Sacramento, CA

530-295-1661 ljohnston3461@att.net
WWW.LINKEDIN.COM/IN/LAURIEJOHNSTON

L AURIE J OHNSTON

B U SI N E SS D E V E L O P M E N T C U ST O M E R S E R V I C E A C C O U NT M AN AG E M E N T
Dynamic career reflecting pioneering experience and record-breaking performance in sales and sales management.
Motivated professional who drives new business through providing excellent customer service and establishes strategic
partnerships with clients to increase channel revenue. Outstanding success in building and maintaining relationships
with decision-makers, establishing large volume accounts and ensuring clients retention and loyalty. Consistently
exceeds all personal and corporate sales quotas. Well organized with a track record that demonstrates self-motivation,
perseverance and the creativity to achieve both personal and corporate goals.

SELECTED HIGHLIGHTS
Built collaborative, strategic relationships with a large customer account base over multiple states.
Frequently conducted sales presentations for digital and content to both large and small audiences resulting in
record high level of closing and new clients in competitive markets
Consistently exceeded sales goals through expertise in servicing existing clients, developing new accounts and
focusing on opportunity development, resulting in ensuring all personal and corporate sales quotas were met
Promoted to sales manager in 2005 for VHL, a modern language publisher.
Increased sales in the region from 3 Million to 19 Million during difficult budget cuts, course eliminations and price
resistance challenges.
Increased sales representatives from 4 to 9 from 2005 to 2013 because of rapid growth.
Numero Uno awarded for overall excellence in 2009 with only two awarded in 13 years.

Strategic Market Planning

Complex Solution Skills
Team Leader and Player

C O R E C O M P E T E NC I E S
Consultative Sales Approach
Mentoring
Organized Territory Planning

Business Development
Customer Service
Digital Presentations and
Training

P R O FE S SI O N AL E X P E R I E N C E

Ice Squared Charlotte, NC 2014 Present

Account Manager/Sales Representative
Consulted with a large client base on new technology, providing technology webinars and researching information
for field sales representatives at McGraw Hill Co.
Served as a key liaison between client and publisher to identify and address their needs and any concerns.
Excels with troubleshooting and strengthening relationships with high maintenance clients ensuring continued
loyalty, gaining referrals and revenues.
Leverage consultative sales strengths to identify opportunities, nurture relationships and close deals
Managed key accounts and ensured they had top service and continued loyalty

Cambridge University Press New York, NY 2013 - 2014

Account Executive
Developed new accounts and provided personalized project management services to ensure new business and
loyalty
Contract sales position launching a new product line for K-12 education market.
Presented educational technology and content to private high schools and all elementary schools in the United
States.

Vista Higher Learning (VHL) Boston, MA 2001 - 2013

Western Regional Sales Manager: 2005 - 2013
Promoted to sales manager in 2005 for VHL, a modern language publisher.
Covered hundreds of colleges and universities in 24 states and managed 9 sales representatives
Increased sales in the region from 3 Million to 19 Million during difficult budget cuts, course eliminations and price
resistance challenges.
Experienced in forecasting, recruiting, sales training, product and technology presentations and negotiations.
Involved in product development, marketing, technology and evaluation of personnel.
Increased regional sales 532.65% because of ability to prevent turnover and keep loyal team motivated and
achieving sales goals while serving as a manager for eight years.
Increased sales representatives from 4 to 9 from 2005 to 2013 because of rapid growth.
Numero Uno awarded for overall excellence in 2009 with only two awarded in 13 years.
Created and directed campaign to decrease used book purchases resulting in a 22% decrease in used book sales and
steady growth of new book sales in my region for years to come.
Introduced the idea of workshops and alternative ways to produce books that were the first in the industry and
highlighted personal service and treating clients as individuals.
Coached price negotiations and resolved difficult situations resulting in never losing the sale.
VHL became the #1 market leader in their field because of the unique sales consultative style within 13 years.
Presented technology and training to both end users and sales staff.
Planned special events, book fairs and conferences to promote titles.

Regional Sales Highlights:

2007 107.3% of goal and 28.7% increase (competition growth was 3.7%)
2008 101.4% of goal and 22.52% increase (competition growth was 2.5%)
2009 103.4% of goal and 19.88% increase (competition growth was 2.4%)
2010 103.8% of goal and 19.95% increase (competition growth was 1.5%)
2011 96% of goal and 17.24% increase (competition growth unknown)

Sales Representative: 2000 - 2005

Won the Sales Representative of the year in 2001: covering 10 states and Western Canadian provinces.
Increased territory went from zero to $1.8 million in sales (average unit cost was $100) with sales increases ranging
from 14% to 53% annually in only four years; territory covered both colleges and private high schools.
A D D I T I O N AL C R E D E NT I AL S

TECHNICAL SKILLS

MS Office Suite/XP (MSWord, Excel, Power Point, Outlook), Salesforce-CRM; Sales Logix;
Clearslide, ACT

EDUCATION

Kent State University, Kent, Ohio

Bachelor of Business Administration - Major

VOLUNTEERISM

Fundraising and public relations for numerous animal rescue organizations

References: Available Upon Request