Lucille Lo Sapio Profile

Lucille A. Lo Sapio

RAINMAKER

CREATIVE THINKER

TEAM PLAYER

I WORK SMART; YOU GET RESULTS

[email protected] 732-861-3129 http://web.me.com/llosapio

mailto:[email protected]

WHAT YOU SHOULD KNOW

Name:Lucille A. Lo Sapio

PASSION:Learning

GOAL:A position that combines my consultative, solutions-based approach with my ability to communicate and persuade

FAVORITE PASTIMES:Reading, cooking, skiing, writing

BIGGEST ACCOMPLISHMENT:Selling a multi-million dollar contract to the Government of Israel

WHAT MOTIVATES ME:Finding solutions

PERSONAL MOTTO:“Insanity is doing the same things, over and over, and expecting different results.”

Lucille A. Lo SapioTHE FORMULA

To me, there is nothing more personally rewarding than helping someone. That includes helping a client decide what is holding them back from success, helping an organization achieve their fundraising goal, helping a co-worker put together a dynamite presentation. I love figuring out what people need and helping them find it, whether the answer is a service I can sell them or simply a better way of doing things. And I believe that if I focus on helping someone or some company overcome an obstacle to their success, it will ultimately lead to my success as well.I’ve helped my clients grow their businesses, better understand how to brand themselves, and realize their goals. I can do that because I will only present ideas and solutions that I believe in.That is the key to my success and the success of those I work for.

Sales is a long, tough road and it takes a certain personality to succeed in - and enjoy - the process. Initially, selling was just a job, but once I began to understand how to be customer-focused instead of product-focused, it has become an avocation.

Lucille A. Lo Sapio 126 Bethany Road Hazlet, NJ 07730 (732) 861-3129 [email protected]

http://web.me.com/llosapio/

Top-Ranked Sales Professional

Expertise in creating a significant revenue stream, especially for intangibles, through aggressive hunting, ability to get in front of C-level decision-makers, and a consultative, solutions-based approach

Exemplary sales record w ith a history of exceeding ambitious sales objectives, penetrating new markets, increasing account production, and capturing market share in competitive industries. Vast experience in creating strategic and tactical marketing plans to position companies as market leaders. Highly e ffective in cultivating relationships with C-level contacts and other key decision-makers. A talent for developing innovative solutions to complex challenges. Business Development Account Management Strategic Planning Branding & Positioning Advertising

Media Marketing Writing & Presentation Skills Contract Negotiations Public Relations

PROFESSIONAL EXPERIENCE

Mechanic-on-Duty, LLC Toms River, NJ Market Manager September 2009 - Present

Developed, sold and implemented partnership affinity programs for national motorists’ advocacy service to C-level executives in financial institutions, membership organizations and corpor ations. Provided marketing expertise to start up operation. Managed growth with existing partners, including NJEA, Motivano and NJ State Nursing Association

NJBIZ – Journal Publications, Somerset, NJ Account Executive Oct. 2007 – August 2009

Developed and managed a portfolio of accounts throughout NJ, PA and NY (e.g. E&Y, Amper, PNC Bank) for a weekly business journal with readership of 60,000 and website with over 40,000 unique monthly visitors.

4 Consistently achieved goals in all performance categories including advertising revenue, special

supplement sales, special events, and internet advertising; developed account management strategies to maximize sales and penetration; identified clients’ needs and formulated comprehensive, needs-based advertising solutions. • Achieved 106% of goal in 2009; ranked #1 in team of 16 in goal attainment. • Increased client base by 80% in a two-year period through extensive networking and prospecting; closed 18

new accounts in first year including a major university and technology firm. • Grew largest personal account by 25% from 2008 to 2009, surpassing all other NJB IZ accounts in revenue. • Established partnerships for NJ BIZ with business associations including Financial Executives International

(FEI) and Association for Corporate Growth (ACG), serving as NJBIZ representative at all functions. • Developed B2B advertising plans; assisted in creating branding, positioning, and media integration strategies;

developed significant new business in nontraditional categories; interfaced successfully with CEOs, CFOs, Directors, Partners and other senior level executives.

• Active participant in Ernst & Young’s Entrepreneur of the Year nominating committee in 2008 and 2009

Nassau Broadcasting, Princeton, NJ Senior Account Executive 2004 – 2007

Created and sold radio and online advertising campaigns for multiple New Jersey stations. Consistently exceeded goals while excelling in new business development. 4 Achieved 20-25% growth annually and consistently ranked among the top 10% of sales force company-

wide; ranked as #1 sales performer out of 60 in new business development.

• Developed innovative strategies to attract and retain new clients; generated 50% of new business from non-traditional sources; identified and capitalized on hidden business opportunities.

• Shared marketing strategies, selling techniques, and PowerPoint presentation with teammates; played a key role in increasing sales volume for entire company through a cooperative approach to marketing.

Lucille A. Lo Sapio Page 2

PROFESSIONAL EXPERIENCE

Greater Media/Radio Division, New Brunswick, NJ Account Executive 2003 – 2004

Marketed, developed, and executed high-impact radio and online advertising campaigns in the 33rd largest market in the U.S. Recruited to invigorate sales and supplement a stagnant advertiser base through aggressive business development efforts. Cultivated strong relationships, developed a so lid pipeline of contacts, and landed several major accounts within the first three months of joining the company.

Millennium Radio NJ, Trenton, NJ

Senior Marketing Executive 2002 – 2003

Increased revenue and advertiser base f or multiple New Jersey radio st ations and w ebsites. Consistently exceeded sales goals and rapidly developed a solid clientele in diverse industries.

Nassau Broadcasting, Ocean Twp, NJ Senior Marketing Executive 1998 – 2002

See above. Five Radio stations in portfolio were sold to Millennium Radio NJ in July 2002

Xerox Corporation, NY, NY Communications Account Manager/ Document Specialist/ Account Executive 1989 – 1997

• As Communications Account Manager/Voice Systems Division, sold $3-10MM+ voice mail systems and services to Fortu ne 100 companies and universities in the tri-state area, including Lockheed, University of Pennsylvania & FedEx, until division was folded

• As a Document Specialist in Xerox Business Services (XBS) division, sold analog and digital printing services in highly competitive NY market

• As Account Executive in XBS managed and sold facilities management services for major clients, e.g. Arthur Anderson, HP; Quality Improvement Team with HP won recognition at Xerox’ Leadership Through Quality Int’l Team Work Day event; facilitator for XBS International Learning Conference

4 Developed and implemented sales & training program for distributors of voice mail technology;

increased revenue 55% annually and exceeded budget and profitability goals in XBS; identified process improvements that saved HP over half a million dollars.

VMX Corporation, NY, NY

National Account Manager 1988 – 1989 Effectively introduced voice mail technology in northeast, negotiating national accounts; distributor liaison. 4 Exceeded aggressive budget and profitability goals and developed and delivered sales training for

distribution partners.

Octel Corporation, NY, NY Territory Representative 1987 – 1988

Introduced voice mail technology to NY/tri-state market, developing unique, needs-based applications. 4 Overcame significant objections to place voice mail systems with over a dozen organizations, including

the NY Roadrunners EDUCATION

Rutgers University, New Brunswick, NJ Bachelor of Arts in Public Policy and Planning

Published senior thesis on Social Responsibility in Corporate Banking in university publication

PROFESSIONAL DEVELOPMENT

Completed numerous sales and management courses including In-Depth Selling Skills, Consultative Selling Skills, Utilizing Presentation Skills, Interaction Management, Tactical Selling Skills, Leadership through Quality (LTQ), Facilities Management, Acclivus Sales Negotiation Skills, and Covey/7 Habits of Highly Effective People

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Lucille A. Lo Sapio



REFERENCES AND RECOMMENDATIONS

RESULTS

“Lucille Lo Sapio is one of the most customer focused sale reps I've ever seen. Her sales result in fantastic results for her clients, and great revenue for the company that she works for. She a fantastic prospector, a diligent researcher, and a creative force that make both her and her customers stand out from the crowd.” August 24, 2009Joshua Gertzog, Director of Sales, NJBIZ - Journal Publications

“Lucille has the outstanding ability to get at the source of a client's needs and quickly deduct a number of paths to move forward. She worked closely with my team as we drove domestic clients to leverage relationships on a global basis. Lucille demonstrated clear leadership, a willingness to work until the job was finished, and she related well all the way up and down the reporting chain. She was a joy to work with and was clearly one of our highest producers.” August 27, 2009Henry Autry, VP Worldwide Sales, FedEx

“Lucille is a solutions-driven professional. A passionate, creative thinker who has developed very strong and unique campaigns that have directly increase business and awareness.” January 2, 2008Nick Mamola, Account Director, The Gate Worldwide

CONTACTS

Joshua GertzogVice President & GMNassau [email protected]

Henry Autry Owner, Contrado Partners and Partner at [email protected]

Nick MamolaAccount DirectorThe Gate Worldwide [email protected]







“Lucille Lo Sapio [...] was consistently one of my top performers. Her presentation skills are exceptional, she is highly intelligent and she uses her very engaging personality to not only make sales but also to make friends. Lucille is at the top of my list compared to over 100 sales people I have managed through the years.” August 27, 2009Leigh Kirby, Regional Sales Manager, FedEx

INSPIRING LOYALTY

“With Lucille on the job, I never had to worry about a single detail -- she made everything effortless, and kept me coming back year after year.” August 25, 2009Top qualities: Expert, Good Value, High IntegrityRobert Sullivan, AXA Advisors

“Lucille presents herself with a rare sense of commitment and thoroughness to clients that is seldom seen in marketing and advertising. With well-thought, logical presentations and unique ideas for getting noticed and being remembered, Lucille was always ensuring that her clients were making educated and smart decisions for their marketing plans. […] I would absolutely work on a team with Lucille again.” January 9, 2008Moss Jacobson, Sr. Marketing Consultant, Nassau Broadcasting

“Lucille is a real pro. I always feel as if she is working as hard for me as she is for her employer. A rare talent for staying close with out being too persistent. Detail oriented and very creative.” May 22, 2008Top qualities: Expert, High Integrity, CreativeSteve Farrell, Owner, Farrell Media

PROFESSIONALISM

“I must say that I think rather highly of Lucille. […] Lucille has always struck me as being very bright. […] From a business development and marketing perspective, she's intelligent and appears to have it all. I only wish I had a place for her in my own organization.” August 21, 2009Andrew Zezas, President & CEO, Real Estate Strategies Corp.

Leigh U.C. KirbyPresidentPerspectives [email protected]

Maggie RobertsSales/Management Professional(609) [email protected]

Arnold PalmerVP SalesVMX585.739.1015 | [email protected]

Don DalesioEVP & COONassau [email protected]

Lora MuckinSr. Marketing OfficerAmper, Politziner & [email protected]

Andrew B. ZezasPresident & CEOReal Estate [email protected]

REFERENCES AND RECOMMENDATIONS - Page 2CONTACTS






REFERENCES AND RECOMMENDATIONS - Page 3CONTACTS

Keith BrownliePartnerErnst & [email protected]

Mark KuehnPresidentAssociation for Corporate Growth (ACG)[email protected]

Daniel A. FinnSenior Vice President, Regional General ManagerGreater Media New Jersey732-681-8959 [email protected]

Andrea LyonProfessorDePaul [email protected]

“Lucille is one of the most aggressive sales people I know. She is detailed oriented and a hard worker. She works well in a team atmosphere as well as on her own. Lucille is a self-starter and a great brainstormer. Her concern for both the clients she services and the companies at which she works makes her an extremely valuable employee..” August 29, 2009Marilee Pettit, Senior Account Executive, Millennium Radio New Jersey

TEAM PLAYER

“Lucille is a dynamic professional who is an expert in marketing for Radio Broadcasting. Lucille also possesses the ability to create marketing campaigns outside of radio broadcasting for the benefit of her clients. Lucille is a great mentor and never hesitates to share her successes with others.” January 2, 2008Erica Friedman, Sales, Nassau Broadcasting

“Lucille is equally adept at selling print advertising, online advertising, email newsletter advertising and in-person events. She is highly personable, has great presentation skills and always takes the time to put together a thoughtful proposal or presentation before bringing it to a client. [S]he helped me and others in our department sell even if she wasn't sharing in the commissions. [...] Lucille Lo Sapio is a real team player. Above everything else however she is simply a great salesperson [...] ” August 24, 2009Joe Malone, Advertising Account Executive , NJBIZ

“Lucille stands above the pettiness and is collaborative and focused on the task at hand, selling. Even after many years as a sales person I found myself learning from Lucille's example and she made it fun along the way. Any organization would be stronger with Lucille's presence in their sales department.” August 22, 2009John J Morelli, Sales Executive, NJBIZ / Journal Publications

Lucille A. Lo SapioCASE STUDIES IN SUCCESSPROCESS IMPROVEMENTS

As a Xerox Facilities Management Account Manager and the lead in client-initiated Quality Improvement Team (QIT), I was able to identify significant process improvements for Hewlett Packard in the shipping department of their Piscataway, NJ facility that saved them over half a million dollars. Our joint QIT subsequently was invited to present our entire process re-engineering at Xerox’ international Leadership Through Quality Team Work Day event.

SCHOLARSHIP PROGRAM

Now in it’s fifth year, CURE (Citizens United Reciprocal Exchange) Auto Insurance’s Pay it Forward scholarship program was conceived, developed and implemented by me as an on-air and online competition that provides $25,000 in tuition reimbursement annually for students who exemplify the highest level of integrity and will make an impact on society in their future careers. From the undergraduate student who devoted her time at Angels’ Wings, a Trenton-based shelter, to the graduate dental student who was dedicated to opening up free dental clinics around the country, the winners of this unique community outreach have lived up to CURE’s hopes and expectations. Through this program, CURE not only made it easier for students in NJ to complete their college educations, they have also expanded their image as a community-based not-for-profit “cure” for the auto insurance crisis in NJ and significantly increased their name awareness and market share.

CONTACTS

Lisa Courtneyformer HP Facilities [email protected]

Eric PoeChief Operating OfficerCURE Auto [email protected]

Ken DrossmanChapter [email protected]

Paul ChaseVP & [email protected]

PARTNERSHIP PROGRAMNJBIZ, NJ’s weekly business journal, scheduled their first event honoring the state’s top Chief Financial Officers, CFO of the Year, in June 2009. I was instrumental in the success of this event because of the partnership I negotiated with Financial Executives International, the preeminent international association for CFOs and other senior financial executives. Working closely with the national officers as well as the local NJ chapter, I forged a partnership between the two organizations that not only brought in over 250 NJ business executives to the event, but also resulted in reciprocal sponsorships between the NJBIZ and FEI that helped introduce NJBIZ’ myriad offerings and benefits to every member of FEI’s NJ chapter. As an active participant in FEI’s monthly meetings (and as NJBIZ’ sole representative), I provided the group with quantifiable ROI solutions for their marketing challenges.

CASE STUDIES IN SUCCESS - PAGE 2







“I highly recommend Lucille and know that she will be one

of your leaders. . .”

37 Route 537 WestColts Neck, New Jersey 07722

Phone :( 732) 431-3886Fax :( 732) 431-9379

February 10, 2010

To Whom It May Concern:

I have had the pleasure of having Lucille Lo Sapio as a member of my sales force three times in the last 12 years. In two of those situations Lucille reported to me through a middle manager; in the last case, she reported directly to me. I can honestly say, I’ve never had a sales consultant work as hard at perfecting her work skills as Lucille. This paid off each time with happy customers and large increases in billing.

Lucille excelled in radio sales in the late 90’s and mid 2000’s while working for me at Nassau Broadcasting. She brought her positive attitude and can do approach directly to her customers. While many sales reps are purely product sellers, Lucille completely embraced the client focused sales concept. This invariably resulted in her being on the same page as the customer, and resulted in large contracts and long term orders, as opposed to “quick hits”

Lucille was a great success in radio; but it was while working for me at NJBIZ that she really blossomed in media sales. NJBIZ is purely business to business advertising. While many of the clients are well educated, talented professionals, they are inexperienced advertisers. They welcomed Lucille’s expertise and were eager to adopt her marketing strategies.

The proof was in the numbers. From late 2007 to mid 2009, the average sales performance at NJBIZ was off by 5%.Lucille was the leader, showing a 25% growth in her billing, keeping NJBIZ growth in the black, when most business to business publications were seeing 10 to 15% losses.

I highly recommend Lucille as an Account Executive to any sales focused organization, and know she will be one of your leaders in a short period of time. I’ll be happy to expand on this; please feel free to call me directly for a more personal recommendation.

Sincerely,

Josh GertzogVice President/General ManagerNassau JournalsColts Neck, NJ 07722







Lucille A. Lo Sapio

ALL THE REST

How do I spend my spare time?

For fun, I write fiction, ski, play tennis, renovate and garden. We did a total renovation of our 125 year-old house and I’ve landscaped our half-acre by propagating hundreds of perennials from seeds and cuttings. I also love to entertain and to create unique events at which family and friends can enjoy my gourmet cooking.

I volunteered as an after-school counselor at the Plainfield YMCA while I was in college and I still get very involved in causes about which I feel strongly. I 知 on the Advisory Board for Rutgers Magazine, I 致 e worked to raise funds for the Aids Resource Foundation for Children, and I helped form and served as the first President for Livingston College’s Alumni Association at Rutgers University. My senior college thesis, “Social Responsibility and Corporate Banking” was published in the Rutgers University Student Review.

Since college I act on stage and at interactive murder mysteries. I’e even written a play or two. And I do some business consulting on the side. Oh, and I love to hang out with my husband, Gary, and our 3 labs.

That’s me, in a nutshell.

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Lucille Lo Sapio Profile