John Samuel Fredericka
Flanders,NJ
Summary
Results-oriented Senior Business Development Specialist with a strong track record in mentoring teams and executing data-driven strategies. Known for exceptional problem-solving skills and effective communication, leading to enhanced operational efficiency and compliance. Demonstrates a commitment to quality through innovative solutions that drive business growth.
Overview
14
14
years of professional experience
Work History
Senior Specialist, Research Development Relationships, Custom Research & Learner Insights
National Student Clearinghouse
Herndon, VA
09.2023 - Current
- Account Manager responsible for promoting and selling the Clearinghouse's Custom Research Data Services & Insights
- $1.2M in new business closed year to date
- $1M in revenue generated in FY 2024 (July 1 to June 30)
- Effectively manage Master Service Agreements processes to ensure proper negotiation and execution of contracts
- Work across commercial, government, institutional and enrollment management firms to secure enterprise wide deals
- Primary account manager for U.S
- Federal agencies, including the U.S
- Department of Education, Veterans Benefit Administration, U.S
- Department of Defense, and National Science Foundation
- Lead client satisfaction meetings, to ensure deliverable meets quality assurance standards and to foster growth and upsell opportunities
- Serve as a strategic partner to maintain profitable and long-lasting relationships with key accounts
- Contributed to the development of new subscription model reporting product
- Maintain accurate forecasting and pipeline projections to assure quarterly and annual revenue targets are met
Senior Account Manager, Digital Rights & Licensing, Emerging Business Models
John Wiley & Sons, Inc.
Hoboken, NJ
07.2021 - 09.2023
- Developed and implemented sales strategies to drive digital licensing-based revenue for Wiley eBooks and intellectual properties
- Managed a $12M portfolio of key accounts across multiple verticals, fostering relationships with clients to maximize renewal and upsell business
- Closed $4M in new business in FY 2022 and $3.2M in FY 2023
- Developed two new eBooks collections with partner aggregator in FY 2022 and FY 2023, generating $2.2M in revenue
- Directed a team of two Account Executives responsible for producing new business revenue, upsell opportunities and attaining annual eBook renewal goals
- Tracked campaign progress on an ongoing basis to adhere to each campaign's sales objectives
- Performed cross-functional coordination to achieve business development, customer acquisition, and retention goals across Wiley's Academic and Professional Learning portfolios
- Performed in-depth data analysis to deliver actionable insights & recommendations and provide valuable insight on future publications from the perspective of these markets
Development Officer
The IEEE Foundation
Piscataway, NJ
06.2020 - 07.2021
- Led the execution of various integrated campaign activations for the IEEE program using direct mail, e-philanthropy, digital marketing, telemarketing, and other tactics to support donor retention and growth to support and promote technology education, innovation, and excellence
- Closed $3M in major & principal corporate gifts in FY 2020 and $1.5M in FY 2021
- Served as the Relationship Manager for the IEEE Foundation with the IEEE Power & Energy Society Scholarship Plus Initiative and IEEE Awards
- Managed a portfolio of assigned corporate partners; led and managed all development, growth, stewardship, support, and renewal activities related to assigned key alliances and philanthropic partnerships, meeting or exceeding established annual goals
- Produced written narrative for revenue generation, including case statements, annual templates, grant proposals, reports, solicitation materials, and other relevant documents
North American Sales Specialist
Institute of Electrical and Electronics Engineers
Piscataway, NJ
01.2014 - 05.2020
- Strategically engaged companies with innovative new products, services, and technology research content accessed via the IEEE Xplore Digital Library, based on technology trends, and industry needs
- Developed and launched strategic targeted campaigns which supported driving $>22.5M in new business in FY2019, and $10.7M in new business in FY2020 with Fortune 1000 and 500 companies
- Consistently met & exceeded individual contributor revenue goals; closed $895,000 in new business in FY2020; $2.4M in FY 2019; $1.55M in FY 2018; $1.1M in FY 2017; $1.3M in FY 2016 and $785K in FY 2015
- Successfully sold and expanded market presence within US federal agencies, Intelligence Community and government contractors
- Proactively created, managed, and ensured the accuracy of budgets and forecasts, identifying risks and opportunities and building contingency plans where necessary
- Drove IEEE's enterprise technology sales by collaborating with account managers, marketing & product development teams, to achieve revenue goals and margins
- Managed North American Sales interns participating in Cooperative Educations programs
Administrator, Customer Licensing
Institute of Electrical and Electronics Engineers
Piscataway, NJ
11.2010 - 01.2014
- Managed and negotiated license agreements for all IEEE product offerings, in the academic, corporate, and government markets
- Identified opportunities through usage analysis and provided accurate data to account managers to present cross-sell and up-sell opportunities to customers
- Conducted comprehensive analysis of technical and patent data to craft new agreements for intellectual properties
- Methodically reviewed all IP addresses in conjunction with license agreements, to ensure the appropriate sites had access, and to prevent non-permissible access
- Worked with IEEE legal counsel and product managers to evaluate and develop new license agreements, for IEEE Open Access accounts and IEEE Journals Archive products
- Increased efficiency of license agreement workflow process, lowering the average number of days to close by 45%
Education
BA - Psychology, Communication Studies Minor
Montclair State University
Skills
- Sales Strategies
- Business Development
- Account Management
- Enterprise Sales
- Negotiations
- Pricing Strategy Analysis
- Marketing
- Salesforcecom
- Mondaycom
- Samgov
- Marketo (MSI)
- Tableau
- LinkedIn Sales Navigator
- Bloomberg Government
- GovTribe
- ZoomInfo
- Raiser's Edge
- Coltrane
- MS Office
- Google Suite
- Contract negotiation
- Revenue forecasting
- Pipeline management
- Data analysis
Websites
Postsecondary Education
BA, Psychology, Communication Studies, Montclair State University, 3.28
References
References available upon request.
Timeline
Senior Specialist, Research Development Relationships, Custom Research & Learner Insights
National Student Clearinghouse
09.2023 - Current
Senior Account Manager, Digital Rights & Licensing, Emerging Business Models
John Wiley & Sons, Inc.
07.2021 - 09.2023
Development Officer
The IEEE Foundation
06.2020 - 07.2021
North American Sales Specialist
Institute of Electrical and Electronics Engineers
01.2014 - 05.2020
Administrator, Customer Licensing
Institute of Electrical and Electronics Engineers
11.2010 - 01.2014
BA - Psychology, Communication Studies Minor
Montclair State University
Similar Profiles
Melba AmissiMelba Amissi
Vice President, Corporate Strategy, Marketing, & Customer Experience at National Student ClearinghouseVice President, Corporate Strategy, Marketing, & Customer Experience at National Student Clearinghouse
Anwar HanAnwar Han
Senior Accountant at National Endowment for DemocracySenior Accountant at National Endowment for Democracy
Mariam Ebrahim AlkharrazMariam Ebrahim Alkharraz
Project Engineer at Global Clearinghouse SystemsProject Engineer at Global Clearinghouse Systems