Robert Cate Email & Phone Number

Glen Ridge, Nj, Us

Buffalo, Ny

Managing all sales & marketing efforts globally for online databases, e-books, journals & print products. Implemented a fully integrated sales & marketing plan utilizing direct sales, online marketing, social media, lead generation, and sales campaigns across all markets. Primary markets served are Law Firms, Law Schools, Universities and Government Agencies,.• Managing global sales and marketing teams • P & L responsibility • Established Consortiums agreements… Show more Managing all sales & marketing efforts globally for online databases, e-books, journals & print products. Implemented a fully integrated sales & marketing plan utilizing direct sales, online marketing, social media, lead generation, and sales campaigns across all markets. Primary markets served are Law Firms, Law Schools, Universities and Government Agencies,.• Managing global sales and marketing teams • P & L responsibility • Established Consortiums agreements domestically/globally• Developed Sales Performance Metrics & Product Lifecycle Analysis • Initiated significant government and law enforcement contracts• Established Sales & Marketing ROI’s• Editorial & Production oversight-Author relations, contracts, rights, proposals, and print decisions• Member of Executive Board Show less

Directing the sales & marketing efforts globally and responsible for the profitability of U.S. imprints and global sales efforts. Publishing areas include E-Book distribution, Books 24/7, business, intercultural learning, coaching & leadership and continuing education. Full P& L responsibility for $10MEstablish e-book distribution network which includes Amazon, B&N, Apple, Overdrive, Books 24/7, etcEstablished digital publishing solutions & distribution… Show more Directing the sales & marketing efforts globally and responsible for the profitability of U.S. imprints and global sales efforts. Publishing areas include E-Book distribution, Books 24/7, business, intercultural learning, coaching & leadership and continuing education. Full P& L responsibility for $10MEstablish e-book distribution network which includes Amazon, B&N, Apple, Overdrive, Books 24/7, etcEstablished digital publishing solutions & distribution networkEstablished internal sales initiative for Institutional & Professional Development/online learningManage all key accounts and distribution channels-Amazon, B&T, Ingram, independent bookstores, Follett, Barnes & NobleDirect inside sales/customer service groups & all distribution channelsDeveloped social media platform and publicity campaignsManage domestic, foreign & digital rightsEstablished Sales & Marketing campaigns with ROI metrics & analysis (salesforce.com) Show less

Multi division trade and reference publisher serving diverse markets. Responsible for creating and implementing strategic sales plan across all divisions to drive sales initiatives. Developed strategies and procedures to create an outstanding sales culture across divisions and all departments. Implemented programs to ensure a first class professional sales organization through training, mentoring, and motivation to retain top performers and establish succession-planning initiatives. Managed… Show more Multi division trade and reference publisher serving diverse markets. Responsible for creating and implementing strategic sales plan across all divisions to drive sales initiatives. Developed strategies and procedures to create an outstanding sales culture across divisions and all departments. Implemented programs to ensure a first class professional sales organization through training, mentoring, and motivation to retain top performers and establish succession-planning initiatives. Managed 2 national directors, 12 field sales executives, telephone sales manager, and 4 rep groups (90+ reps) with total revenue of $34M+Restructured sales organization and established inside sales groupImplemented CRM/SFA (salesforce.com) software to improve business processes, territory management, and sales metricsEstablished Direct sales group for School, Academic & Library MarketsLaunched School District programs (REA Test Prep)Implemented Sales Training/Development- Strategic Selling SkillsRestructured sales and distribution channels for North AmericaEstablished telephone sales department to maximize new customer acquisition and retention Instituted Customer Care and Loyalty program to retain customer base and expand growth opportunities Member of Dover Publishing and Editorial CommitteeDirect key acct revenue opportunities-B&T, B&N, Ingram, Amazon,Revised national territories and compensation plans to maximize revenue growth and reduce costs Show less

Managed the sales group for electronic, print and online revenue for all imprints of the Greenwood Publishing Group, which includes Greenwood Reference, Praeger, Libraries Unlimited, Praeger Security International, Heinemann, Teacher Ideas Press, and Greenwood International. Responsible for revenue and margin goals for domestic and international.Exceeded revenue of $65M+ and achieved margin and cash conversion goals Achieved overall sales growth of 21% direct sales during first… Show more Managed the sales group for electronic, print and online revenue for all imprints of the Greenwood Publishing Group, which includes Greenwood Reference, Praeger, Libraries Unlimited, Praeger Security International, Heinemann, Teacher Ideas Press, and Greenwood International. Responsible for revenue and margin goals for domestic and international.Exceeded revenue of $65M+ and achieved margin and cash conversion goals Achieved overall sales growth of 21% direct sales during first yearDirect management of national accounts, including Amazon and Barnes & Noble Exceeded 94% renewal rates for online databases and eBook subscriptionsResponsible for Global launch of Ebooks and databases offeringsInitiated 3rd party agreements with journal and eBook aggregatorsDeveloped pricing and population models for all online subscription products and e-books Show less

Responsible for regional sales territory and management of staff in the Northeast and Midatlantic territories. Achieved 150% of annual sales and retention goal, resulting in an average of $3M in sales, 98% retention of existing territoryGenerated 31% incremental revenue growth of major accounts in Northeast

Master Of Business Administration (M.B.A.), Marketing; Marketing

Bs, Marketing