JON ABELACK 101 Lexington Avenue, #3D c72f4@westpost.

net SALES & ACCOUNT MANAGEMENT

New York, NY 10016

917.414.2449

ja11

Talented Sales Manager with ability to utilize consultative, non-intrusive sales tactics that result in profitable sales and loyal customers. Skilled at establi shing relationships with senior-level and C-level executives, with reputation fo r maintaining clients' confidence, especially when resolving service issues. Ada ptable to any sales environment and able to quickly learn complexities of produc t offerings. Recognized for skill in training sales professionals and stepping i nto senior-management roles as needed to direct operations. Valued by customers for excellent service and communication - leading to a strong referral base of s ales prospects. * Consultative Sales * Client Relationship Management * B2B Sales * Proje ct Management * Cold Calling / Outside Sales * * Training & Team Leadership * Marketing & Promotions * MS Office, SalesFor ce, Proprietary Databases * PROFESSIONAL HISTORY Director of Sales, MONEY-MEDIA (PARENT COMPANY: FINANCIAL TIMES), New York, NY, 2000-Present Joined this financial publication company to sell company site license agreement s for the newly-introduced Ignites publication. Currently, Director of Sales for FundFire - an online competitive intelligence resource for high net-worth inves tment managers - in addition to handling sales for three other publications. Int erview, supervise, and provide training programs to incoming director and associ ate-level sales people along with leading in house sales training workshops. St ep in to vice president role as needed to sign off on sales and oversee sales as sociates. Manage the sales process from beginning to end. Client list include s Delaware Investments, Dreyfus, Fidelity, GE Asset Management, Merrill Lynch, R opes & Gray, and Vanguard. * Hit $10M in new-customer and renewal sales over ten years - 50% of sales sourc ed through trial-offers, 35% through incoming leads, and 15% through referrals. * Rank as one of company's top sales people - meeting or surpassing annual goals by 10%; exceeded 2010 goal by $92K * Captured 15% increase in sales by targeting executives and experts featured in publication's articles. * Recognized as sales person that established Ignites as flagship publication with 98% of customers renewing agreements. Senior Marketing and Sales Manager, THE ECONOMIST, New York, NY, 1998-1999 Led marketing for conference division of this economic intelligence publication. Supervised and trained team of four marketing assistants and telemarketing repr esentatives. Served as team lead on development of new website, working with IT to communicate strategy. Scouted and managed consultant team to create new, user -friendly customized database. Trained incoming marketing managers. * Saved 15% of representatives' time with implementation of new database; brough t implementation in on time and within budget. * Maximized internal advertising opportunities, realizing 20% savings over outsi de promotions, while capturing 90-95% sell outs. Marketing Manager / Sales, INSTITUTE FOR INTERNATIONAL RESEARCH, New York, NY, 1 996-1998 Marketed up to three distinct conferences monthly, personally bringing in 50-75% of meeting attendees, with focus on mid- to high-level industry professionals. Teamed cross-functionally with sponsorship ad sales, conference producers, and d

esign departments to develop marketing strategy and focus for each conference. C reated P&L forecasts, trained five new marketing assistants, and created customi zed marketing and mailing lists to maximize revenues. * Decreased materials-production costs 10% through heavy negotiations and quanti ty purchases with vendors. * Rewarded with 2-3 % increases in quarterly profit sharing as direct result of sales performance. Account Executive, ZELLER LIST CORPORATION, New York, NY, 1993-1995 Brokered exchanges between clients and mailing-list managers across all industri es and fields for both B2B and B2C targets. Advised clients on effective list-ut ilization methods to maximize ROI and future revenues. * Met sales quotas 18 of 21 months, with 20% of business sourced through referra ls (high for industry). EDUCATION & SALES TRAINING Bachelor of Arts, STATE UNIVERSITY OF NEW YORK, ONEONTA, 1993 DALE CARNEGIE - HOW TO SELL LIKE A PRO-ASSISTANT TEACHER IN ONE CLASS OF HOW TO SELL LIKE A PRO / SANDLER SALES INSTITUTE / BARON GROUP Consultative Sales, From Lead to Signature, Meeting Budget Needs, Up-front Contr acts, Leading Prospects, Getting to 'Yes,' and Post-sale Relationships