Mark Halford

Mt. Laurel, NJ 08054 linkedin.com/in/markhalford

609-876-1877
mark.halford@comcast.net

SENIOR SALES MANAGEMENT LEADER

Award-winning Sales Executive with a career history of team leadership and the creation of exceptional producers who achieve challenging sales goals. Significant analytical, managerial, and selling abilities. Client relationships with VP/DMM level and below include Best Buy, Target, Barnes & Noble, K-Mart, Toys R Us, and the U.S. Military. Experience and success in: managing a nationally dispersed sales force, multi-generational team relationships, executive suite interaction, and strategic planning with implementation and execution of corporate initiatives. Expertise in multiple sales environments including the Retail, Rental, Wholesale, Christian and Closeout markets. Respected in the industry for ethical and effective performance. SIGNIFICANT ACCOMPLISHMENTS Provided $400MM in sales revenue last fiscal year, achieving sales goals and corporate objectives, against an industry undergoing a two-year revenue decline of 24% Won three Vendor of the Year (VOY) awards from national retailers by creating sales and marketing plans that succeed in competitive business channels. Mentored sales reps to win three others Lowered account-specific marketing costs up to 12% by identifying sales/administrative opportunities Recognized by GM as go-to executive to improve difficult customer relationships by addressing past issues, establishing respect and integrity, and negotiating better agreements that create win/win outcomes PROFESSIONAL EXPERIENCE 20th CENTURY FOX HOME ENTERTAINMENT, Los Angeles CA 1991-2011 Global leader in sales and marketing of film and TV videos to regional/national retailers and wholesalers Vice President, National Sales 2006-2011 o Delivered 2010 sales of $400MM by mentoring and directing key account managers nationwide to overcome retailers financial stress (ex: Blockbuster, Borders, Netflix, Barnes & Noble, Redbox) o Maintained best in class customer loyalty with over 20 customers representing 25% of Fox revenue o Mentored underperforming sales manager into winning three VOY awards by identifying strengths and motivators, then providing regular, direct feedback to help him and his support team succeed o Prepared and presented regular market/channel business updates to senior management, resulting in improved executive understanding and better channel strategies o Analyzed account base, re-allocated sales reps during rapid business changes to create uniform regions, responsibilities and workloads which optimized team performance and attainment of sales goals Vice President, Account Sales 2001-2006 o Managed various national accounts (Target, Best Buy, K-Mart, Toys R Us); $100-200MM revenue o Personally led account team to win Vendor of the Year with Target (twice) and Toys R Us o Grew accounts revenue between 88% - 152% annually (higher than total Fox growth)

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609-876-1877

20th CENTURY FOX HOME ENTERTAINMENT Vice President, Account Sales 2001-2006 (continued) o Led account teams consisting of associates from other departments (marketing, planning, operations, customer service) and helped create best practices program that entire sales force could incorporate o Improved internal managements knowledge of accounts business models and aided with strategic planning by working with marketing, finance, credit, legal, customer service and operations departments Executive Director / Director, Sales 1996-2001 o Managed regional mass merchants (ex: ShopKo, Meijer, Circuit City); $50-100MM revenue o Grew revenue by 127% on primary customer; up to 21% growth at secondary customers District / Regional Sales Manager 1991-1996 o Oversaw small mass retailers, grocery chains, video stores and wholesalers MGM HOME VIDEO, Culver City CA Major supplier of videos to regional and national retailers, wholesalers and video chains Regional Sales Manager o Handled Mid-Atlantic video stores, mass merchants, grocery/drug chains and wholesalers 1990

WALT DISNEY HOME VIDEO, Burbank CA 1988-1990 Second largest supplier of videos to mass merchants, wholesalers and video chains Regional Sales Manager o Handled Mid-Atlantic mini-mass merchants, video stores, grocery/drug chains and wholesalers

EDUCATION & PROFESSIONAL DEVELOPMENT Bachelor of Arts in Communications; Millikin University, Decatur, IL Professional Development: - DDIs Essentials of Leadership - Ncline Leaderships Negotiation Strategies - Finance for Non-Financial Managers - Foxs Performance Management Program - Disney Institute: Leadership Excellence

7 Habits of Highly Effective People 7 Habits for Managers Multi-generational team management Recruiting / hiring / on boarding Corporate compliance / business ethics