Angela Lamont
Parkton,MD
Summary
With 20 years of sales leadership and 25 years of professional experience, I am a successful leader with a deep understanding of EdTech, K-12, higher education, B2B, B2C, SaaS cloud-based technology, and platforms. My expertise includes sales management, high-performance team management, project management, budget planning, business operations, compensation plan design, GTM strategies, collaboration, startup launch, and business line development. As an adaptable and a critical thinker, I have the ability to influence complex decision-making and problem-solving.
Overview
20
20
years of professional experience
1
1
Certification
Work History
District Sales Manager - East
Cengage Group/GALE
08.2023 - 07.2024
- K-12 Sales Leadership,8 Senior field sales and Strategic Account Manager/direct reports
- Hire, onboard, lead, coach sales team members to success
- Work with sales teams: 1:1, pipeline management, forecasting, territory planning
- Growing revenue through Departments of Education, Districts and Libraries
- Strategic planning, K12 to grow curriculum and supplemental landscape for digital resources and subscriptions for multiyear opportunities
- SaaS products, Databases, print, eBooks, EdTech, Curriculum, Supplemental and Development resources
- Collaboration with Product, Marketing, Customer Success, Finance, and other internal and external stakeholders
- Forecasting month, quarter, yearly sales projections
- Change management and situational leadership based on realignment of territories
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Managed revenue models, process flows, operations support, and customer engagement strategies.
- Travel for presentations/conferences/meetings
- Revenue goal - $13 Million, 2 Reps achieved Circle of Excellence and team member was "Sales Representative of the Year 2024" out of all sales teams
Management Consultant - Director of Sales and Marketing (Family Business)
Silver Lining Home, LLC
07.2019 - 07.2023
- Executive Management, developing key strategies, business planning, budget planning, sales pipeline management
- Project management, collaboration, Business operations and roadmap for new business offerings, GTM strategies and revenue growth
- 17 years of successful revenue achievements - Launched family business in2007
- Revenue increase YOY 2021 to 2023 -20% growth
Director of Sales
American Psychological Association- APA Publishing
10.2018 - 04.2019
- Sales leadership, sales strategy, sales execution, relationship management and customer experience, hired new team of senior level sales
- Implementation sales strategy for APA Publishing's brand-new SaaS cloud-based technology within the Higher Education; universities, undergrad, graduate, For Profit Universities and doctoral, R1 Institutions
- Partnered and collaborated with product and development teams within Agile Scrum environment to create, manage and develop process improvements for new SaaS cloud-based platforms offerings
- Strategic planning, territory design, compensation plan design, partnered with finance to develop sales goals
- Project management stakeholder, helped design and implement Salesforce CRM for use in sales organization
- Collaboration with Marketing, Product development, Sales Operations, Customer Engagement to successfully deliver digital and adaptive learning products
- Successfully negotiated SaaS and digital contracts with print digital distributors such as, Barnes & Noble, Follett
- Forecasted sales projections for assigned territories throughout USA
- Weekly 1:1's with Partnership Managers to develop strategy for large accounts, discuss pipeline and develop travel plans to close high dollar potential business
- Motivate and manage team, through territory and strategy discussion, pipeline planning and management, generating revenue based on overall goal and team member individual goals
- Experience with Willo Labs, CogBooks, Salesforce, VitalSource, RedShelf and Higher Education Learning Management Systems
- Established strong partnerships with industry influencers to expand brand recognition and drive business growth.
- Streamlined sales processes by identifying inefficiencies, implementing new tools, and providing training to the team.
- Travel for presentations/meetings/campus visits/conferences throughout the USA
- Revenue Goal: $7 million
Director of Sales
Wolters Kluwer Health
11.2010 - 02.2018
- Managed 10 direct reports, coaching a high-performance sales team of Outside Solution Consultants (super closers) and Publisher's Sales Representatives, Domestic Sales, to achieve and exceed sales goals year over year
- Designed and implemented incentive plans, templates for sales representative's business plans, performance goals and metrics, conducted yearly and quarterly performance reviews, performance differentiation, hire, train and manage staff through performance issues, change management
- Forecasted sales projections for assigned territories throughout USA
- Partnered with finance to develop yearly sales goals for sales team
- Conducted Biweekly 1:1's with sales representatives to develop strategy for large accounts, discuss pipeline and develop travel plans where needed, to present and close high dollar potential business
- Motivated and managed team, through territory and strategy discussion, pipeline planning and management, generating revenue based on overall goal and team member individual goals
- Generated revenue through EdTech, eBooks, cloud-based subscriptions and SaaS cloud-based platforms to Community Colleges,4-year Colleges, Graduate and Medical Education programs, R1 Institutions
- Collaborated and partnered internally with Editorial, Marketing, Sales Operations, Customer Service and other stakeholders within Wolters Kluwer Health
- Developed and presented, Annual Business Plans for business line
- Salesforce, VitalSource, SilverChair, Learning Management Systems
- Travel for sales presentations/meetings, Conferences, WKH Global Sales Meeting and Summer Sales meetings
- Achieved and Exceeded Sales Goals:2011-105%,2012-100%,2013-109%,2014-100%,2015-113.2%2016-97%,2017-101% - YOY Revenue Sales Goal – Range: $7million to $12.5 million
Sales Manager
Catapult Learning, LLC./Education Station
04.2006 - 06.2010
- State Departments of Education - reviewed, negotiated with senior level decision makers, large budget contracts, managed approval process, compilation of final RFP's sent to State Department of Education for the Midwest, Southwest and West Coast
- Generated revenue via cloud-based platforms for curriculum online instructional, educational, and development programs to State Departments and districts for Catapult Learning
- Generated revenue via on ground curriculum environments for Supplemental Education Services (SES) Programs in collaboration with State Departments and districts for Education Station
- Built partnerships with State Department of Education and school districts K-12
- Documentation –Project management with departments to get all documentation into the index with RFP's
- Created and managed all aspects of RFP's requested by school districts for specified region
- Travel within the Midwest and West Coast territory for conferences and meetings
- Revenue exceeded $60 million
Sales Manager
The Baltimore Sun
03.2004 - 01.2006
- Managed36 direct reports, (multiple teams), coached team of outside sales, inside (outbound) sales and call center representatives, created incentive plans, conducted performance reviews, hiring and training staff
- Streamlined operational processes and procedures within department to eliminate redundancies
- Forecasted projections, developed yearly budgets, and quarterly business plans
- Created, managed, negotiated client advertising contracts
- Coached sales team to exceed revenue expectations: through print, classified display and recruitment advertising, events and sponsorships, special sections, online and multimedia; Baltimoresun.com, Cars.com, Legacy.com, CareerBuilder.com, and SunHomes Online
- Traveled with both Outside and Inside sales teams, to Advertising Agencies and Clients, domestically and locally
- Revenue exceeded $52 million annually
Education
Executive MBA - Executive Programs - Master of Business Administration
Loyola University in Maryland
Baltimore, MD02.2011
Bachelor of Science - Business Management
University of Phoenix
Phoenix, AZ10.2007
Skills
- Experience: EdTech, cloud-based subscription products, SaaS cloud-based platforms, Adaptive digital products, eBooks, newspaper and radio advertising (CBS Radio Baltimore), online advertising environments Publishing sales (Higher Education/Educational), K-12 Educational Sales, B2B, B2C, Suite, For-Profit schools, Nonprofit Organizations, Sales Enablement, Solution selling
- CRM Experience: Salesforce, Saleslogix, PeopleSoft, Slack, Workday, Tableau, Power BI
- Video and Cloud Conferencing tools: Zoom, Webex, Google Meet, Skype and Microsoft Teams
- Technical Experience: Microsoft Office; Excel, PowerPoint, Word
- Results focused leader, active listener, coach, with dynamic decision-making skills
- Accomplished experience in presentation, negotiation, communication, problem solving, troubleshooting skills
- Performance management, performance differentiation, change management, situational leadership
- Coaching direct reports, talent development, business development, new business generation, consultative and strategic planning, project management
- Proven management success, partnership and collaboration, with both internal and external customers
- Extensive experience working with executive leadership, addressing and reporting trends, projections, budgets, strategic planning and implementation, contract negotiation, compensation plan design, CRM Projects
Certification
- WISER by Hudson Leadership Coaching -2024
- Imparta Sales Training/Creating Client Value -2018
- Wolters Kluwer Situational Leadership Training -2017
- Wolters Kluwer Leadership Essentials Program –2015
- Wolters Kluwer Health – Graduated from the Human Potential Project – HP2 –2012
- Wolters Kluwer Health Fostering Employee Growth and Career Development
Accomplishments
- Led the EAST Sales team at GALE to achieve: 2 Reps achieved Circle of Excellence and team member was "Sales Representative of the Year 2024" out of all sales teams
- Development and implementation of strategic and operational processes inclusive SaaS cloud-based solutions, GTM strategies in higher education category at the American Psychological Association
- Led sales team to meet and exceed revenue year over year in2011,2012,2013,2014,2015,2016,2017,2018 – Exceeded goal by1-13% YOY - Wolters Kluwer Health, Wolters Kluwer Health – HLRP Consistency Sales Achievement Awards multiple years;2011-2018
- Wolters Kluwer Health – HLRP – Region of the Year (Exceeding Sales Goal) in 2011 out of 9 regions in USA
- Successfully redesigned territories: territory by state to territory by accounts with no employee turnover in2017 and Successfully redesigned territories to include more accounts by Allied Health Programs and added four additional heads in2013, and with no employee turnover
- Wolters Kluwer Health,Successfully created a training module for technology products and implemented in2017
- Successfully restructured sales teams from open territory to account based on category without employee turnover- The Baltimore Sun
- Successfully implemented launch of family business- Silver Lining Home, LLC
- Led sales team to exceed online, digital, sponsorships and print revenue by50% -100% year over year in2004-2005,2005-2006 revenue exceeded $52 million annually at The Baltimore Sun
Timeline
District Sales Manager - East
Cengage Group/GALE
08.2023 - 07.2024
Management Consultant - Director of Sales and Marketing (Family Business)
Silver Lining Home, LLC
07.2019 - 07.2023
Director of Sales
American Psychological Association- APA Publishing
10.2018 - 04.2019
Director of Sales
Wolters Kluwer Health
11.2010 - 02.2018
Sales Manager
Catapult Learning, LLC./Education Station
04.2006 - 06.2010
Sales Manager
The Baltimore Sun
03.2004 - 01.2006
Bachelor of Science - Business Management
University of Phoenix
Executive MBA - Executive Programs - Master of Business Administration
Loyola University in Maryland
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