M to $50M.

MIDWEST REGIONAL SALES MANAGER

2001 - 2003
Took over a region lacking leadership or
supervision for several months and suffering
from stagnate sales. Drove regional sales
growth and operations for the Midwest Region
(W. PA, WV, OH, IN, MI, IL, WI, MN, IA, NE,
ND, SD, MO and KS). Supervised 14 direct
reports, 10 independent contractors with sub-
reps, and four company representatives.
Selected Achievements
Turned around a failing region into a top-
producing area with accelerated sales growth
in all territories and a cohesive sales force
and collaborative team of contractors
dedicated to surpassing all industry and
corporate goals.

Steck-Vaughn Company (a Harcourt Company)

Austin, TX
Global publishing company involved in the
development, publication and sale of
supplemental educational materials and
reference books to government-funded schools,
libraries and adult education centers. Company
is committed to addressing education's dynamic
challenges through individualized content,
innovative technology and a holistic approach.
MID-AMERICA REGIONAL MANAGER
1995 - 2001
Managed mid-America regional sales operations
in DE, MD, VA, DC, PA, OH, MI, WV, WI MN, IA
and IL. Provided direct leadership and
supervision to 12 direct reports (2 district
managers, 10 field sales) and 20 per diem
staff members.
Assumed additional leadership of IN, MO, KY
and NC territories.
Selected Achievements
Top sales leader. Achieved #1 company ranking
with sales of over $5M within the first year
as manager.
Produced a 25% year-over-year growth for three
consecutive years.
Produced annual growth that exceeded 15%
during years 1999-2001, with closing regional
sales of $13M.

SALES LEADER
1989 - 1995
Led sales growth and oversaw servicing of 57
Pennsylvania counties from Pittsburgh to
Philadelphia. Major markets included all
supplemental products used in developmental
and remedial classrooms - from Kindergarten
through Adult Education Centers, and included
Raintree/Steck-Vaughn library imprints, as
well.
Selected Achievements
Consistently recognized as a top regional
sales leader achieving President's Club in
1995, 1996, 1997 and 1998.
Exceeded goal 7 out of 13 years. Produced a
consistent region/territory growth record of
16% to 30%.
Increased sales in reading and math products
(core and supplemental products for grades
Pre-K to 8th) and successfully positioned
sales of Professional Staff Development
services; achieving $4M to $6M in sales
growth.
Subject Matter Expert for Steck-Vaughn's
Product Advisory Task Force. Provided
strategic recommendations for the successful
entry into new target markets; generating
multi-million dollar sales increases
nationwide.

PRE-K-12 SALES LEADER

McGraw-Hill Publishing Company
Webster Division
Hightstown, NJ
SALES REPRESENTATIVE
Borg Warner Educational Systems
Arlington Heights, IL
SOCIAL STUDIES TEACHER
Norfolk City Public Schools
Norfolk, VA

EDUCATION, CERTIFICATION & TRAINING

Edinboro State University, Edinboro, PA

* BACHELOR OF SCIENCE
SECONDARY EDUCATION / SOCIAL STUDIES
Sociology; World Civilizations; American
Civilizations; Human Behavior; Cultural
Diversity & Social Pluralism; Education in a
Multicultural Society; Cultural Geography;
World Geography; U.S History I/II; Methods of
Socio Research; Social Psychology; Educational
Technology & Computer Literacy; Professional
Performance for Effective Middle & Secondary
Classroom

CERTIFICATIONS & PROFESSIONAL TRAINING

* SPIN Selling Implementer/Evaluator;
Dimensions of Professional Selling
Trainer; Professional Selling Skills I & II;
Time & Territory Management I & II;
Customer-Oriented Selling I & II

INDUSTRY ASSOCIATIONS

* INTERNATIONAL READING ASSOCIATION

* NATIONAL COUNCIL FOR SOCIAL STUDIES
* WHO'S WHO IN AMERICAN BUSINESS
* SALES & MARKETING EXECUTIVES INTERNATIONAL
The finest in professional references to be
provided once mutual interest is established.