Experience

Gale, A Cengage Company (EMEA)

• United Kingdom
• Book and Periodical Publishing
• 1 - 100 Employee

• Academic Account Manager

  • Nov 2016 - Present

  Gale Publishing a Cengage Company: Academic Account Manager Oct. 2016 – Present  Achieved 109% of total sales goals, hitting 115% of new business target  Named 2017 – 2018 Inside Sales Rep of the year. Attained 103% of goals for MI, OH, IL, IA  Sold 29 Gale Access Programs achieved 375% of new database quota  Took largest eBook order of 187k in 2017 with field sales partner.  Supported portfolio growth by identifying cross-sell opportunities, coaching the team to deepen… Show more Gale Publishing a Cengage Company: Academic Account Manager Oct. 2016 – Present  Achieved 109% of total sales goals, hitting 115% of new business target  Named 2017 – 2018 Inside Sales Rep of the year. Attained 103% of goals for MI, OH, IL, IA  Sold 29 Gale Access Programs achieved 375% of new database quota  Took largest eBook order of 187k in 2017 with field sales partner.  Supported portfolio growth by identifying cross-sell opportunities, coaching the team to deepen relationships and increase client acquisition  Developed and execute integrated sales, marketing, and account development strategies that are aligned with the business plan to achieve desired revenue, expense, and quota goals.  Streamlined lead process operations that generated a 75% increase in year-over sales volume.  Consistently achieved all new business quotas in subscriptions, eBooks and Archives in person and through conference calls, web demo’s and trade shows.  Recently promoted to New England Academic Library Account Manager. Show less Gale Publishing a Cengage Company: Academic Account Manager Oct. 2016 – Present  Achieved 109% of total sales goals, hitting 115% of new business target  Named 2017 – 2018 Inside Sales Rep of the year. Attained 103% of goals for MI, OH, IL, IA  Sold 29 Gale Access Programs achieved 375% of new database quota  Took largest eBook order of 187k in 2017 with field sales partner.  Supported portfolio growth by identifying cross-sell opportunities, coaching the team to deepen… Show more Gale Publishing a Cengage Company: Academic Account Manager Oct. 2016 – Present  Achieved 109% of total sales goals, hitting 115% of new business target  Named 2017 – 2018 Inside Sales Rep of the year. Attained 103% of goals for MI, OH, IL, IA  Sold 29 Gale Access Programs achieved 375% of new database quota  Took largest eBook order of 187k in 2017 with field sales partner.  Supported portfolio growth by identifying cross-sell opportunities, coaching the team to deepen relationships and increase client acquisition  Developed and execute integrated sales, marketing, and account development strategies that are aligned with the business plan to achieve desired revenue, expense, and quota goals.  Streamlined lead process operations that generated a 75% increase in year-over sales volume.  Consistently achieved all new business quotas in subscriptions, eBooks and Archives in person and through conference calls, web demo’s and trade shows.  Recently promoted to New England Academic Library Account Manager. Show less



EmeraldPublishing

• United Kingdom
• Book and Periodical Publishing
• 300 - 400 Employee

• Business Manager

  • Jan 2009 - Apr 2015

  Emerald Group Publishing: Business Manager 2009 - 2015  Established US presence of a UK-based academic research publisher with a new subscription  pricing model for academic institutions in NY, NJ, DC, PA, MI, MA, CT, RI, NH, VT, and ME.  Managed large consortia relationships with NERL, HELIN, MLA, CLC and developed new tiered pricing for additional professional associations.  Execute programs to reach customer targets, drive sales plays, create sales tools, and regularly… Show more Emerald Group Publishing: Business Manager 2009 - 2015  Established US presence of a UK-based academic research publisher with a new subscription  pricing model for academic institutions in NY, NJ, DC, PA, MI, MA, CT, RI, NH, VT, and ME.  Managed large consortia relationships with NERL, HELIN, MLA, CLC and developed new tiered pricing for additional professional associations.  Execute programs to reach customer targets, drive sales plays, create sales tools, and regularly communicate marketing programs and results.  Lead the North American team in sales of new subscription revenue from subject collections in Health and Social Care and Emerging Markets Case Studies.  Built strong faculty relationships and captured the only US “customer testimonials” of Emerald products with Yale Faculty  Developed a new corporate customer segment for existing high revenue sales based on independent research Show less Emerald Group Publishing: Business Manager 2009 - 2015  Established US presence of a UK-based academic research publisher with a new subscription  pricing model for academic institutions in NY, NJ, DC, PA, MI, MA, CT, RI, NH, VT, and ME.  Managed large consortia relationships with NERL, HELIN, MLA, CLC and developed new tiered pricing for additional professional associations.  Execute programs to reach customer targets, drive sales plays, create sales tools, and regularly… Show more Emerald Group Publishing: Business Manager 2009 - 2015  Established US presence of a UK-based academic research publisher with a new subscription  pricing model for academic institutions in NY, NJ, DC, PA, MI, MA, CT, RI, NH, VT, and ME.  Managed large consortia relationships with NERL, HELIN, MLA, CLC and developed new tiered pricing for additional professional associations.  Execute programs to reach customer targets, drive sales plays, create sales tools, and regularly communicate marketing programs and results.  Lead the North American team in sales of new subscription revenue from subject collections in Health and Social Care and Emerging Markets Case Studies.  Built strong faculty relationships and captured the only US “customer testimonials” of Emerald products with Yale Faculty  Developed a new corporate customer segment for existing high revenue sales based on independent research Show less