I am responsible for leading a team of account managers across 15 states.  My team consults with Deans who specialize in educational technology, SaaS and research solutions.  Products include aggregated scholarly content, SaaS products, research and data solutions, historical and government collections, ebooks and video content.  The account managers are the primary point of contact for the clients, but they have to skillfully work with a team consisting of content specialists, renewal specialists, implementation specialists, customer service and technical support who may also touch the customer.  Excellent working knowledge of a full portfolio of products is a must, as well as using a consultative approach, with the customer focus on solution based proposals and presentations.

Business Development Director who is responsible for developing a transparent, mutually beneficial partnership with colleges and universities that focus on prioritizing revenue growth opportunities. Every institution has a unique recipe to stabilize and/or grow. We take that recipe and bring strategic deep experience across 4 key areas of growth for our partners: Program Strategy and Development, Marketing, Enrollment and Data/Technology. As one of the first to apply this overall approach to higher education, we’ve developed a proven system for delivering solutions along each stage of the journey for overall partnership success that align with budget and personnel through data analysis.

As a top-performing Director of Key Account Managers, I lead a team of 17 incredibly impressive, top performing sales professionals who provide solutions that improve the education experience for the entire institution. Lead negotiations with system administrators in large school systems to collaborate on customized institutional contracts based on organizational needs. My guiding principle is that a great team is composed of talented people who are excited, motivated and encouraged to be independent leaders. - Achieved $200M in net sales for 2019 applying B2B sales and sales strategy initiatives - Increased key account sales in double digits for FY19 and FY18 and met threshold prior years - Developed top-performers each year through mentoring and strategic sales initiatives - Provided leadership through Chapter 11 Bankruptcy filing and several reorganization initiatives - Launched disruptive subscription service and developed #1 key account manager in company

Worked with a team of 12 sales representatives across Michigan and Ohio to help build top performers. The focus was on winning large adoptions through strategy, presentations and coaching the sales representatives. The goal was to not only win, but to build passion and excitement for our products for both our external and internal customers. - Met sales goal of $27M for net and digital for FY11 and FY12

Responsible for selling, training and implementing learning technology at the course and department level within my assigned territory. My focus was calling on universities and colleges in a $3M territory in a net and digital sales driven environment. - Exceeded double-digital sales goal earnings: 2002, 2003, 2004, 2005, 2007, 2008, 2009 and 2010 - Earned position on Leadership Council 2004, 2005, 2007, 2008 and 2009 - Led peer-to-peer training initiatives within the district, including CRM and new-hire training