Susan Fuller Roetman Resume

1. SUSAN FULLER-ROETMAN RESUME Page | 1
SUSAN FULLER-ROETMAN
Lexington, KY – (651) 295-8900 – susan.fullerroetman@gmail.com – linkedin.com/in/susanfullerroetman
SENIOR SALES MANAGEMENT EXECUTIVE – 15+ YEARS’ EXPERIENCE
Achievement-oriented professional with extensive experience in sales management, business development, and performance
management. Proven track record of driving multimillion-dollar revenue growth for Fortune 500 industry accounts, recognized
with 8 CEO Awards for reaching Top 1% of the company. Provides exceptional skills in training and development, sales team
management, account management, strategic planning, consultative selling, negotiation, and relationship management. Effective
communicator and value-centric leader who thrives in fast-paced environments delivering forward-thinking and professionalism.
CORE COMPETENCIES
Sales Management
Strategic Planning
New Product Launch
Business Development
Training & Development
Relationship Management
Performance Management
Account Management
Negotiation Skills
PROFESSIONAL EXPERIENCE
YP – (The Real Yellow Pages) Corporate Office (formerly AT&T Interactive, AT&T Advertising Solutions, Bell South)
National Sales Manager 2012 – Sep 2017
Served as National Sales Manager responsible for developing and implementing highly-effective sales and business development
strategies for this leading local search, media, and advertising company. Partnered with Certified Marketing Representatives
(CMRs) to present strategic marketing programs to large-scale clients, including print, mobile, and targeted direct mail advertising
products that maximize client return on investment (ROI) with superior lead generation. Supported CMRs in converting prospects
into customers while expanding account sales and retaining existing clients. Outperformed print and internet revenue objectives.
Key Contributions:
❖ Spearheaded sales management and business development activities of up to $36.5M in annual sales revenue
❖ Delivered 57% of $1.3M in total national sales for new mobile targeting product by generating $750K in revenue
❖ Sold 50% of Front Cover Towers and contributed 38% of total New Organic Listing Management sales ($575K)
❖ Created new multimillion-dollar opportunity by monetizing “filler” space in 110M+ directories over 21 states
❖ Maintained availability of product inventory, appropriate sales tools, and facilitated timely communication
❖ Coached sales professionals on effective sales techniques and approaches to facilitate professional relationships
Account Executive 2010 – 2012
Provided leadership and support as Account Executive responsible for acquiring new accounts and servicing existing customers
within the Atlanta Metro Region. Conducted outbound cold calling to introduce YP and communicate both the benefits and
features of YP products and services. Advised customers on how to optimize revenue through YP marketing and advertising
solutions. Maintained accountability for analysis, planning, and achievement of target outcomes while adhering to YP standards.
Key Contributions:
❖ Consistently outperformed established sales objectives by developing and implementing industry-leading best practices
❖ Collaborated with Account Managers to optimize territory penetration and drive overall YP performance for customers
❖ Served as lead point of contact for all customer account matters, focusing on building long-term customer relationships
❖ Tracked key account metrics and clearly communicated the progress of ongoing sales initiatives to senior leadership

2. SUSAN FULLER-ROETMAN RESUME Page | 2
PROFESSIONAL EXPERIENCE (Cont.)
RH DONNELLEY / DEX MEDIA– Minneapolis, MN
District Sales Manager 2007 – 2009
Served as District Sales Manager driving multimillion-dollar sales of print, online directory, websites, and search engine
marketing services for local businesses nationwide. Managed overall recruiting, objectives setting, coaching, and performance
monitoring of up to 13 sales representatives. Fostered an environment dedicated to nurturing professional development and
utilization of best practices. Developed both internal and external training resources utilized for facilitating sales of specific
products. Identified emerging markets and market shifts while maintaining awareness of new products and competition status.
Key Contributions:
❖ Led team to achieve 2008 goals by generating $1.8M+ in combined digital sales, ranked #2 in gross digital revenue
❖ Guided sales team in building upon 2007 digital sales quota 16% by developing and implementing sales best practices
❖ Recognized with multiple “Outstanding DSM Awards” in 2008 for devising and managing winning campaign strategies
❖ Managed the 2008 Top Premise Representative and the 2008 Rookie of the Year, receiving company-wide recognition
Awareness Sales Manager 2001 – 2007
Remotely supervised six managers and 70 sales representatives as Awareness Sales Manager, operating out of seven offices across
four states. Surpassed business, sales, and training objectives when charged with advancing sales of impression-based Awareness
product line, along with revenue accountability for 38 directories. Traveled throughout larger 14-state region to partner with local
leadership on training and motivating sales force in best practices for generating prospects and closing new business.
Key Contributions:
❖ Recognized with multiple awards for contributing to accelerating annual revenue from $5M to $32M within five years
❖ Triggered net territory increase of 19%+ (2006); exceeded 2005 sales goal by 16% to deliver $1.5M+ in annual sales
❖ Assisted Account Executives in closing sales by creating visual sales aids with emphasis on third-party success stories
❖ Contributed to enhanced operations by developing reporting tools to track market trends, sales penetration & inventory
ADDITIONAL EXPERIENCE
DEX MEDIA – Minneapolis, MN
Digital Sales Manager / Premise Marketing Consultant / Telephone Sales Marketing Consultant
Transitioned through progressive leadership roles with this leading print and interactive marketing company, continually
exceeding sales goals and objectives. Gained numerous digital sales awards, including #1 ranking for highest state sales volume
and #1 in gross revenue across 14 states while co-managing five offices in Minnesota. Achieved President’s Circle multiple years.
SOUTH RIDGE FARM ANIMAL CLINIC – Park Rapids, MN
Veterinary Practice Office Administration / Vet Assistant
Worked with clients and pharmaceutical/medical supply vendors to maintain schedule of appointments and dovetail walk-in visits.
Assisted veterinarian in clinical operations and the farm site. Managed cases and coordinated care efforts with the veterinarian.
Drew up vaccines and refilled prescriptions. Assisted doctor in surgical procedures and provided follow-up care instructions.
EDUCATION
Bachelor of Science (BS) in Business Administration – Bemidji State University (Bemidji, MN)
AFFILIATIONS
Member of the American Saddlebred Horse Association