John Melo Email & Phone Number

Coquitlam, Bc, Ca

Vancouver, Canada Area

FocusLead National sales teams, internally identified within Yellow Pages as Diamond (Major Accounts) and CMR (Reseller Channels), along with the Western and Central Canada face-to-face general sales force. Manage revenue responsibility $200M+ recurring revenue, including $150 million in digital. Managing 24 direct reports and 130+ indirect sales team members including Senior Managers, Media Account Consultants, Senior Account Managers, Program Managers, Support team.ResultsIncreased revenue on digital products from 25% of total business to 78% over five-year period 2012-2017, through execution on digital transformation, product innovation and a 12-month service model.National Team achieved $930K over revenue target in 20162017 sales to-date $3 million higher than 2016, ahead of increased targetCoach sales professionals through structured in-field and one-on-one training sessions, sharing sales best practices for best sales resultsDevelop and lead training programs including product launches, technology training and sales refreshers

Vancouver, Canada Area

FocusReinvent the Yellow Pages sales strategy through an extended period of extreme transformation from print to digital media. Build a new strategy and sales direction for new technology and product information, through education, building technology, hiring team members with different skillsets, focusing on future growth opportunities and taking the new business to market.ResultsTransformed Yellow Pages from a transactional sales force to data-fuelled consultants by advocating for and building our Go to Market approach. To support this new sales process, I worked cross functionally to build foundational technology for customer-facing digital engagement.Rolled out a Yellow Pages National training program across Canada, personally coaching over 300 direct sales team members in the Go to Market approach. Developed and led training programs including product launches, technology training and sales refreshersSet vision and execute on Strategic implementation on our High Value Account StrategyIncreased revenue on digital products from 25% to 78% over five-year period, through execution on Digital Transformation, product innovation, technology deployment and 12-month service modelCollaborated and piloted the successful launch of new products, including SEO, PPC, websites, display, social, listings management, video offerings which are now scalable products and driving sales forceMove business forward through knowledge and redeployment of key players who have cross-functional skills and knowledge

Vancouver, Canada Area

FocusLed a team of seven Performance Marketing Advisors through the strategic launch and implementation of search marketing and website-related products and services. ResultsExceeded corporate targets through coaching and development of the Performance Marketing Group as well as the entire sales force.

FocusSpecialized in providing a total search engine marketing (SEM) solution to small and medium businesses. Founding member of the 2010 team who launched Yellow Pages digital services products. ResultsConsulted on multimedia offerings including paid search on Google, Yahoo & BING, yellowpages.ca and print yellow pagesCoached ten Media Account Consultants and their clients on the most effective online advertising programs

Coached and managed a team of Sales Professionals. Ensured the companies objectives and policies were met while changing the behaviour around canvass management and customer service. Worked directly with Sales Director on coverage models and channel structure.

Built and maintained strong relationships with advertisers. Consulted on multimedia advertising programs which generates Return on Investment. Day-to-day work included preparing for accounts, fact finding, needs assessment, product and market overviews. Worked with accounts between $6K to $96K annual.

Account management for Premise accounts. Job duties included preparing for accounts, account partnering, fact finding, needs assessment, product and market overview, recommending programs and overcoming objections. Worked with accounts between $4K to 84K

Worked with clients over the telephone to manage advertising programs. Assigned client accounts were between $1K to $6K. Job duties were to prepare accounts, establish partnering, fact finding, needs assessment, product and market overview, recommending programs and overcoming objections.