Victoria l zelin sustainability sales exec 041110.doc
VICTORIA L. ZELIN
8 Revere Drive, Basking Ridge, New Jersey 07920 (908) 306-0272
SUMMARY OF QUALIFICATIONS
Insightful, responsive KEY ACCOUNT SALES / BUSINESS DEVELOPMENT EXECUTIVE with a
proven track record of success in selling consulting services and leading-edge solutions. Creative and analytical
problem solver. Tenacious, articulate, persuasive closer, especially effective with senior management.
Enthusiastic, resourceful and well-networked team player who possesses outstanding interpersonal and
communication skills. Relationship-oriented, hands-on, straight-forward and empowering coach with clients and
colleagues. Organized and reliable. Accustomed to a fast pace; balances competing agendas while providing
thought leadership, value-added advice and innovative solutions to maximize business opportunities.
Areas of Expertise
Sales including identifying prospective clients, researching company and executive backgrounds, obtaining
referrals, cold calling, qualifying leads; building rapport, listening for problems, possibilities and opportunities;
diagnosing client needs, being a trusted advisor, matching needs with selected products & services, presenting
firm capabilities and solutions, developing and making executive presentations, following-up, preparing
proposals, working with client decision-making and purchasing processes, negotiating fees and services,
closing; interfacing with accounting for A/P & A/R.
Account Management including penetrating large accounts, cross-selling additional services and expanding
revenues profitably; providing clients with expert guidance, recommendations and benchmarks; recommending
customized and innovative solutions; understanding interpersonal, team and organizational dynamics and
corporate culture; meeting deadlines, supervising projects, reporting progress, reviewing deliverables; tracking
and reporting effectiveness; troubleshooting, being a client advocate and ensuring dedicated customer service.
Business Development including seeing the big picture, identifying key issues and drivers, competitive
analyses, obtaining client feedback, identifying niche opportunities, developing creative and strategic offerings;
maintaining CRM databases with new and existing information; setting and achieving revenue goals,
forecasting; arranging and delivering speaking engagements and conference sessions; selecting and moderating
expert panels; reviewing public relations and marketing collateral; working trade shows.
Sustainability including articulating the value of sustainability in enhancing the ability of organizations to
reduce risks and operating costs, improve their reputations, attract employees, customers and investors,
engage internal and external stakeholders, innovate, compete, and generate long-term revenue gains.
2007 SVP & Sustainability Practice Leader, HUDSON GAIN CORPORATION, New York, NY, a
to boutique consulting firm providing human resources solutions including executive search,
12/09 leadership development and change management to mid-market companies and divisions of
Responsible for selling and delivering services, developing new business and creating fresh offerings
to meet market needs. Represented the firm's Corporate Sustainability Practice including providing
executive search services for Chief Sustainability Officers and organizational change services for
“greening” corporations. Reported to Managing Partner.
* To get in on the ground floor of a new market niche and gain credibility for a new practice area in
sustainability, co-authored a research study on the role of the Chief Sustainability Officer (CSO)
in corporations. Result: Study was distributed to over 3000 decision-makers; presented findings
to over 450 corporate and business leaders in conferences and seminars; selected, facilitated and
moderated panels of CSOs at a university, conference and trade show.
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To bring in new accounts across multiple product and service lines, cultivated new relationships,
re-engaged former clients and created new offerings. Result: Closed contracts of over $400,000 with
Novartis, Travelport, Hudson, Moretrench, Emtec, NYU, LifeCell, Bayer Healthcare, C.F. Martin.
2006 Vice President, PULVERMACHER-FIRTH, Bala Cynwood, PA, a consulting firm specializing
to in executive leadership development and succession planning.
2007 Responsible for new business development from prospecting through closing, including leading sales
teams and selecting and overseeing consultants in delivery. Reported to Managing Partner.
* To gain a foothold in corporations over $3 billion in revenues, prospected, met potential clients,
diagnosed problems, brought in consultants who fit client needs and culture, presented solutions,
prepared agreements, and closed contracts. Result: Won business with Johnson & Johnson,
KPMG, PSE&G, Wyndham Hotels, Schindler Elevator, Structure Tone.
2005 Director-Business Development, METRUS GROUP, Somerville, NJ, a human capital
to consulting firm specializing in measurement, diagnostics, employee surveys and balanced scorecards.
2006 Responsible for selling into new markets and accounts. Reported to VP / COO.
* To add new clients with recurring income streams, prospected, managed client meetings, diagnosed
issues, proposed solutions, and closed business. Result: Landed new clients including Pepsi,
Standard & Poor's, Johnson & Johnson, TVA, Life of Jamaica, Intuit, Home Depot, Wal-Mart,
Visa International, Yum Brands, Boston Scientific, Baker Hughes and Williams Energy.
2001 Director-Business Development, GENERATIVE LEADERSHIP GROUP, Somerville, NJ, a
to consulting boutique using transformational methodologies for organization and leadership change.
2004 Responsibilities: same as above. Reported to Vice President.
* To build a strong track record in a sector that dominated the firm’s geography, researched local
pharmaceutical companies, marketed the firm's services, generated meetings and proposals.
Result: Sold consulting engagements with new clients: Novartis, Pfizer, Aventis, Cardinal Health
and several Johnson & Johnson companies, magnifying firm’s credentials in the pharma industry.
1999 Manager of Strategic Alliances, DOCENT, INC., Mountain View, CA, a software company
to with an award-winning Learning Management System for e-learning. Company went IPO in 2000
2001 and merged with Click2Learn to form Sum Total Systems in 2004. Responsibilities: same as above
plus web demonstrations and trade show prospecting; educated and sold CEOs of leading training
firms on adopting e-learning and our platform. Reported to Executive Director, Eastern Region Sales.
* To ensure closure of a critical, complex deal before the end of the fiscal year, won a competitive bid
and managed negotiations with the client’s President and executives and our internal leaders
between Christmas and New Year’s Eve. Result: Got signature from McGraw-Hill Lifetime
Learning for a 2-year $2.5 million deal on December 31, contributing to a higher IPO valuation.
* To reduce senior executives’ perceived risk in becoming early adopters of new technology,
presented CEOs with a compelling case for how business will be conducted in the future, the risks
of being left behind in a changing marketplace and how companies can thrive using the new
technology. Result: Within 18 months, became the top performing sales professional in the training
alliance division, selling to new clients including McGraw-Hill Lifetime Learning, Blessing/White,
Strategic Management Group, Instruction Set, Learning Insights and CT Corporation.
To generate a flood of sales around a time-limited offer, introduced CEOs to an opportunity to
combine their software purchase with access to a privileged post-IPO deal. Managed dialogue
between prospective client CEOs and CFOs and internal management, around the clock. Result:
Used the limited-time offer to accelerate decisions by several months and closed three contracts.
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1995 Vice President, Business Development, LEE HECHT HARRISON, Edison, NJ, a top two
to career services firm that helps corporations downsize and outplace employees, and coaches
1999 executives and leaders. Joined Seagate, which was acquired by Lee Hecht Harrison in 1997.
Responsibilities: same as above, plus managed project administrators, career counselors, executive
coaches and consultants. Reported to Area General Manager.
* To become the sole service provider to corporations or divisions of top companies, diagnosed needs
and culture to create customized offering, even in a commoditized industry. Rapidly scaled from
small to large projects. Inspired internal staff to exceed client expectations. Provided a value-added
sounding board for clients’ challenges. Result: Became sole provider at Chubb and divisions of
Bristol-Myers Squibb and Merrill Lynch; generated $600,000 to over $1 million per year in
outplacement and ancillary services from these clients, and ranked in the top 10% of sales force.
* To take business from entrenched competitors, having no prior history with a particular client,
obtained invitation to an RFP based on new relationships with line and purchasing leaders.
Competed against vendors with extensive relationships with client. Appointed as company’s first
National Account Team Leader for this client, managing internal executives, consultants and project
managers to develop and present the RFP. Result: Won contract, resulting in multi-year revenues of
approximately $6 million as AlliedSignal acquired Honeywell and downsized repeatedly.
1992 to Director of Marketing, THE DIBIANCA-BERKMAN GROUP, INC. (div. of CSC Index),
1995 Flemington, NJ, an organizational change consulting firm using transformational methodologies.
1990 to Vice President, Business Development, CREDEX, INC., Ottawa, ON, a start-up with a breakthrough
1992 value proposition of creating local networks to extent credit and exchange products and services.
1987-90 Senior Consultant, CONTEXTUAL CONSULTING GROUP, INC., Toronto, ON. Prospected for
clients and sourced over $3 million in new business; provided breakthrough coaching to leaders.
1983-87 Sales Consultant in Human Resources Training & Development, Ottawa, ON.
1979 EXXON RESEARCH AND ENGINEERING COMPANY, Florham Park, NJ.
to Training Coordinator - 1981 to 1983.
1983 Employee Relations Generalist - 1979 to 1981.
1973 to Several project management positions of increasing responsibilities at THE JEWISH MUSEUM,
1977 NY LANDMARKS CONSERVANCY and the MUSEUM OF THE AMERICAN INDIAN.
MBA, Organizational Behavior, YALE SCHOOL OF MANAGEMENT, 1979.
Interned at Department of US Navy as Management Consultant, 1978.
B.A., Cultural Anthropology, DUKE UNIVERSITY, 1973. Summa cum laude; Phi Beta Kappa.
Ethnology Summer Field School, Ramah, NM, VANDERBILT UNIVERSITY, 1972.
Co-Founder, SUSTAINABLE LEADERSHIP FORUM, 2009 to present. Non-profit supporting
leaders who are committed to expanding their visions, capabilities and networks for sustainability.
Active member of many Sustainability and Human Resources Associations and Social Media Groups.
2006 National Winner of Business and Professional Women – leadership and speaking contest.
PERSONAL DATA & INTERESTS
Married, one child in college. Excellent health. Willing to travel and open to relocation.
Golf, antiques, international travel and networking.