WGBH Boston Video - Boston, MA 1995-2007
Director of Sales 2001-2007
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Drove 51% average annual revenue growth for past three years by planning and implementing effective sales, marketing and product development strategies in U.S. and Canada.
Fiscal Year 2007 sales up 22%, outperforming industry trend.
Created new business opportunities for premiere video catalog titles from NOVA, Masterpiece Theatre, Mystery!, American Experience, Between the Lions and more.
Evaluated market opportunity/sales for potential new and renewal video acquisitions.
Identified high potential titles to release from WGBH archives and other sources.
Revised pricing strategy for titles to optimize revenue and profit.
Developed successful new line extensions by creating enhanced, themed/collector sets.
Collaborated with major national distributors and retailers on sales opportunities and leveraged joint marketing/promotional activities.
Managed four direct staff and outside national sales team for execution of integrated plan
Managed the accounts with the highest revenue growth rate of all WGBH customers and worked closely with the national sales manager and others to develop/ implement strategies to increase business with other high potential accounts.
Set standards for product presentation including more effective packaging, copy and sales/marketing materials dramatically improving sell-through.
Developed a web site proposal to improve communication with wholesale customers.
Streamlined sales and marketing processes to be more effective.
Directed trade show effort for the wholesale and educational markets.
Implemented successful direct marketing campaigns for wholesale and ed channels.
Partnered with the fulfillment house to develop appropriate sales reporting as well as ensure that the fulfillment processes worked smoothly for customers.
Identified new markets and customers expanding account and market reach each year.
Opened specialized affinity markets including educational, cruise, bookstore and Christian markets.
Monitored wholesale, consumer and educational market trends to identify additional opportunities for growth beyond the core business.
Negotiated distribution contracts with a major studio, a national direct response company and a Canadian distributor resulting in significant revenue gains.
Identified digital media distribution opportunities and presented to management.
Business Consultant 1995 - 2001
- Developed video distribution strategy for WGBH yielding substantial annual revenue growth.
- Launched WGBH Boston Video to the wholesale, educational and consumer markets.
- Created/managed sales and marketing programs, fulfillment procedures and reporting systems.
- Expanded wholesale customer base from a few accounts into a broad national network of major retailers, distributors, catalogs, internet retailers and special market customers.
- Created a sales/ marketing program for reaching the educational market.
- Launched a trade show program for the educational and wholesale markets.
- Recruited/ managed a national sales manager with strong prior video sales experience, two in-house special markets salespeople and a national network of independent reps and distributors.
- Oversaw fulfillment activities to ensure accurate reporting and smooth operation for fast growth.
- Collaborated with design on improving packaging, wrote jacket copy and key selling points, and created/ implemented direct marketing programs.
- Produced two videos – Volcano and Flood - for Goldhil/ Musicland.
SCE Associates - New York, NY and Cambridge, MA 1986 - 1995
- Consulted on media business turnarounds and new business development.
- Developed strategic plans and implementation strategies for clients including acquisitions, financial analysis, marketing programs, new product launches and product line extensions.
Time Inc. - New York, NY 1978-1986
Assistant Director, Magazine Group Strategic Planning
Circulation Director, TV Cable Week
Circulation Representative, New Magazine Development
Assistant Circulation Director, TIME Magazine
Tennis Week - New York, NY 1974-1975
Advertising Director and Features Editor
Education |
Harvard Business School - Boston, MA MBA, 1978 |
Hosted career workshop with publishing leaders; women’s tennis champion 1978;
Intern, Newsweek. |
Cornell University - Ithaca, NY BA, 1973
Vassar College, 1969-71
The Sorbonne, 1971
Radcliffe Publishing Procedures Course, 1973.
Community Leadership
Co-chair of committee that constructed a large school/ community playground.
Former member Publications Committee, Cornell Alumni News.
Past President Cambridge Rindge & Latin lacrosse booster club |
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