Experience

• 

  KG Design

  • President

    • Jan 2011 - Present

• 

  Jostens

  • Printing & Publishing Sales Representative

    • Jun 2002 - Dec 2010

    Sold yearbook printing services to educational sector (k-12 & colleges/universities) within Worcester, Middlesex, Norfolk, Bristol Counties and northern Rhode Island. Negotiated pricing and contracts for products and services.Utilized entrepreneurial skills to manage independently-owned territory as a 100% commissioned sales representative.Created a custom prospect database for cold calls and relationship selling. Utilized sales pipeline process to effectively identify new business. Developed and executed sales presentations to decision-making committees.Cultivated relationships with principals and advisors to ensure a balanced budget through training and implementation of sales and marketing programs.Trained advisers and students on cutting-edge, desktop publishing software and technology. Project managed deadlines, sales activity, staff motivation, fundraising and budget-monitoring.Organized and presented an annual one-day New England workshop. Taught all areas of yearbook production: marketing, fundraising, design, technology.Renewed 98% of business from year to year.Grew territory 5% annually with regional average at -3.1%. Sustained strong market revenue gains, despite a fiercely competitive and declining market.Led region in new contract business for 2010-11 school year, out of 28 New England representatives.Territory earned 14% higher profit than the national average.Awarded the “Copy Count Growth Award, 2009” (only 10% of the national sales force achieved this award).

• 

  Univar, USA

  • Sales Representative

    • 1998 - May 2002

    Marketed over 2000 commodity and specialty chemicals to a wide variety of industries such as food, pharmaceutical, textile, paints and coatings, metal finishing, printing and semi-conductor. Also responsible for pricing and forecasting of products.Managed a $5 million territory covering Boston, southeastern and northeastern Massachusetts. Increased gross profit by 15% over prior year.Due to performance, received an additional territory, western Massachusetts, consisting of $3 million in gross sales.

• 

  Enterprise Rent-A-Car

  • Area Manager

    • Jun 1993 - 1998

    Administered the entire business operations of five rental offices within the Rhode Island and southeastern Massachusetts group. Strategically relocated rental branches within area. Negotiated the lease terms and managed physical build-out.Hired, trained, motivated and supervised the career growth of a sales force of 20 who exceeded sales targets by 250%. Advanced the market share of the area by 36% the first year.Created and maintained strong business relationships with major insurance companies, claim centers and retail businesses to develop opportunity for future growth in market share.Achieved and maintained customer service levels well above corporate and group average based on independent customer service survey results.Corporate Account Manager, 1995-1996Developed new department and segment of business through marketing and sales of corporate rental programs for large corporations and mid-size companies in Rhode Island and southeastern Massachusetts.Handled all negotiations and contract finalization which resulted in over $65,000 monthly revenue within six months, well above the corporate forecast and goals. Created and implemented a marketing plan closing an average of 80% of leads generated.Carried out all administrative aspects of Corporate Account Department including credit reports, billing, contracts and data entry.Implemented training program to 25 rental branches on the use and benefits of the Corporate Account Program.Branch Rental Manager, 1993-1995Achieved highest branch income record for three consecutive months for the entire nation. Recognized by group as “Branch of the Year” in 1995.Received “President’s Award” from corporate for excellence in operational income and performance, which is the highest level of award given to the top offices in the United States.Attained highest personal inside sales for entire group for over 12 months.