Company Overview

Yell is a leading international directories business operating in the classified advertising market in the United Kingdom, the United States, Spain, Argentina, Chile and Peru. In the US, the Yell Group operates as Yellowbook Yell Group products and services are delivered by a team of approximately 13,000 people - 4,000 in the UK, 7,700 in the US and 1,300 in our Yell Publicidad operation.

YellowBook is a leading national yellow pages and online local search company that connects buyers with sellers. YellowBook provides consistent, reliable, easy-to-use local business and key community information free to consumers across the country. Yellowbook.com reaches millions of users via computers, mobile devices, organic web searches and the company’s network of partner sites. WebReach, Yellowbook’s fully managed search engine advertising programme, places customers’ advertising on the major internet search engines. And, as the largest independent yellow pages publisher in the US, Yellowbook publishes print directories in 48 states and the District of Columbia.

Milestones & Victories

Responsible for sales team of up to 13 associates for the Corona, Los Angeles, San Bernardino, Redlands, Banning / Beaumont and Temecula print directories, Yellowbook.com online directory and Search Engine Marketing (SEM) product, WebReach.

Directory Responsibilities:

• Managing all book objectives, sales projections and assignments for each rep
• Develop market specific plans to address individual needs of each geography and product
• Create and present weekly sales training sessions and team building exercises
• Responsible for weekly area meetings to update reps on objectives and provide recognition to top performers
• Ride with each sales associate on a monthly basis to foster growth
• Work with each sales rep weekly, one-on-one, to identify key needs and develop specific action plans to help improve overall skills
• Provide coaching to fine-tune sales presentation skills and polish cold-calling techniques
• Place a strong emphasis on developing a positive workplace among reps resulting in low turn-over rate among staff
• HR/employee relations
• Developed local marketing placement and created strategic relationships with key trade accounts

A successful hands-on leadership role resulting in refined corporate objectives and employee development resulting in rapid revenue generation and reduced turnover. Regular management of the business side of sales involved multi-region travel for the successful turnaround and development of business processes and programs. Some of my noteable Victories:

• Over 126% to final objective from the final PRR numbers
• Generated an average of 12% increase for 13 out of 14 Directories over a 2.5 year span (2004-2007)
• Finished 2007 at 119%, 2006 at 112%, and 2005 at 106% to objective
• Mentored 4 senior and coached 3 sales associates to achieve promotions
• 135.4% to objective on new sales dollars (2006)
• Ranked #8 out of 86 managers in Western Region (2006)
• Highest team internet sales in region (2007)
• Team ranked #4 in region for new sales (118% to objective with 4.9 new sales average per month / per rep) (2007)

Key Responsibilities

» Sales Management
» Internet Marketing (SEM & SEO)
» Project Management
» Organizational Growth
» Business Development (B2B & B2C)
» Mentoring / Team Building