Business Development Executive Resume

Marketing and Business Development Executive

Self-starting executive with 15 year history of growing closely held business in B2C and B2B media industry. Leader of small office, entrepreneurial corporate environment that consistently out-performed industry revenue and profit growth metrics. Organized and managed all aspects of 150+ sales force including strategy, compensation, prospect data mining, pricing, and new product development. Excellent presenter and public speaker. Proficient in Word, Excel, Power Point, and a myriad of other business and accounting programs.

Professional Experience:

Jan 2000 to June 2011
President and Chief Operating Officer
Confidential
Cincinnati, Ohio

Nov 1996 to Dec 1999
VP-Operations/General Counsel
Confidential
Cincinnati, Ohio

Marketing and Sales Management

Developed first companywide cross-sell program in 1999 growing package revenue an average of 9.2% annually from 1999-2008.
Directed the creation of publication websites in 2000. Online revenue grew by average annual rate of 43% from 2001 through 2010, including online publication sales, display ad sales, email blasts, and online couponing.
Re-organized company sales force into system inside and outside sale reps with segregation of client list into "active-sale', "active-service', "inactive' and "prospect' for separate revenue mining and development.
Created company's Consultative Sales program which integrated all company products with available other advertising media to maximize effectiveness of client media packages and create long term customer relationships with regular clients.
Integrated several sales compensation programs from acquired companies over time, including territory re-alignment, client list rationalization, and adjustment from fixed to variable income to maximize sales.
Created 2 regional classified call centers to mine small classified advertising which created $435,000 in incremental revenue in the first year.
Created company's Events division which leveraged publications reach and client relationships into for-profit interactive, client- sponsored events dealing with a variety of community issues including regional development, health and medical, seniors, education, and other local issues.
Created large account sales teams to mine new business from large clients previously unsolicited by company. Generated $1.2 million of revenue in first year of program with consistent growth thereafter.
Won competitive bidding by Chambers of Commerce in Denver (CO), Austin (TX) and Dallas Ft. Worth (TX) to develop, sell, print and distribute several relocation and other publications, creating annual sales in excess of $1.1 million.
In conjunction with implementing a system of weekly goal setting, established company sales excellence program ("AD-EX") recognizing and rewarding company's reps for consistently attaining and surpassing goals over time.

Operational and Financial Management

During tenure, company grew from 272 FTE to 875 FTE while revenue and profit per employee grew from $65k to 97K and $11k and $20k respectively.
During tenure, company grew revenue from $17.6 million to $85.2 million and EBITDA from $3.1 million to $17.1 million at its height. Company also grew from 23 publications in one state to 78 publications in 10 states.
Created and upgraded "edition by edition', bi-annual budget process.
Created "Super Publisher' program to share "best practices' across platform.
Developed projection model used successfully in 6 separate capital raises and 17 acquisitions of other businesses in 15 years.
Reported directly to independent Board of Directors and, with company's in-house counsel, managed all aspects of company's public relations function.

Mar 1999 to Sep 2011
Director
Confidential
Cincinnati, Ohio

Part owner of company that owns and leases several properties in Ohio.

Nov 1994 to July 1996
Attorney
Confidential
Columbus, Ohio

Litigated various commercial, HR, and other matters for firm.

Education:

M.A. (International Relations)
B.A. (English and Economics)

Other:

Member, Confidential
Director, Confidential
Former Director, Confidential
Intern/Law Clerk, Confidential, Wash D.C. Circuit
2-year Captain, Confidential
Married with a son

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