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Drive • Ballwin, Missouri • .. • ..
creating opportunity, and providing leadership for people to excel.”
Creative thinker with an entrepreneurial
spirit and proven business acumen. Shrewd tactical planner and negotiator
with a leadership record of results in designing effective marketing
programs, building strategic partnerships, and assembling topproducing
sales teams. Openminded, techsavvy problem solver. Always focused
on new ways to drive revenue, manage costs and deliver aggressive bottomline
¡ ¡ ¡
• ToptoTop Sales • Strategic Partnerships/Alliances
• Cost Reduction • Team Building
¾¾ professional experience ¾¾
Director, Sales and Marketing
SPORTING NEWS, St. Louis, Missouri –present
Curtailed losses, increased sales and
restored viability for prestigious weekly sports magazine by building
strategic partnerships with major retailers including WalMart, Kroger,
Borders, Barnes & Noble, and key wholesale distributors.
Command sales and marketing initiatives
to promote circulation growth and expand distribution of singlecopy
magazine and book sales throughout North America. Drive prime product
placement by forging strong toptotop relationships. Hold full P&L
accountability for $ million sales budget.
Perform detailed data analysis to identify
major market positions and formulate tactical plans. Lead
sales teams, set targets and define distribution opportunities. Design
sales support materials and promotions. Develop tools to facilitate
efficient sales processes and secure distribution partners to reduce
potential supply chain volatility. Advise edit teams on competitive
category analysis and performance.
$, and improved sales efficiency by strategically reducing product
projected $. million loss by executing aggressive distribution and
placement plan for weekly flagship publication, .
% revenue increase by relaunching Sporting News in the retail
revenue +.% in two years by developing and refining competitive database.
sports yearbooks to a leadership position, halting twoyear
unit and revenue slide, by refocusing market distribution and redesigning
product based on best publishing practices.
Director, Sales and Marketing
PRIMEDIA, INC., St. Louis, MO –
Overcame stagnant industry sales by negotiating
exclusive distribution and display arrangements with channel partners
and customizing sales tools to meet unique customer needs.
Managed toptier, member sales team
generating $ million in annual revenue for leading publisher of enthusiast
media with more than publications, million in monthly circulation,
and annual revenues totaling $ million. Commanded product development
and distribution initiatives for the retail and wholesale channels.
Directed sales plan execution and oversaw annual $, expense budget.
.% average sales increases over five years by securing strategic POS
agreements with select business partners.
budget goals three consecutive years – and negotiated $
million investment by key distribution partners.
participating title sales in major POS promotion campaign up % in
promotion/marketing investment, leading to a % reduction in promotion
expenses and far more efficient resource management, .
travel expenses %, , by capitalizing on database analysis
Director, Publisher Relations
ANDERSON NEWS COMPANY, Knoxville, TN –
Expanded market share, increased sales
of books and magazine publications and retained industry leadership
by leveraging partnerships, negotiating buying prices and limiting product
Managed targeted publisher incentives
and promotional consumer programs from concept to execution for top
distributor of books and magazines in North America with $. billion
in annual sales. Reviewed new product introductions and implemented
newtitle beginning pricing. Drove supply chain efficiencies by expanding
programs with select publishers. Initiated bestinclass book management.
$ million in book sales, saved $ million in negotiated sales incentives,
and boosted earnings by $. million.
gross margin % by streamlining new title review process and building
database to support category development.
handling expenses % by systematically reviewing title universe and
developing title segments based on profitability.
margin % per title by implementing newtitle beginning pricing.
Magazine Publishers of
Periodical and Book Association
General Merchandise Planning
Committee, Food Marketing Institute
& education ¾¾
Financial Planning, Princeton
Sales Planning, Harvard
Sales Training and Sales
Management, Decker Communications
Category Management, Nielsen
B. S., Business Administration,
Eastern Illinois University, Charleston, Illinois