Paula Kapacinskas
Kewanee,Illinois
Summary
Accomplished Senior Manager at CompTIA, adept in revenue generation and strategic sales planning, with a proven track record of enhancing membership experience and client satisfaction. Expert in team leadership and cross-functional collaboration, I have significantly grown business territories and maintained high retention rates, achieving a 5% year-over-year increase at Star Tribune.
Overview
14
14
years of professional experience
Work History
Senior Manager, Membership Experience
CompTIA
08.2022 - Current
- Company Overview: the leading global technology association for Solution Providers and Managed Service Providers
- Assist Prospects with CompTIA Solution Provider and Vendor Membership
- Manage a team of three Account Relations Coordinators/Specialists and oversee their activities and customer service
- Collaborated with cross-functional teams to enhance the overall Membership Experience and ensure Member satisfaction
- The leading global technology association for Solution Providers and Managed Service Providers
Inside Sales Territory Manager
Protective Industrial Products
05.2019 - 07.2022
- Company Overview: a global PPE leader with revenue of over 5 billion in 2020
- Built and managed account relationships for over 4 million dollars for over 30,000 SKUs in over a 100 categories in the safety industry
- Grew business with existing contacts to generate new category sales
- Identified opportunities and implemented strategies to gain business
- Developed and maintained sales pipeline by providing accurate and complete information in TDF CRM
- Maintained communication and outreach to customers to upsell customers
- A global PPE leader with revenue of over 5 billion in 2020
Account Executive, Westlaw
Thomson Reuters
03.2018 - 11.2018
- Company Overview: a global technology leader with revenue of 11.33 billion in 2017
- Built and managed account relationships focusing on law practices with 1-6 attorneys for Westlaw technology suite which includes: Westlaw research platform, case management, practice management
- Legal brief development and business development solutions
- Established new sales channels, contacts and networks to generate sales for technology solutions
- Identified opportunities and implemented strategies based on client needs
- Developed approach to specific types of law firms based on their practice matter
- Developed and maintained sales pipeline by providing accurate and complete information in Salesforce including communication, proposal generation, and sales projections
- A global technology leader with revenue of 11.33 billion in 2017
Account Executive, Portfolio Manager
Star Tribune
01.2016 - 08.2017
- Company Overview: a multimedia company serving the Minneapolis-St Paul Market
- Sold digital, print and events for the Star Tribune, the 5th largest newspaper in the United States
- Covered a book of business that included national accounts including Healthcare, Financial Services, Retail and CPG Categories
- Worked with clients in the development of digital and traditional brand strategies
- Identify opportunities; develop, present and negotiate proposals; and manage delivery of integrated campaigns
- Effectively managed client relationships, sought opportunities to up-sell, and ensured clients received superior customer service
- Brought in 6 clients and $100K in new business in first 10 months; exceeded goals
- Increased business year over year by 5%
- Navigated complex organizations and advertising agencies
- A multimedia company serving the Minneapolis-St Paul Market
Advertising/Marketing Consultant
01.2011 - 01.2016
- Provide strategic consulting for organizations on projects related to marketing, association membership, and general administration
- Managed new product messaging and initiatives, offering strategic perspective as well as hands-on execution
- Delivered service to clients as both Account Manager and Project Manager
- Met and exceeded deadlines and client expectations
Education
Bachelor of Arts - Communication Studies
University of Iowa
Iowa City, IowaCorporate Communication Master’s program -
DePaul University
Skills
- Revenue Generation
- Territory Management (4 Million)
- Consultative Sales
- Sales Management
- Account Penetration & Management
- Strategic Sales Planning
- Relationship Building
- Client Satisfaction & Retention
- Contract Negotiation
- Team Leadership
- Account Research
- Prospecting/Cold Calling
- Performance Management
- Problem-solving abilities
- Team building
- Collaborate cross-functionally
Volunteer Experience
- Commissioner, Kewanee Park District, 2021
- Sponsorship Lead, Executive Council Member, Twin Cities Chapter Ellevate Network, 2018
- Member, Twin Cities Chapter, Ellevate Network, 2016-2018
- Member-At-Large, Board member, Twin Cities IOWA CLUB, 2018
- Member and Board Member: VP of Membership and Director of Membership, Chicago Chapter of the American Marketing Association, 2011-2015
Timeline
Senior Manager, Membership Experience
CompTIA
08.2022 - Current
Inside Sales Territory Manager
Protective Industrial Products
05.2019 - 07.2022
Account Executive, Westlaw
Thomson Reuters
03.2018 - 11.2018
Account Executive, Portfolio Manager
Star Tribune
01.2016 - 08.2017
Advertising/Marketing Consultant
01.2011 - 01.2016
Bachelor of Arts - Communication Studies
University of Iowa
Corporate Communication Master’s program -
DePaul University