Katie Hanenberg Email & Phone Number

Led teams across all segments of Pearson's Higher Education division. * Responsible for account management and customer success management for the Managed Region (unassigned college accounts), representing $35 million in revenue. * Director to Line Managers with teams of Customer Success Specialists aligned to assigned field territories for the Emerging, Strategic and Enterprise Regions; the collective team was responsible for the retention of 50,000 educators and 11 million learners.With the successful growth of the Interim Sales Strategist program, I began to manage various teams of both Part-Time and Full-Time positions delivering sales & services that expanded over all of Pearson’s market segments (K-12, Managed, Emerging, Strategic, Enterprise & Career/Private Sector) and for both the Field and National Disciplines. I transitioned myself and the team to take on the responsibility of protecting and expanding content adoptions, custom contracts and digital usage as part of the Customer Success organization. With this came the great opportunity to define more roles and hire direct Line Manager positions that led their respective teams to deliver Customer Success Services to a massive base of business. Our collective goals aimed to drive the retention and growth of our subscription business through value-add engagements and proactive connections. Each team, positioned with territory specific data insights, guided the onboarding experience at the start of the semester and provided milestone engagements throughout the term. We cultivated partnerships, collaborated, and focused on the end to end customer experience with Pearson content and digital solutions.Skills: Strategic Influence · Cross-functional Collaborations · Cross-functional Problem Solving · Business Process Improvement · Change Management · Team Leadership

North America Higher Education Services

A return to Pearson was not just an opportunity to reunite with colleagues, rather it was an opportunity to rejoin a group of solid leadership and fierce competitors that love to win. I was hired to create strong partnerships and initiate new strategies to make a broader impact on the sales success for US Higher Ed. Under my leadership we rebranded as the Interim Sales Strategists Team that worked the rotation of open sales territories to achieve YOY goals. I Led a team of part-time sales professionals to deliver results while consistently recruited new professionals and developed top sales talent for future success across Pearson.

Northeast

The opportunity to join Cengage Learning intrigued me. Taking on a role that covered the Northeast across all disciplines was going to stretch my skills and abilities in new ways. Within the first three months, I worked with my leadership team to establish the new specialist position, redefine district sales roles, assist in hiring new talent across the NE region, and influence performance metrics and processes for the future. I filled 4 open Specialist positions and began to familiarize myself with all the new people, products and services. My team was created to extend the reach of the Learning Consultants by getting out in front of the long term opportunities, understanding the environment of key accounts, knowing the viability and circumstances of our core markets and top adoptions, looking for new and better ways to include innovative business models into our solutions, and closely partnering with key campus stake-holders. We went to work and we did so with a sense of excitement and pride about the future of publishing and the future of Cengage Learning. Higher Ed, East Region:•Senior Leader in the East Region, covering 56 sales territories and 7 districts across 12 states in the Northeast with annual sales of $130 million.•Led a team of 7 Engagement Specialist positions responsible for driving their focus around the large scale short-term and long-term opportunities; expanding Cengage’s presence throughout the Northeast Region.•Instrumental contributor in the rebuilding of corporate and team culture, talent, processes, and accountability measures.•Close collaboration with Marketing and Product Teams in efforts to launch new solutions and drive sales campaigns to market.*Job realigned to cover entire East Region, June 2015.

When I first started in sales (March 2001), someone said to me "Your first sales manager and your first 6 month experience in the job, will have a huge impact on your long term success". Well, after having a fantastic first manager, a great first 6 months experience and much success after that, I agree! I knew early on in my career that I wanted to one day manage people. I knew I had the patience, the knowledge, and energy for it. Along the way, I learned from many of my managers and mentors, and I believe that all have played a part in how I managed my team to achieve goal with a 4.5% increase in year one. I worked to create a collaborative team that enjoyed sharing best practices with each other. I looked for self-motivation, creativity and grit in our everyday. I inspected details and results to drive individual and team success. And of course, I always inspired others to believe. We worked through some very challenging times and situations; but we always knew in our core that our mission was great. I enjoyed hiring new talent and working closely with them; watching them develop into their own CEO. I was inspired by the mentorship & experience on the team as well. I loved nothing more than watching the Top Performers and Goal Achievers from my team walk across that stage and celebrate. And of course we always had fun!Humanities & Social Sciences:•Responsible for recruiting, training, developing and managing a sales team of 7 territories in the NYC Tri-State area; representing a sales base of $18.3 million.•Worked with sales reps to strategically drive new sales and reinvent current sales base with integrated custom and technology driven solutions.•Rebuilt and restructured sales team and geography base throughout 2012 to yield high results in 2013.•Increased sales in 2009 & 2010, totaling $826k in gross sales over base.*Recruited to new position with Cengage Learning.

This opportunity opened up when I was ready for the next move. I had felt great success in my territory, but was ready to learn more. Winning the Tech Specialist position was a move from Prentice Hall to Allyn & Bacon/Longman. Although it was a Pearson Company, I was now with a whole new team and had new products to learn. Lucky for me, the culture was still exciting and fun! As a Tech Specialist, I really enjoyed seeing that "Ah ha" moment with our digital solutions and the focus on moving technology from recommended/optional to required. This position also stretched me to think beyond my world, my territory. I now had to collaborate closely with a District Manager and a team of Sales Reps at all times. I quickly realized that everyone works a bit differently, has a style/approach, and unique skills that contributed to the team success. From the sidelines I was able to have a closer look at what was needed to manage a team while helping individuals be successful. This role was a great window into management, and definitely helped position me well for my next move and my goal to be a District Manager.ABL Tech Specialst for NY/NJ tri-state area:•Managed a $24.5 million dollar territory working with 11 reps and covering the NY/NJ Tri-State area.•Increased sales $2.2 million in 2 years; posting a 3.6% increase in 2007 and 5.9% increase in 2008.•Worked with reps to understand, demonstrate, and sell our technology options.•Strategized with reps on how to win and secure business with Pearson Technology.•Conducted Department Presentations & Faculty Trainings.*Promoted to District Sales Manager.

I started my career as a sales rep during the height of the selling season. My first day on the job was attending the NE Regional Meeting. My head was spinning! I soaked up all the knowledge I could, collaborated with my peers, worked closely with my manager to be specific about what I could impact, and in the end made my first ever sales goal at 103.8%! It felt awesome! I loved the fun I had celebrating my success, the success of my colleagues, and the company. That excitement continued to drive me as I posted increases to my sales every year and became the CEO of my territory. I loved learning from my teammates; motivating and teaching them as well. While in the sales rep position, I took the opportunity to take on a newly designed territory of 2yr community colleges. This move allowed me to learn more about the products Prentice Hall produced (all disciplines), get even closer to the customer, and build strong and lasting relationships.2001-2002; Prentice Hall Humanities & Soc Sciences: •Managed and serviced fifteen 4yr Colleges and eight 2yr Community Colleges throughout NJ.•Increased sales from $1.9 to $2.5 million in a 1 3/4 year selling period, posting a 13% increase in 2001 and 20.2% increase 2002 Q1-Q3.•Posted 18 Manuscript Points, averaging 125% of goal per year.•Succeeded at covering and selling to large amounts of Individual Choice business to reach sales goal.2002-2006, Prentice Hall 2Yr Generalist (Senior Sales Rep):•Managed and serviced 8 community college accounts in Central/Northern NJ.•Increased sales from $2.1 to $3.6 million in 4 years; posting 10.8% for 2002 Q4, 8.2% for 2003, 28.6% for 2004, 19.5% for 2005, and 6% for 2006.•Posted 41 Manuscript Points, averaging 142% of goal per year.•Worked many high profile committee adoptions as well as Individual Choice textbook selections.* Selected as district trainer for the Tablet PC implementation; mentored new sales representatives.* Promoted to Technology Sales Specialist.

As a Marketing Assistant with the Business Publishing Division of Prentice Hall, I had the great opportunity to work for two established Marketing Managers who had a solid sales track record from the field as well. I was able to learn so much from them about the Industry. They invited me to attend several conferences all over the US and Canada where I met various sales reps, professors/customers and authors. Having these experiences influenced my interest in sales and it wasn't long before I began my first sales campaign for a local NJ sales territory. •Marketing Assistant for the Prentice Hall Business, Economics & Computing Publishing Division.•Managed and prioritized projects for the Marketing & Management lists, whose combined revenue totaled $42 Million dollars.•Coordinated and processed daily requests from Managers, Professors, and Sales Force.* Promoted to Sales Representative.