- 3077 Afton Road, San Diego, California 92123-2859 ( 619.241.5267 8
~ SALES AND MARKETING EXECUTIVE ~ ACCOUNT MANAGEMENT | STRATEGIC PARTNERING | MARKETING WRITER| BUSINESS DEVELOPME NT Highly accomplished, dynamic, and results-focused sales professional with more t han 20 years of progressive sales experience combined with expertise in increasi ng market share and business profits. Adept at conducting extensive market resea rch. Successful in consistently exceeding sales goals, marketing objectives, and securing key accounts. Successful Marketing Writer, with exceptional skills in writing diverse product and event promotion products. ' CAREER HIGHLIGHTS * Negotiated with key manufacturers, distributors, and resellers in the IT and telecommunication industries, which resulted in the acquisition of 3M, ONEIDA an d YASHICA accounts for the IPIX exposition * Oversaw all aspects of marketing events including Comdex Sucesu SP, the first international IT exposition in Sao Paulo, Brazil, introducing more than 400 US manufacturer and reseller companies to South American markets * Successfully launched the Incentive-Premium industry exposition IPIX, includi ng planning and coordinating sales and marketing strategies * Established and cultivated strategic business alliances within the IT and tel ecommunication industries; worked closely with purchasing authorities involved i n Networking, Intranet, Multimedia and Electronic Publishing sectors ' PROFESSIONAL EXPERIENCE Sales Marketing Consultant ? Warwick, RI 1999 - Present * Provide marketing executive advisory services to diverse clientele including Information Technologies and Incentive-Premium industry clients * Conduct analysis and evaluation of client needs and develop strategies in Coo perative Advertising, Strategic Partnering, trade show selection, and pre-show a dvertising and planning * Collaborate with clients regarding advertising strategies to increase reselle r and distribution channels * Initiate new Advertising, Cooperative Advertising and Strategic Partnering ch annels for small and mid-sized corporate clients HORIZON HOUSE PUBLICATIONS, INC. ? Norwood, MA Sales Executive 1997-1999 * Led efforts toward the successful launch of INTER COM'98 exposition and confe rence in support of the Enterprise Networks and Intranet sector of the IT / Tele communication industries in the United States and Canada, and INTEL COM'98 expos ition and conference, providing support to the Telecommunication industry in Eur ope * Utilized marketing skills to increase Exhibit Space, Sponsorship and Advertis ing Sales, resulting in the acquisition of such key accounts as Argus, Bellcore, Glenayre, IBM, Mitsubishi Electronics, Motorola, Nortel and Sun Microsystems * Planned and executed special marketing promotion programs, accelerating growt h of INTER COM'98 and INTEL COM'98 INTERNATIONAL BUSINESS COMMUNICATIONS, INC. ? Southborough, MA Sales Executive 1993-1997 * Spearheaded sales campaign and launch of new IT/Telecommunication conference division * Developed effective exhibiting program for all IT/ Telecommunication conferen ces, targeting key clients * Played a key role in Exhibit Space, Sponsorship and Advertising Sales, acquir ing major accounts like Alcatel Network Systems, Argus, Bellcore, Glenayre, Hewl ett-Packard, IBM, Motorola, Nortel and Qualcomm * Spearheaded the development of special marketing promotion programs to improv e sales productivity of the IT/Telecommunication Event division, functioning as a key Marketing Writer * Successfully met and exceeded quarterly sales quota for 4 consecutive years - 3077 Afton Road, San Diego, California 92123-2859 ( 619.241.5267 8 THE INTERFACE GROUP / ZD EVENTS ? Needham, MA Sales Executive 1989-1993 * Managed Exhibit Space, Advertising and Sponsorship sales and developed market ing plans for new and existing trade show products * Marketing Writer for new product launches * Designed and implemented effective inside and outside sales development strat egies, exceeding sales quotas for 3 consecutive years * Successfully launched the Incentive-Premium Industry Exposition and secured s uch anchor accounts as 3M, ONEIDA and YASHICA * Played a leading role in launching the first major international Information Technologies trade show in South America, COMDEX SUCESU SP in Sao Paulo, Brazil, increasing corporate end-user and reseller markets in South America ORGANIZATIONAL DYNAMICS, INC. ? Burlington, MA Inside Sales Executive 1986-1989 * Designed and launched conference and seminar products to improve quality of c orporate communication infrastructure * Utilized leadership skills in launching sales of Quality Improvement and Meas urement software * Conducted in-depth market research and identified and qualified prospects, wh ile creating effective sales methodology for the inside sales team * Developed a Strategic Partnership and Joint Venture with a software developme nt company and led sales of the resulting custom developed PC software product, measuring Quality Improvement parameters * Increased corporate sales by 30% within the first 12 months and sustained 20% annual sales growth over the next 3 years ' EDUCATION Bachelor of Liberal Arts Studies and Business Communications PROVIDENCE COLLEGE ? Providence, Rhode Island ' PROFESSIONAL TRAINING Sales Database Management Adept with GoldMine and similar sales database programs ' AWARDS AND HONORS Numerous sales achievement awards, particularly in the Tradeshow and Conference industries