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VIVIAN MURCIANO
vivian@vivianmurciano.com • (305) 306-1106 • 7986 S.W. 195 St., Cutler Bay, FL 33157
REGIONAL SALES DIRECTOR / GENERAL MANAGER
Summary: Results proven sales and brand strategist with a history of maximizing revenue, driving market share and
position products for explosive growth. An accomplished, energetic, experienced and innovative results driven leader
with proven ability to create, develop and execute the entire gamut of products and services that tangibly increase a
business’s revenue stream. Excellent communication and public speaking skills. Driver of change noted for creating
winning environments, building top performing teams and cross functional collaboration. Bilingual - Spanish. Key
strengths:
Sales • Training and Development • Business to Business Sales • Sales Management
Pipeline Maintenance • Business Development • Coaching • Leadership Development
Change Management • Executive Leadership • Executive Management • Microsoft Office • Global Sales
Channel Sales • Real Estate • Communication Skills • Advertising Sales • Digital Advertising
Interpersonal Skills • Digital Media
PROFESSIONAL EXPERIENCE & ACHIEVEMENTS
JS Paluch 2013 to 2016
Regional Sales Manager
• Total annual sales revenues of $7.2M. Increased sales by 104% since August 2013.
• Implemented a rigorous team acquisition strategy resulting in an increase of 48% in sales executives.
• Worked directly with the Catholic churches to help increase the advertising in their church bulletins.
• Directed the complexities of business development and sales through recruitment, selection, training and
management of 18 direct reports that include customer service, administrative support staff, and sales teams.
• Established the corporate culture through the formulation of company-wide training programs, corporate
policies, and sales procedures designed to meet the growing demand for highly skilled sales professionals in a highly
competitive arena.
• Effectively managed and monitored sales revenues to meet and exceed corporate objectives on a consistent
basis.
• Assured optimal sales team staffing, training and sales readiness for team spanning from Puerto Rico to North
Carolina.
• Responsible for all company sales training for over 130 Advertising Sales Executives nationally.
• Excellent written, verbal and interpersonal communications skills.
• Excellent computer skills - Excel, Word, Power Point etc.
• Total annual sales revenues of $7.2M. Increased sales by 104% since August 2013.
• Implemented a rigorous team acquisition strategy resulting in an increase of 48% in sales executives.
• Established the corporate culture through the formulation of company-wide training programs.
• Responsible for all company sales training for over 130 Advertising Sales Executives nationally.
VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106
YP 2009 to 2013
Regional Sales Manager
• Responsible for $8M in Revenue
• Achieved 134% of sales objective
• SEO / SEM / Print Media Specific focus on Market Intelligence and Strategy & Execution resulting in revenue
growth.
• Lead a highly volatile sales team resulting in team building across all Sales Channel's as well
as cross-functional teamwork between IT, Sales Operations and Marketing.
DEX ONE Corporation 2003 to 2009
Regional Sales Director / General Manager
• Responsible for $150M in sales revenue.
• 143+ total reports - Sales, Operations and Training.
• Recruited by SVP of Sales to be the lead Sales Director acting as a change agent for high profile
offices.
• Lead outside and inside sales channel strategy in a union sales environment.
• Developed business cases for optimal resource needs which was adopted at a companywide level
which Impacted all recruiting, training and coaching for the enterprise.
• Responsible for P & L with a $2.7M annual budget that contributed to positive EBITA for the region.
• Product and customer readiness programs - Vendor Management - Sales Operations Efficiency.
• Leading liaison between Dex One and Proudfoot Consulting responsible for collaborating,
Implementing and executing go-to-market planning, sales policy, channel strategy, resource
planning which resulted in enterprise wide sales reward and recognition strategy.
Resulted in a $1.2M+ increase and a 12-point rise year over year in the region.
• Responsible for the only metro market to exceed quota in 2 years, with the #1 market ranking companywide.
• Implemented daily accountability (Key Performance Indicators) credited with strong productivity
Improvement.
• Strengthened the Hispanic and Multicultural market reach leading team to achieve 120% of quota
($1.3M year 1 results companywide) with the sales execution for the company's first Spanish
yellow pages publication.
• Public Relations / Community Relations - was the primary point of contact for all Multicultural Initiatives positively
impacting mutual trust and an uptick in Employee Satisfaction Ratings.
• President's Leadership Award Recipient - 2004, 2005, 2006, 2008.
VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106
DEX ONE Corporation 2000 to 2003
Regional Marketing Director
Managed $120M in revenue - 15 markets - 8 marketing manager reports - competitive
response team. Administrative staff and contracted consultants in developing existing and new
products for the enterprise.
• Delegated duties to team members and maximized results for photography, copy writing,
creative design, pre-press and business management.
• Negotiated best rates with and contracts with vendors.
• Oversaw video production for television commercials, tradeshows and special events
coordination, and website content.
• Secured steady advertising clientele from community banks, embassies, chambers of commerce,
colleges and universities, land developers, homebuilders, hospitals and healthcare providers, legal
professionals, and restaurants throughout community outreach and visibility.
• Set and managed all production standards and schedules: consistently met on-time delivery of excellence.
• Monitored each marketing initiative and applied innovative results for sustained success in a highly competitive
environment.
• Standardized new sales and marketing planning discipline with product, pricing, media
distribution, operation and sales strategies corresponding to market analytics.
• Collaborated with Central Marketing and implemented investment model with accountability
of ROI.
• Instituted market-level sales and marketing plans facilitating turnaround revenue across 80%
of markets; Recognized for increased accountability and sharpened analytics.
• Introduced digital products - growing sales via Google and Yahoo alliances despite intensified
competition.
• Won back 10 points of usage share with regional response strategy and execution.
• Led revenue turnaround, drove $2.2M+ in results (10 point rise year over year)
• Implemented daily accountability system credited with strong productivity improvement.
• Reduced sales administration time 45%, accelerating productivity for 1,300+ sales
consultants/sales managers.
• Managed $3M annual sales incentive budget and vendors; implemented method to assess ROI.
• Established and managed a new product / brand "Tu Vida Nueva" that provided
broad grass-roots community involvement, outreach and awareness. Tu Vida Nueva was an important resource for
newly arriving Latinos.
• This product positively impacted the core product by 30% in favorable results
• Managed $120M in revenue - 15 markets - 8 marketing manager reports - competitive response team.
• Established and managed a new product / brand "Tu Vida Nueva" that provided broad grass-roots
community involvement, outreach and awareness. Tu Vida Nueva was an important resource for newly
arriving Latinos.
• Managed $3M annual sales incentive budget and vendors; implemented method to assess ROI.
• Reduced sales administration time 45%, accelerating productivity for 1,300+ sales.
VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106
DEX ONE Corporation 1998 to 2000
Marketing, Lead Pricing Analyst
Responsibilities included strategic planning to provide industry reporting internal analysis, and presentations.
Analyzed marketplace trends, emerging competition and growth opportunities collected and analyzed industry data,
provided insight on competitive activities and sales patterns.
• Ability to deliver on numerous projects on tight deadlines with strong attention to accuracy and detail.
• Primary role was to increase the take rate of the company's pricing programs by the sales teams.
• Team went from a take rate of $4M to over $10M.
• Primary role was to increase the take rate of the company's pricing programs by the sales teams. • Team
went from a take rate of $4M to over $10M.
US West/Dex 1996 to 1998
Sales Manager
• Managed team of 13 sales consultants to sell advertisement space in a union sales environment.
• Maintained good relationships with clients to ensure continuous business growth through community
outreach.
• Developed sales strategies to achieve the short and long term sales objectives.
• Reviewed the sales processes and suggested improvements.
• Developed overall budgets and managed expenses within the budget.
• Prioritized clients based on revenue projections.
• Determined sales forecast and presented the figures to the executive sales leadership team.
• Prepared sales presentations and proposals for clients.
• Highest Employee Satisfaction Rating - best in peer group during my tenure.
• President's Circle of Excellence - 1997
EDUCATION & TRAINING
Bachelor of Science in Business, Major: Business, University of Phoenix, Denver, Colorado (1998)University of
Phoenix 1997 - 1998
Bachelor of Science in Business
Bachelor of Science in Business, Major: Business, Regis University, Denver, Colorado (1997)Regis University
1995 - 1997
Bachelor of Science in Business
Studies, Miami Dade College, Miami, FL (1977)
Miami Dade College 1976 - 1977
AFFILIATIONS & COMMUNITY INVOLVEMENT
Camillus House
ACHIEVEMENTS
President's Leadership Award Recipient - 2004, 2005, 2006, 2008

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Vivian Murciano Media Sales Director

  • 1. VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106 • 7986 S.W. 195 St., Cutler Bay, FL 33157 REGIONAL SALES DIRECTOR / GENERAL MANAGER Summary: Results proven sales and brand strategist with a history of maximizing revenue, driving market share and position products for explosive growth. An accomplished, energetic, experienced and innovative results driven leader with proven ability to create, develop and execute the entire gamut of products and services that tangibly increase a business’s revenue stream. Excellent communication and public speaking skills. Driver of change noted for creating winning environments, building top performing teams and cross functional collaboration. Bilingual - Spanish. Key strengths: Sales • Training and Development • Business to Business Sales • Sales Management Pipeline Maintenance • Business Development • Coaching • Leadership Development Change Management • Executive Leadership • Executive Management • Microsoft Office • Global Sales Channel Sales • Real Estate • Communication Skills • Advertising Sales • Digital Advertising Interpersonal Skills • Digital Media PROFESSIONAL EXPERIENCE & ACHIEVEMENTS JS Paluch 2013 to 2016 Regional Sales Manager • Total annual sales revenues of $7.2M. Increased sales by 104% since August 2013. • Implemented a rigorous team acquisition strategy resulting in an increase of 48% in sales executives. • Worked directly with the Catholic churches to help increase the advertising in their church bulletins. • Directed the complexities of business development and sales through recruitment, selection, training and management of 18 direct reports that include customer service, administrative support staff, and sales teams. • Established the corporate culture through the formulation of company-wide training programs, corporate policies, and sales procedures designed to meet the growing demand for highly skilled sales professionals in a highly competitive arena. • Effectively managed and monitored sales revenues to meet and exceed corporate objectives on a consistent basis. • Assured optimal sales team staffing, training and sales readiness for team spanning from Puerto Rico to North Carolina. • Responsible for all company sales training for over 130 Advertising Sales Executives nationally. • Excellent written, verbal and interpersonal communications skills. • Excellent computer skills - Excel, Word, Power Point etc. • Total annual sales revenues of $7.2M. Increased sales by 104% since August 2013. • Implemented a rigorous team acquisition strategy resulting in an increase of 48% in sales executives. • Established the corporate culture through the formulation of company-wide training programs. • Responsible for all company sales training for over 130 Advertising Sales Executives nationally.
  • 2. VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106 YP 2009 to 2013 Regional Sales Manager • Responsible for $8M in Revenue • Achieved 134% of sales objective • SEO / SEM / Print Media Specific focus on Market Intelligence and Strategy & Execution resulting in revenue growth. • Lead a highly volatile sales team resulting in team building across all Sales Channel's as well as cross-functional teamwork between IT, Sales Operations and Marketing. DEX ONE Corporation 2003 to 2009 Regional Sales Director / General Manager • Responsible for $150M in sales revenue. • 143+ total reports - Sales, Operations and Training. • Recruited by SVP of Sales to be the lead Sales Director acting as a change agent for high profile offices. • Lead outside and inside sales channel strategy in a union sales environment. • Developed business cases for optimal resource needs which was adopted at a companywide level which Impacted all recruiting, training and coaching for the enterprise. • Responsible for P & L with a $2.7M annual budget that contributed to positive EBITA for the region. • Product and customer readiness programs - Vendor Management - Sales Operations Efficiency. • Leading liaison between Dex One and Proudfoot Consulting responsible for collaborating, Implementing and executing go-to-market planning, sales policy, channel strategy, resource planning which resulted in enterprise wide sales reward and recognition strategy. Resulted in a $1.2M+ increase and a 12-point rise year over year in the region. • Responsible for the only metro market to exceed quota in 2 years, with the #1 market ranking companywide. • Implemented daily accountability (Key Performance Indicators) credited with strong productivity Improvement. • Strengthened the Hispanic and Multicultural market reach leading team to achieve 120% of quota ($1.3M year 1 results companywide) with the sales execution for the company's first Spanish yellow pages publication. • Public Relations / Community Relations - was the primary point of contact for all Multicultural Initiatives positively impacting mutual trust and an uptick in Employee Satisfaction Ratings. • President's Leadership Award Recipient - 2004, 2005, 2006, 2008.
  • 3. VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106 DEX ONE Corporation 2000 to 2003 Regional Marketing Director Managed $120M in revenue - 15 markets - 8 marketing manager reports - competitive response team. Administrative staff and contracted consultants in developing existing and new products for the enterprise. • Delegated duties to team members and maximized results for photography, copy writing, creative design, pre-press and business management. • Negotiated best rates with and contracts with vendors. • Oversaw video production for television commercials, tradeshows and special events coordination, and website content. • Secured steady advertising clientele from community banks, embassies, chambers of commerce, colleges and universities, land developers, homebuilders, hospitals and healthcare providers, legal professionals, and restaurants throughout community outreach and visibility. • Set and managed all production standards and schedules: consistently met on-time delivery of excellence. • Monitored each marketing initiative and applied innovative results for sustained success in a highly competitive environment. • Standardized new sales and marketing planning discipline with product, pricing, media distribution, operation and sales strategies corresponding to market analytics. • Collaborated with Central Marketing and implemented investment model with accountability of ROI. • Instituted market-level sales and marketing plans facilitating turnaround revenue across 80% of markets; Recognized for increased accountability and sharpened analytics. • Introduced digital products - growing sales via Google and Yahoo alliances despite intensified competition. • Won back 10 points of usage share with regional response strategy and execution. • Led revenue turnaround, drove $2.2M+ in results (10 point rise year over year) • Implemented daily accountability system credited with strong productivity improvement. • Reduced sales administration time 45%, accelerating productivity for 1,300+ sales consultants/sales managers. • Managed $3M annual sales incentive budget and vendors; implemented method to assess ROI. • Established and managed a new product / brand "Tu Vida Nueva" that provided broad grass-roots community involvement, outreach and awareness. Tu Vida Nueva was an important resource for newly arriving Latinos. • This product positively impacted the core product by 30% in favorable results • Managed $120M in revenue - 15 markets - 8 marketing manager reports - competitive response team. • Established and managed a new product / brand "Tu Vida Nueva" that provided broad grass-roots community involvement, outreach and awareness. Tu Vida Nueva was an important resource for newly arriving Latinos. • Managed $3M annual sales incentive budget and vendors; implemented method to assess ROI. • Reduced sales administration time 45%, accelerating productivity for 1,300+ sales.
  • 4. VIVIAN MURCIANO vivian@vivianmurciano.com • (305) 306-1106 DEX ONE Corporation 1998 to 2000 Marketing, Lead Pricing Analyst Responsibilities included strategic planning to provide industry reporting internal analysis, and presentations. Analyzed marketplace trends, emerging competition and growth opportunities collected and analyzed industry data, provided insight on competitive activities and sales patterns. • Ability to deliver on numerous projects on tight deadlines with strong attention to accuracy and detail. • Primary role was to increase the take rate of the company's pricing programs by the sales teams. • Team went from a take rate of $4M to over $10M. • Primary role was to increase the take rate of the company's pricing programs by the sales teams. • Team went from a take rate of $4M to over $10M. US West/Dex 1996 to 1998 Sales Manager • Managed team of 13 sales consultants to sell advertisement space in a union sales environment. • Maintained good relationships with clients to ensure continuous business growth through community outreach. • Developed sales strategies to achieve the short and long term sales objectives. • Reviewed the sales processes and suggested improvements. • Developed overall budgets and managed expenses within the budget. • Prioritized clients based on revenue projections. • Determined sales forecast and presented the figures to the executive sales leadership team. • Prepared sales presentations and proposals for clients. • Highest Employee Satisfaction Rating - best in peer group during my tenure. • President's Circle of Excellence - 1997 EDUCATION & TRAINING Bachelor of Science in Business, Major: Business, University of Phoenix, Denver, Colorado (1998)University of Phoenix 1997 - 1998 Bachelor of Science in Business Bachelor of Science in Business, Major: Business, Regis University, Denver, Colorado (1997)Regis University 1995 - 1997 Bachelor of Science in Business Studies, Miami Dade College, Miami, FL (1977) Miami Dade College 1976 - 1977 AFFILIATIONS & COMMUNITY INVOLVEMENT Camillus House ACHIEVEMENTS President's Leadership Award Recipient - 2004, 2005, 2006, 2008