Adam Keith Pfeffer Email & Phone Number

New York, New York, United States

San Francisco Bay Area

• Recruited by CEO to quickly join, and create & execute strategy to achieve aggressive start-up growth goals & responsible for more than doubling revenue of mature retail & wholesale North America Trade Sales book business accounts to generate over $15.5 million NET $ revenue in fiscal year 2019; and goals of double/triple in 2020. Accounts include: B&N, Books-A-Million, Indigo, Hudson, Trofie & Paradies as well as national wholesale accounts Ingram, B&T and Bookazine

Greater Boston Area

• Lead and mentor ten sales & marketing team members.• Directly responsible for leading HBR Ebook, Print and P.O.D. sales & marketing activities to exceed revenue goals; growing overall business by 20% in past four years.• Work closely with executive team to communicate & reinforce strategic priorities, provides guidance in bridging strategy & execution through coordinated management decisions & actions, adherence to budgets & exceed all revenue goals.• Provide executive team with seasonal & annual sales targets by list, by channel, & by title; measures performance against targets and ensures prioritization & appropriate allocation of resources to profitably maximize revenues & support digital direct model capabilities; & execute direct digital & print growth sales strategy as well as international expansion.• Provide financial, sales, marketing, positioning & editorial guidance for acquisitions.• Review, advise and approve all Publishing Agreements, contracts, P&L and acquisitions terms for financial soundness, short & long term profitability & to lessen risk.• Provide oversight of integrated global retail/etail sales and distribution, marketing, as well as management of ongoing analytics and reporting on key performance metrics; & integrate retail, e-tail, direct & HBR platform planning into a cohesive market plan for distribution; & interpret analytics for Press’ key performance metrics and deliver management reports.• Track market share & sales trends in to gauge market performance; monitor ‘source of revenue’ mix to ensure that it reflects the strategic priorities in evolving business model; & initiate competitive sales & channel analysis to measure performance against other market leaders.• Develop and launch new products resulting in substantial incremental revenue, including: GUIDES & 20-MM BOXED SETS; CLASSICS series; ebook compilations; enhanced ebooks w/ video; & digital conversion of all backlist assets.

Greater New York City Area

• Manage seventeen Sales Managers in National Accounts, Field and Special Markets.• Directly responsible for leading McGraw-Hill Professional Sales Group Ebook, Print and P.O.D. sales activities to meet and exceed revenue goals. • Successfully manage and build strong working relationships with McGraw-Hill Professional customers, including: Apple, Amazon.com, Kindle, Barnes & Noble, Barnes & Noble College, BN.com, Nook, American Wholesale Book Company, Books-A-Million, BAM.com, Hastings, 1800CEOREAD, Google, Kobo, Sony, Chegg, Kno, Ebooks.com, Follett, Ingram, Lightning Source, Baker & Taylor, Blio, Matthews, Rittenhouse, Brodart, Bookazine, NACS, Airport Retailers.• Develop yearly sales budget, working closely with finance and upper management to accurately forecast expected revenue with focus on increasing sales over prior year(s).• Create and plan aggressive sales goals, monitor Sales Manager sales execution and provide laydown, reprint, sell-through and sales forecast results to finance and upper management.• Review sales trends, market share and competitive publisher performance to execute gap and market share analysis with customers, and improve overall profitability by strictly monitoring and managing National Accounts Sales Group customer shipments, inventory, POS sell-through and returns.• Provide sales, marketing, positioning and editorial guidance to all publishing groups, including: initial laydown, one-year, three-year and lifetime net sales estimates for title acquisition meetings.• Create incremental cooperative advertising vehicles, seasonal backlist and series retail special discount offers and point-of-sale incentive promotions to drive incremental revenue and maximize sales through retail chains.• Leading McGraw-Hill Professional development and implementation of Salesforce.com into work-flow of National Accounts Sales Group.

Greater New York City Area

• Managed two National Accounts Sales Managers.• Directly responsible for leading Borders Group, Inc. National Accounts Sales Group sales activities to exceed revenue goals.• Successfully managed and built strong working relationships with National Accounts customers, including: Borders Books and Music, Waldenbooks, Borders.com.• Supervised National Accounts Sales Group cooperative advertising and event planning budgets.• Managed backlist inventory, with emphasis on maximum sell-through, improved margin and adherence to deadlines and budgets.• Directly represented Little,Brown, TimeWarner, Time Inc. and Arcade imprints to Borders Group, Inc.

Greater New York City Area

• Managed three Marketing Managers.• Created, planned and executed all marketing campaigns for HarperBusiness and HarperResource, during which time revenues increased to over $80 million for the best fiscal performance ever for both imprints.• Managed expenditures, including ad and publicity expenses in adherence to budgets.• Top bestselling marketing campaigns include: WINNING by Jack Welch, YOU: THE OWNERS MANUAL by Mehmet Oz and Michael F. Roizen, THE DAILY DRUCKER by Peter F. Drucker, THE INTELLIGENT INVESTOR by Benjamin Graham, SECRETS OF THE MILLIONAIRE MIND, by T. Harv Eker, THE 3-HOUR DIET by Jorge Cruise, THE SUCCESS PRINCIPLES by Jack Canfield, SUN TZU WAS A SISSY by Stanley Bing, SLY MOVES by Sylvester Stallone, E-MYTH MASTERY by Michael Gerber and GOOD TO GREAT and BUILT TO LAST by Jim Collins.• Created, planned and executed backlist initiatives, increasing sales of backlist bestsellers: GOOD TO GREAT by Jim Collins; THE INTELLIGENT INVESTOR by Benjamin Graham; ATTITUDE IS EVERYTHING by Keith Harrell; and more.• Suggested and developed new brand extensions and acquisitions for all HarperCollins, including: PILATES FOR BEGINNERS, CHRISTMAS IN HARMONY, SLEEP TO SAVE YOUR LIFE, JANE’S SPECIAL FORCES RECOGNITION GUIDE & FUTURE WEAPONS, GROWING UP WITH DICK AND JANE, & LIVING WELL WITH…series.• Increased sales and refocused branding and packaging of backlist titles, including HarperBusinessEssentials, BUILT TO LAST pb & hc 10th Anniversary edition, Michael Gerber backlist, Stanley Bing backlist, Keith Harrell backlist and Peter F. Drucker backlist (i.e. Drucker Signature Series Publishing Plan).• Created and spearheaded marketing partnerships, promotions and author events with 1800CEOREAD, Maximum Impact, Leader-to-Leader Institute, The Drucker Institute, American Marketing Association, Amazon.com and BN.com.• Created and maintained monthly BizBytes e-Newsletter.• Key member of HarperCollins Publishing+ Branding initiative.

Greater New York City Area

• Managed one Assistant Sales Manager.• Exceeded sales goals well beyond expectations.• Successfully represented HarperBusiness, HarperResource, HarperSanFrancisco, ECCO, 4th Estate, Amistad, Rayo, Cookbook, Mass Market, Audio, Large Print, Prism imprints and calendars to Barnes & Noble, Barnes & Noble College and BN.com.• Created presentations and publishing initiatives for customers & publishers.• Managed coop advertising, event planning and backlist inventory, with emphasis on maximum sell-through, margin and adherence to deadlines & budgets.• Partnered with marketing, publicity & editorial departments on daily basis.

Greater New York City Area

• Managed one Assistant Sales Manager.• Represented all Perseus Books, Basic Books, Basic Civitas, PublicAffairs, Counterpoint, Westview and DeCapo to Barnes and Noble Booksellers, BN.com, Borders Books and Music and Waldenbooks.

Greater Detroit Area

• Generated an average of $340,000 a month in advertising revenue, exceeding goals well beyond expectations.• Developed and customized seasonal marketing plans for major publishing houses within budgets and deadlines.• Created and approved promotional vehicles, advertising themes, in-store signage and advertising copy.

Marlton, New Jersey

• Managed store operations in Store Manager’s absence.• Directed planning and implementation of store co-op merchandise presentation.• Exceeded Bargain Book Section sales goals well beyond expectations.

Master Of Arts (M.A.), English Literature

Activities and Societies: • Awarded competitive, full academic scholarship. • Research Assistant. • Masters Thesis: Bildungsroman.

Bachelor Of Arts & Sciences, English, History, Philosphy

Activities and Societies: • Awarded Garden State Scholarship. • Dean’s List 1989 – 1993. • English Departmental Honors. • Senior Honors.

High School Diploma

Activities and Societies: • Soccer • Cross Country • Track • Yearbook

Diploma

Activities and Societies: • Cross Country