Strategic Leadership - analyze market trends and needs combined with competitive landscape to define sales targets and strategy for ideal growth Business Development - secured multiple statewide multi-year contracts, build strong and wide relationships for expansion and partnership - elevated awareness of evidence-based programs, aligning to client goalsSales Operations - implemented sales logic and process within Salesforce, cross team collaboration to ensure alignment and support for sales growth - built our CPQ process within Salesforce for opportunity to order processes. Customer Focused - use the trusted advisor/partner model, ensuring to always be part of the conversation - successfully broadened programming scope with existing clients.Market Insight - use national presentations to drive the market forward in revolutionary ways, work with multiple state departments to organize around a universal program - championed continuity of programming and technology’s role in a correctional setting.

Manage house accounts and national sales team by developing and executing sales strategies. Create business development tools for the field to grow market share. Review and identify emerging markets and develop plans to capture market share. Consult with editorial and marketing on needs and trends in the market

Responsible for developing, negotiating, and managing domestic partnerships that result in consulting and development, software licensing, and royalty revenue. Identify, evaluate, qualify prospects as moving to partnership. Attend key industry events Conduct presentations (sales related)Build and nurture partnerships for optimal growthProposal and contract preparation and negotiationBuild and manage pipeline activity

• Worked with sales team to close business through HMHeLe learning management presentations.• Analyzed client’s position in the process to address key questions and possible concerns to layer into custom demonstration.• Effectively demonstrated the power behind the LMS and content provider that allowed the users to best utilize the product.

• Reported directly to the VP of Sales; Supervised 20 Regional Account Managers.• Developed and built a new division with an independent sales team that focused on specific markets.• Team was responsible for $2M in revenue.• Collaborated on go-to-market, product roadmap, market analysis, market segmentation, and overall strategy that project a 10% increase in total revenue.• Identified, evaluated, and negotiated sales and partnerships in current and new alternate sales channels.

• Managed an 8 member outside national sales team with over 1,500 accounts.• Oversight for major international accounts valued at $12M that included Amazon, Barnes & Noble, Follett, MBS, EBSCO, and Mackin.• Increased net sales from $450K to $1.4M through a partnership with Barnes & Noble that combined store and streamlined web strategies. • Increased YOY sales 12% and market penetration 20% through strategic reseller alignment.• Channel sales development that resulted in 15% revenue increase and established HMH as the preferred publisher.• Improved ONIX data feeds that incentivized retailers to carry full product line that boosted sales $5M yearly.• Lead sales team that consecutively hit 100% quarterly and annual sales goals.• Doubled sales year over year through consumer retail with revenue of $30M+ in FY 2013.• Increased market share of HMH product by 15% through cross-collaboration with internal divisions.• Managed and trained sales reps and teams that increased sales and product penetration by 28% in the Southeast Territory.• Raised market awareness and product knowledge with independent rep group that increased sales from $3M in 2009 to $22M in 2013.

• Grew membership by 15% in first year and 10% continuously each year.• Responsible for over 12% membership increase by 75 new memberships of 600 total.• Cultivated competitor relationships and established cross-membership efforts resulting in short term profitability increase and long term opportunity.• Traveled nationally to present benefits to both large and small audiences.

• Shifted sales strategy from primarily inside sales to outside customer facing sales.• Improved communications between store management and executive leadership through redefinition of role to include monthly on-site visits to stores in region.• Identified group purchasing 28% more and refocused sales functions to cater more to this segment and expand market training.• Improved identification of client product and market needs, reenergizing sales functions and eliminating non-selling products.• Trained on most effective selling language and tactics and led in-store sessions to ensure adherence to company protocol and verify departmental sales numbers hit versus targets set.

• Managed and supervised a team of 6 sales professionals.• Developed and implemented a set of sales and marketing strategies to boost revenue and expand market footprint.• Most successful product launch in company history with 60% product penetration generating $3M in sales.• Exceeded sales budgets by $8M and under expense budget by 10% annually through fiscal oversight and mentorship of sales teams.• Exceeded annual sales forecasts by 15% FY 2003- 2005 by expanding product mix for existing accounts.