Library Systems Sales

Jordan Winters
604 Harmony Lane
Pleasantville, CA 94588
(925) 555-1234

SUMMARY OF QUALIFICATIONS

24 years experience working in diverse industries in conjunction with public library systems. Track record of exceptional management, sales, and marketing contributions. Proven ability to drive programs, projects, and products/services and to guide key corporate initiatives. Exceptional interpersonal, communication, organizational, and analytical skills. Expert relationship-building abilities and keen business acumen. Qualified for leadership positions that will benefit from:

• Management and communication skills to effectively lead teams, direct multiple complex projects, and effectively develop positive partnership relations.
• Technical and analytical strengths to provide a sound foundation for business decisions.
• Marketing talent to devise strategic and effective programs to deliver the company's message to prospects and customers.

STRENGTHS

• Specific expertise in managing public libraries, and marketing library-related services/products; gained valuable insight and thorough knowledge both within and without library system.
• Assessing customer's needs and developing and implementing automation systems based on specific requirements for public libraries from very small to very large worldwide. Worked within budgets ranging from $100,000 to $20 million.
• Adept at developing long-term, strategic partnerships that yield high returns. Successful at creating new market share and developing innovative and comprehensive solutions.
• Skilled in strategic planning, budgeting, and P&L management, and marketing/delivery of technical products and services.
• Effective leader with proven ability to manage and motivate staff to high levels of individual and team performance.

PROFESSIONAL EXPERIENCE

Helix International, Palm Harbor, FL
1999 - Present
National Sales Director
Helix International has served the automation needs of libraries for 25+ years. Its Polaris system was developed to deliver a completely new third-generation system that maximizes technology to deliver advanced services like metasearching, EDI X12 version 4010, and Z39.50 searching from every subsystem.
• Selected to refocus company's sales strategies to classify public libraries as their primary market. Collaborated with marketing and product development identifying opportunities for improvement based on customers' needs and requirements.
• Restructured sales department to rebuild relationships with customers, resurrecting inactive accounts through focus on "solution selling", serving as a business resource, and providing value-added services to clients.
• Spearheaded effort to introduce new and innovative products/services; capitalized on industry knowledge of library systems, convinced product development group to refocus on products/services more applicable to the industry.
• Ensured smooth transition and integration of newly upgraded systems. Delivered impressive first-year sales performance.
• Developed very high level of customer service, responsiveness, and follow-through; delivered consistent annual growth in sales volume. Recognized for ability to build and maintain strong customer relations.

Zane Graphic, Inc., Palm Harbor, FL
1997 - 1999
Vice President, Sales
A leading provider for over 25 years of ASP-based portal, library management, and resource sharing systems.
• Directed national sales activities of company's Internet and World Wide Web-based vehicles for libraries; products included Authority Control, Retrospective Conversion, and an innovative web-based inter-library loan process systems.
• Developed, planned, and implemented processes and programs to upgrade company's image; including a new logo, new look, and new feel for company's products and services.
• Charged with spearheading the transformation of the sales process throughout the entire U.S. sales organization; retooled ineffective sales department, and improved account relationships, with a need for a quick turnaround.
• Revitalized dormant sales operation; trained and motivated individuals and gave them the tools to succeed. Focused on individual skills and needs of each sales rep, executing an individual strategy for each and providing hands-on support both in-house and in-field.

Technical Library Systems, Palm Harbor, FL
1996 - 1997
National Sales Director
• Managed a sales team of 10 throughout the U.S., delivering annual revenue goals of $20 million, and serving public library and K-12 divisions. Consistently met and exceeded sales and profit goals and objectives.
• Successfully led sales force through acquisition merger, maintained staff morale through tumultuous turnover.

Technical Library Systems, Palm Harbor, FL
1991 - 1996
Sales Manager
• Led and mentored five-member sales team to outstanding performance with annual revenues of $10 million. Held full P&L responsibility; developed sales strategies to grow revenues; oversaw budgeting and cost controls.
• Introduced sales training programs; implemented new forecast procedures; tapped new market, expanding reach into very small public libraries; realized $5 million increase in sales first year.
• Met and exceeded sales goals for four consecutive years; saw gross profit margin grow 4% points; captured opportunities to improve revenues 200% in region; improved sales in medium-sized systems 40-50%; and in large systems, 12-24%. Majority of team generated 115-125% of sales goals and monthly quotas.

Technical Library Systems, Palm Harbor, FL
1988 - 1991
Sales Representative
• Oversaw a 12-state region that delivered annual revenues of $5 million-plus. Developed and recommended the most appropriate business solutions to customers' complex communication and information needs.
• Achieved and exceeded annual revenue goals three years in a row; built Texas market, delivering revenues of 200%+ over a two-year period.

Community Network, Dublin, OH
1983 - 1988
A nonprofit membership organization serving 41,000 libraries in 82 countries and territories worldwide. Founded in 1967 by university presidents to share library resources and reduce library costs, Community Network introduced the first online-shared cataloging system, and has expanded services to include FirstSearch service reference tool.

Community Network, Dublin, OH
1986 - 1988
Marketing Representative
• Effectively managed a 14-state territory and all federal libraries located within the U.S. Developed sales strategies for marketing of products and services in the Local Systems Division; assessed clients' needs; handled entire sales process from initial contact to final negotiations.
• Introduced and established two innovative PC-based products which could be customized for one to fifty users per system.

Community Network, Dublin, OH
1983 - 1986
Network/Library Liaison Officer
• Coordinated efforts between library systems and company to ensure end-users needs were achieved. Served as cohesive liaison during company's turbulent restructuring/retooling of product/service offerings.

Northern Massachusetts Regional Library, Hatfield, MA
1980 - 1983
Regional Services Coordinator
Oversaw library support and services in Northern Massachusetts.
• Managed implementation of an automated system for a 110-member public library consortium; coordinated all inter-library loan processes.

PROFESSIONAL AFFILIATIONS

Member of the American Library Association

EDUCATION

University of South Florida, Tampa, FL
Masters, Library Science

State University of New York, Brockport, NY
Bachelor of Arts

PRWRA Kathy Hadley - Kathryn Hadley & Associates - E-mail: khanda2001@aol.com