Summary
Overview
Work History
Education
Skills
Hobbies and Interests
Software
Affiliations
Timeline
Generic

Robert Donegan

North Andover,MA

Summary

Talented sales and marketing executive brings high-level business, marketing and sales acumen. Adept at complex and consultative sales techniques. Drives competitive growth through proactive relationship building and pursuit of business opportunities. Ability to distill technical information into well-crafted, customer-focused messages and value propositions. Savvy to industry trends, practices and customer demands.

Overview

38
38
years of professional experience

Work History

Director of Business Development

MPS Ltd/HighWire Press
04.2022 - Current
  • Developed customized solutions tailored specifically to individual client needs, leading to increase in repeat business engagements.
  • Cultivated strong relationships with key stakeholders both internally and externally to optimize collaboration efforts across departments.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Optimized lead generation efforts by implementing CRM tools and refining prospecting techniques.

Client Development Manager

Aries Systems/Elsevier
01.2009 - 04.2022
  • Identified and developed relationships with potential customers for Aries’ editorial, production, and ecommerce SaaS solutions
  • Developed diverse strategies for initiating, conducting and concluding complex system sales
  • Provided customized demonstrations of Aries’ workflow software
  • Initiated, negotiated and closed SaaS licensing deals with commercial publishers, scholarly societies, university presses and other organizations
  • Increased Aries’ customer base by more than 50 publishers
  • Opened two previously untapped markets: Dissertation submission/management, grey literature development
  • Presented at and participated in, industry conferences (SSP, ISMTE, PSP)

Account Manager

American Institute of Physics, Publishing Services Division
01.2005 - 01.2009
  • Acquired new STM business for AIP’s Publishing Services via direct in-person sales, telemarketing, written correspondence, and networking
  • New business included online content hosting, peer review services, and consortia sales representation

Sales Business Manager

Blackwell Publishing, Inc.
01.2002 - 01.2005
  • Developed, budgeted, and initiated strategic sales programs for medical book retail accounts in US and Canada
  • Promoted sell-through by managing and growing international student representative network; grew program from 28 students to 140 students.

Director of Marketing Communications

WebCT, Inc.
01.1999 - 01.2001
  • Created and implemented strategic marketing and communications programs for pre-IPO, Internet software firm focused on Higher Education/IT markets
  • Directed cross-company team in producing International User Conference; increased revenue by more than 70%.

Senior Marketing Manager

Academic Press
01.1997 - 01.1999
  • Planned, budgeted, and initiated strategic marketing plans for $55M Division
  • Grew global net revenue by 16%; largest rate of increase for division in more than ten years; capped expenses at previous year’s levels
  • Reorganized marketing department to more aggressively drive and support online booksellers, resulting in 30% increase in sales from this channel.

Senior Marketing Manager

Addison Wesley Longman
01.1986 - 01.1997

Education

BA - English/Communications

North Adams State College
North Adams, MA

Skills

  • Consultative Selling Techniques
  • Product Demonstrations
  • Lead Identification and Generation
  • Relationship Building
  • Customer Portfolio Management
  • Brand Messaging

Hobbies and Interests

  • Musician/songwriter
  • Digital photography/production
  • Community volunteer

Software

MS Office Suite

Salesforce CRM

Affiliations

  • Society for Scholarly Publishing
  • Association of Learned and Professional Society Publishers

Timeline

Director of Business Development

MPS Ltd/HighWire Press
04.2022 - Current

Client Development Manager

Aries Systems/Elsevier
01.2009 - 04.2022

Account Manager

American Institute of Physics, Publishing Services Division
01.2005 - 01.2009

Sales Business Manager

Blackwell Publishing, Inc.
01.2002 - 01.2005

Director of Marketing Communications

WebCT, Inc.
01.1999 - 01.2001

Senior Marketing Manager

Academic Press
01.1997 - 01.1999

Senior Marketing Manager

Addison Wesley Longman
01.1986 - 01.1997

BA - English/Communications

North Adams State College

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Robert Donegan