Highly motivated sales and marketing executive with more than twelve years expertise in sales management, online advertising sales, cable television sales and media planning. Consistent top performer with a track record of exceeding revenue goals and leading sales teams to surpass expectations. Proven ability to recruit, hire, train, and develop top-ranked sales teams. Excellent relationship building, interpersonal and motivational skills. Independently driven with a positive attitude.

Sales Strategy & Execution, Hiring Benchmarks, Sales Trend Analysis, Customer Retention, Sales Training, Recruiting Top Talent, Project Management, Contract Negotiations, Coaching Systems,  Sales Management, Performance Management, Lead Generation Strategies, Motivational Skills, Change Management, Sales Org Creation, Revenue Growth, Compensation Creation, Public Speaking

Senior Sales Manager, Business.com                                                                                                January 2003 – Present
Selected to lead and develop a team of up to 11 sales executives selling online advertising on Business.com and network partners such as Forbes.com, BusinessWeek.com and other top business sites. Clients ranged from SMBs to Fortune 1000 companies. Responsible for hiring, firing, training, coaching, motivating, scripting, setting goals, designing compensation plans, designing contests and other incentives, setting, monitoring and managing to metrics. Instrumental in helping company through start up stages, hitting target revenue goals that eventually led to a successful acquisition by R.H. Donnelley for $350 million.

Selected Achievements:
•    Transformed an under-producing sales team into the top producing team in only 8 months
•    Grew sales from $4,000,000 in 2004 to more than $10,000,000 in 2007
•    Surpassed team revenue goals 3 straight years
•    Developed priority account database which accounted for an increase in average revenue per client of more than 40%
•    Reduced salesperson turnover by creating formalized on-boarding and training program
•    Managed overall client satisfaction and coordinated efforts within the marketing and sales department to develop and               implement strategies around campaign optimization and improved performance
•    Improved contact and closing ratios and lowered client attrition by implementing sequential, repeatable sales process
•    Lead change and influenced Senior Management to implement sustainable business practices by creating Green Team           and working towards Santa Monica Green Business certification
 

Senior Account Manager, Bolt.com                                                                                                     April 1999- June 2002
Worked with top-tier advertising agencies and C-level executives to develop strategic marketing and other revenue generating programs for Fortune 500 clients looking to target teens online. Built a sales territory spanning San Francisco to Seattle. Achieved personal goals while training, supervising and mentoring new sales reps.

Selected Achievements:
•    Grew San Francisco office to highest revenue producing satellite office in 12 months accounting for more than 1/3 of                   company revenue
•    Top revenue producing Account Manager with sales over  $1,000,000 in first year
•    Broke several new key accounts such as Microsoft, Nintendo, Sony, BMG, Intel, Nabisco and Disney

Sales Planner, ESPN, Inc.                                                                                                                    February 1998- April 1999
Developed integrated media plans for Fortune 500 clients looking to target male consumers through sports marketing. Worked closely with other ESPN, Inc. properties including ESPN.com and ESPN The Magazine to build cross-channel advertising solutions.

Selected Achievements:
•    Generated media proposals to achieve sales and client objectives by effectively using network inventory
•    Provided financial analyses to senior management including client post-buy analyses, schedule delivery and internal under       delivery analyses
•    Managed and serviced existing accounts in excess of $75 million
•    Negotiated national cable sales for ESPN, epsn2, ESPNews and ESPN Classic Sports networks
•    Developed long-term relationships with both direct clients and top-tier agencies

Sales Coordinator, MTV Networks                                                                                                   May 1996- February 1998
Managed Fortune 500 client’s national advertising campaigns on VH1. Served as liaison between traffic department, clients and top-tier advertising agencies.

Selected Achievements:
•    Managed and serviced existing accounts in excess of $35 million
•    Collaborated with marketing, programming, research, promotional departments and other MTV Networks properties               including VH1.com
•    Developed strong client communication networks to maintain and enhance customer satisfaction

BS Marketing & International Business ♦ The Pennsylvania State University ♦ State College, PA♦ 1996
Spanish Minor ♦ Universidad de Salamanca ♦ Salamanca, Spain ♦ 1995

“Ian is a strong leader who has managed his sales team through numerous changes to our organization while consistently hitting his goals. Ian's a great collaborator and has been instrumental in establishing better sales and client-support processes. Ian is a pleasure to work with and his assistance on projects has been invaluable.” (February 19, 2008) Tonia Weisner, worked directly with Ian at Business.com

“Ian is an extremely strong and experienced manager. He is well versed in sales process and is an excellent motivator. His ability to manage multiple projects while also managing his team is exceptional. Ian is the type of manager that every sr. sales leader wants on their team.” (February 18, 2008) Amos Schwartzfarb, managed Ian at Business.com

“Ian has always impressed me as a highly independent, assertive, and confident self-starter who has a strong sense of urgency and likes to work in a fast-paced, ever-changing environment. He's taken the opportunity to prove himself by helping me build and scale our sales team, recruiting and hiring new sales personnel, and building the right systems and process infrastructure to support our sales initiatives.” (February 16, 2008) Kevin Gaither, managed Ian at Business.com

“… Ian takes pride in his company and himself, demonstrating his dedication to Business.com and the environment by creating the Green Team, a committee of a dozen employees who all share the desire to create a more sustainable workplace. Ian’s desire to improve his place of work and spend his own personal time to do is a true embodiment of a dedicated employee. Ian is often seen staying late or using his lunch to work toward a Santa Monica Green Business Certification for Business.com, which he anticipates to have completed by the end of April 2008.”  (March 3, 2008) Lauren Tarczali, worked directly with Ian at Business.com