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BRIAN D.

HEFFLER
Redding, CT 06896 Email: Bheffler@optonline.net SUMMARY

Residence (203) 544-0110 Office (203) 544-0220 Cell (203) 856-3244

An Information Services, Technology and Direct Marketing sales and business development executive with a proven track record of consistent over achievement growing and exceeding sales revenue targets. Roles of increasing responsibility and accountability earned at blue-chip companies ranging from Procter & Gamble, Acxiom and Citibank to start-up programs within established businesses (ADVO) and start-up companies within competitive industries (Sullivan Marketing, MediaRadar). Experience and skills range from working hands-on in sales and sales management to partnership as a member of executive management teams. Managed staffs ranging from 5 to 600+. Unique strength: hiring, training, managing, motivating and leading sales teams from strategic plan creation, to strong client relationship development, negotiation and closing. Administrative user of Salesforce.com PROFESSIONAL EXPERIENCE MEDIARADAR LLC., New York, NY 2012 Present Business Director - AdRadar Member of the Executive team at this startup company with primary responsibility for launching a major new SaaS competitive intelligence and research solution targeted to advertisers versus its publisher heritage. Hired, trained, coached and managed a new 8-person sales team selling a brand new entry in a market with a 6-9 month sales cycle and two long-established, entrenched competitors Created a $7mm+ new product sales pipeline while team secured 300+ demos and 100+ trials While leading the team, was personally the top sales producer signing more new accounts than anyone else Sold the brand into 5 new industry verticals for the company Segmented the market and developed and implemented the cross-industry sales plan and targets Managed the entire sales pipeline and forecasting process. Created and implemented the training program for this new team, developed and launched new automated sales prospecting tools. ACXIOM CORPORATION, Little Rock, AR 2006 2012 Senior Sales Executive General Sales Organization Initially worked on key business partnerships and strategic alliances for Infobase. Worked as a Senior Sales Executive in the hunter sales team and as a data sales leader for the Travel & Entertainment (T&E), Health and Outsourcing verticals Developed and introduced a new geo-demographic targeting tool that evolved into a JV with a major syndicated data company and is gaining market share from Spectra, the industry standard tool (+$16.1mm) During last year T&E, Health and Miscellaneous Industry verticals grew data sales revenue significantly (+$2.6 million) versus the previous year; +27%, +43% and +73%, respectively, while adding significant new flagship logos. Sales team exceeded quota by +5%, member of 100% club. Four of six team members attained the 100% club Recruited five new outstanding and strong performing sales executives to the Infobase data sales team Managed major Citibank transactional data sales initiative; committed to by three pilot clients. Initiative later abandoned by Citibank but was responsible for closing a $1mm contact with a top 5 Global CPG company. CITIGROUP, New York, NY 2004 2005 Vice President Sales Franchise Leveraging Senior sales executive directing and implementing the pre-launch sales strategy for an entirely new confidential business information initiative at Citi Cards utilizing transactional data. Primary responsibility for development of the Consumer Products and Travel & Entertainment markets Directed vertical specific product development, translating customer needs into specific product families Selected prospects and partners, engaged clients for initial alpha projects and business development. Created divisions projected sales pipeline and forecast. DONNELLEY MARKETING, White Plains, NY 2003 2004 Vice President, Sales Led the sales and management of Donnelley Marketings information services products throughout New England Executive management of 9 senior national account sales executives and their associated work teams Managed a territory with a $10+ million sales budget, sold two new enterprise database accounts ($3 million each)

BRIAN D. HEFFLER

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EXPERIAN, New York, NY 1997 2002 Vice President Sales - Multiple Vertical Markets Led the sales management, marketing and development of Experians on and off-line data, database, analytical and direct mail products and services to Consumer Packaged Goods, Healthcare and Pharmaceutical companies. During tenure also led Fund-Raising, Travel and Entertainment, Cross-Channel Mid-Sized Business and Tele-Sales units. Managed sales channels with a $35 million revenue budget and up to 45 sales and client service staff.. Outperformed all other Sales VPs versus budget during last year Increased group revenues +3%, +14%, and +17%, respectively, during the last three years of tenure. Initiated and introduced new consumer products strategic alliances and consumer products email product initiative. Created and introduced account specific grocery retailer mailings and frequent shopper card focus, a Spanish speaking consumer list, a healthcare co-op and outsourced services. ADVO, INC., Windsor, CT 1995 1997 Vice President, Sales - Strategic National Accounts Senior Executive leading the sales management and marketing of new and established products in a newly formed consumer packaged goods division. Created, developed, and launched the ADVO STARS program; a new massdelivered, retail-focused, demographically targeted direct mail coupon insert. Sold entire inventory of two perfectly implemented test programs to 40 brands from 22 major manufacturers. Established sales goals and grew base (non STARS) business from $2 million to $5 million. Secured national reservations and contracts from 50 manufacturers for the STARS expansion. Built a new sales and client service group. Recruited, hired, trained and managed a 12-person team. SULLIVAN MARKETING, INC., New York, NY 1992 1995 Principal and Vice President, Sales Member of executive management group of the only successful entry into the Newspaper Coupon Insert (FSI) business in the past 25+ years. Built company from start-up to $120+ million in sales in less than two years. Directed major account sales, strategic planning, advertising, recruiting, sales training, sales planning and new product development. Company was eventually purchased by a competitor, News America. Year one sales from start-up grew from zero to $6 million; year two sales, $13 million. Secured new business from 18 major packaged goods manufacturers and multi-year commitments from 7. IN-STORE ADVERTISING, INC., New York, NY 1991 1992 Vice President, Sales Senior sales manager for new electronic in-store sign network. Responsible for major account sales, development of sales strategies and goals, sales supervision, sales training, analysis and presentation of research results; 5 direct reports. Signed new business from 7 packaged goods manufacturers, initiated hi-volume forward versus spot purchases. NEWS AMERICA PUBLISHING, FSI DIVISION, New York, NY 1984 1990 Vice President (1986 - 1990), Senior Account Executive (1985), Account Executive (April 1984) Management responsibility for sale of Free Standing Newspaper Inserts (FSI's) and other consumer sales promotion programs to major consumer packaged goods manufacturers. Increased personal annual sales volume from $4 to $15 million. Generated 40% of sales from previous non-users. Promoted from sales executive to Vice President in under two years during two ownership and management changes. THE PROCTER & GAMBLE COMPANY, Cincinnati, OH 1977 1984 Packaged Soap & Detergents Division (1981- 1984) Assistant Brand Manager (Gain, Ivory Snow), promoted from Brand Assistant (Dawn) Promotion & Marketing Services Division (1977 - 1980) National Group Supervisor, eventually managing a national merchandising and door-to-door sampling and couponing field force of 600+ employees. Promoted twice from original entry level position as a Field Advertising Representative PERSONAL B.A. with Honors, University of Ulster, Coleraine, Northern Ireland, Varsity Rugby & Squash (Lettered in both) Dual citizen of the U.S.A. and the United Kingdom