ROB MACKAY

New York, NY * rmeef428@westpost.net * 917.209.7324

CORPORATE SALES & MARKETING
Strategic Sales Planning / Market Expansion / Relationship Management
Successful, creative and versatile manager with over fifteen years experience in
highly professional business and consumer segments. Inspirational leader skill
ed at managing, developing and motivating teams to meet and exceed business and
personal objectives. Recognized sales professional with a track record of busine
ss development and acquisition through effective profiling, negotiating and clos
ing. Accomplished in solution selling. Able to quickly adapt to diverse commerci
al environments and situations.

SELECT ACCOMPLISHMENTS

* Worked with Rogers Communications to launch a comprehensive training program (

Animus Training). The end result was implementation of an internal training solu
tion reaching 15,000 employees utilizing Adobe Captivate and a custom Learning M
anagement system.
* Leading Sales Manager in organization (Animus Training) with overall performan
ce at 157% of target, 2009 and 152%, 2008.
* Headed up the complete sales and marketing process (Get It Media) to ensure ap
propriate and high-level market penetration in England, Scotland and Wales. Set
up strategic partnerships that accounted for over 70% of the company's core busi
ness.
* Reduced churn on a base of SME accounts worth over 14 million in annual revenu
e from 28% in 2002 to just 11% in 2003 (Orange Plc), negotiating with uncooperat
ive internal departments.
* Increased wireless solutions sales performance of an underperforming team from
63% of targeted revenue in 1999 to over 130% in 2001 (Pacific Coastcom).

PROFESSIONAL HISTORY

DIRECTOR OF CORPORATE SALES & MARKTING, April 2007 - Present

Animus Training - New York, NY www.animustraining.com
Animus Training is a leading innovator in creative and web software training and
workflow consultation based in New York City.
Oversee all sales and business development functions including new product rollo
uts, key account management, customer relationship development and contract nego
tiations. Hold P&L and budget responsibilities. Provide team training, coaching
and mentoring. Direct network of sales representatives and marketing associates
located throughout the US and Canada. Focus on workflow and on-line implementati
on and support.
* Responsible for 60% of new business in 2009 (including Rogers Canada, NBC, Rai
nbow Media, SyFy, Comedy Central, Fox News and USA Network).
* Improved name recognition in the marketplace by negotiating strategic partners
hips and teaming with like-minded organizations for trade shows, events, etc.
* Worked with NYC and NYS programs to create business opportunities with local a
nd State agencies.
UK SALES DIRECTOR, February 2004 - March 2007
Get It Media - Oxford, UK www.getitmedia.com
Get It Media is a leading digital educational training company with markets in t
he UK and Europe.
Managed 12 sales representatives and media team members in a highly transitional
environment. Reps were located in England, Scotland and Wales. Held sales meeti
ngs in-person and remotely via webinar. Worked with hands-on management to ensur
e alignment with company profit goals.
* Created revenue streams from the ground up by researching the marketplace (par
ticularly current trends) and focusing on niche markets rather than drip marketi
ng.
* Marketing strategies involved working with management to refocus brand identit
y, forming pools of training talent, coordinating phone and e-mail marketing cam
paigns and organizing events to increase outreach, initiate business alliances,
and secure new contracts.
* Changed the sales focus from commodity-based sales into a full solution sale t
hrough strategic marketing initiatives, client solutions, key account management
and profitability initiatives.
CENTRAL ENGLAND TEAM LEADER, December 2002 - December 2003
Orange Plc. - Birmingham, UK www.orange.co.uk
Part of France Telecom, one of the world's major providers of wireless voice and
data communications.
Responsible for managing annual revenues in excess of 14 million across mobile,
wireless data, fixed line and converged solutions in SME business sector.
* Lead, directed and coached the 10-member data devices and solutions "Go-to-mar
ket" team to ensure employee performance and satisfaction.
* Handled difficult human resource issues such as drinking on the job, theft, fr
aud and inappropriate email by initially taking the lead and then working with H
R to resolve the situation.
* Building strong relationships with internal departments (some of which were in
itially uncooperative) and customers using effective persuasive skills. This res
ulted in a significant reduction in churn.
REGIONAL SALES MANAGER, September 1997 - May 2002
Pacific Coastcom - Vancouver, Canada www.pcoast.ca
Pacific Coastcom is one of Canada's leading suppliers of cellular and satellite
communication systems.
Managed a 15-member team of sales representatives in 3 locations. Facilitated sa
les training for dealer representatives and developed new sales programs.
* Increased profits 34% over 18-month period (Q2, 1999 - Q4, 2001).
* Increased mobile loads by 160% over 9-month period in 1998.
* Headed up complete recruitment process. Reps that I hired are still employed t
here in 2010.

EDUCATION - TRAINING

Sales: Salesforce (2008), Holden Sales Training (2006), 7-level Orange Data Acad
emy - hardware and software (2003), Negotiating Key Accounts (2003), Strategic a
nd Commercial Briefing (2003).
Management: Management Mentoring - Orange (2003), British Columbia Institute of
Technology (2000).