DAVID JANOFF

12 Mountain Laurels Drive, Nashua, NH 03062 * 603.759.6811 * dj8e4f74@westpost.n

et
Executive Sales, Business Development Leadership
Over 20 year professional, senior level business executive with an ability to re
cognize viable business markets sales and growth opportunities. Reputation for d
elivering returns on investment well beyond industry standards and corporate exp
ectations. Expert at managing all facets of a successful company including: sale
s, P&L, marketing and organizational structure. Highly regarded by colleagues fo
r being creative, hard working and exhibiting financial prowess and business sav
vy. Unwavering commitment to performing at the highest level of professionalism
and effectiveness.
CAREER HIGHLIGHTS
Took over a $1M one-property media division and evolved it into a more than 20-
property global integrated media platform division with $50M in sales over 14 ye
ars. Led sales and business development organizations daily in the field.
Increased profit margin from negative 22% to positive 37% from 1989 to 2003.
Instrumental in identifying and quantifying the opportunity and negotiating con
tracts to acquire new businesses which contributed an incremental $15M increase
in revenue and $8M in profit.
Developed global properties, sales organizations internal telemarketing teams a
nd external sales organizations, marketing and editorial teams.
TRANSFERABLE SKILL SET
Integrated Media Leadership
Acquired PennWells first digital media company April 1997 named President
Developed SEM/SEO strategies and tactics resulting in immediate revenue/audienc
e generation
Spearheaded sales/marketing/audience acquisitions strategies and tactics, devel
oped telemarketing sales team
Formed content development and senior management teams
Business Strategies/Development
Developed direct domestic sales organizations from the ground up
Expanded international sales representative organizations for both Europe and A
sia
Expanded core magazine business to include digital media, trade shows, conferen
ces, research and video training
Developed domestic and international partnerships and alliances with industry a
ssociations in Europe, Asia and Australia
Developed licensing agreements with industry associations and competitors
Partnered with other governments for project development, dealing directly with
sitting Presidents
Acquisitions & Mergers Included identifying and or leading five global acquisit
ions/mergers and partnerships that totaled over $12M in new revenue and increase
company value worldwide.
Sales Leadership
Developed sales organizations internal, external domestically and international
ly using direct and rep models
Between the years 1989 and 2003 grew a sales team from five members domesticall
y and $5M in revenue to an industry-leading 30 sales people (globally) and $50M,
leading both internal and external sales teams
Led sales teams in the field, and developed both strategies and tactics to addr
ess key industry trends
DAVID JANOFF
PROFESSIONAL EXPERIENCE
Media Platform Consultant
2008 Current
BBC Audiobooks America
Currently: Hired January 2010 as Special Consultant to BBC Audiobooks America C
OO to restructure internal and external sales organization in advance of acquisi
tion to close May 2010. Responsibilities :
Charged with evaluating current staff skill sets (10 outside, 2 inside), visite
d over 60 customers in less than two months to evaluate in person each sales/sal
es manager in the field
Recommend changes to territory assignments
Develop new sales strategies/tactics/presentation
Develop new BBC Value Proposition statement
Recommend new product mix/portfolio changes
Improve sales skills sets where able through training, otherwise release poor p
erformers and hire new sales talent.
Developed new promotion materials to distinguish BBCs value proposition vs. the
competition
Developed new compensation/bonus models
Developed new digital media sales strategies/tactics
These efforts resulted in achieving revenue budgets for the first time in 18 mon
ths and help secure the sales of the company to its new owners as of 7/9/10.

Consulted on the launch of two digital media platform companies in the Homeland
Security and Renewable Energy Markets. Reporting directly to founders.
Develop internet SEO/SEM strategies/tactics
Develop Marketing, content, sales strategies
Develop Sales organization both on a direct and indirect basis
Develop Stimulus Kit content
Identify key content contributors, sales contributors
Hanley Wood, LLC Washington, DC 2008
Regional Sales Manager, Design and Technology Magazines
$250M leading-edge business-to-business media and Information Company reaching a
udiences in residential housing and commercial construction through magazines, t
rade shows websites and events. Recruited to build Hanley Woods entre into the h
igh technology markets, $2.5M initial investment.
Recruited to conceive, create and implement the companys expansion into the tec
hnology markets prior to the downturn in residential housing and commercial cons
truction that are the companys heartland markets.
Assumed regional sales management responsibility for four existing and newly ad
ded magazines in varying stages of development. Full sales responsibilities for
all states east of Texas and North to Canada. Responsibilities included 350 acc
ounts and 156 active accounts.
Evalueserve Inc., Nashua, NH 2006 2008
Client Executive / Business Development
Privately held market, investment & business research, analytics, intellectual p
roperty legal process services, marketing & sales support and knowledge technolo
gy services firm that employs 1800 globally, $85M in global revenue. Chartered t
o open new brand of research companies in the technology field.
Responsibilities included leading the research organization into the high techn
ology marketplace, increasing their situational awareness of business opportunit
ies into a broad range of vendors from service providers to OEMs.
Implemented sales strategies and tactics and created new sales tools, offerings
and opportunities.
PennWell Corporation, Nashua, NH 1989 2006
President, Research/Senior Vice President, Publishing
$150M B2B media company, providing authoritative print and online publications,
conferences and exhibitions, research, databases, online exchanges and informati
on products.
Senior management P&L responsibility as president of two high technology resear
ch companies and Senior VP of a core publishing group.
Corporate visionary with responsibility for strategic planning, global product
management and directing a team of 100 employees through 14 direct reports.
Launched several highly successful technology publications and directed the com
panys fastest growing businesses.
Founding publisher of several of PennWells most successful properties, includin
g Cabling Installation & Maintenance (which was the first magazine to be profita
ble from the launch issue), Vision Systems Design, Cabling Expo and Homeland Sec
urity Expo and Conference. Recognized as the companys spokesperson for industry
events.
Spearheaded the acquisition of five companies including KMI Research and Strate
gies Unlimited Research as well as, PMO Online, Image Processing Europe and LATC
OM.
Grew international revenues through the acquisition of two communications event
s in Latin America and was instrumental in founding two broad communications eve
nts in Japan and China. Managed PennWells licensing business in Europe and Asia
and was a member of the IOPPW (a PennWell company) board for three years.
EDUCATION AND CREDENTIALS
Bachelor of Arts in Communications and Mass Media, St. Johns University, Jamaica
, NY
Miller Heiman Certified Trainer, Head coach PAL Nashua Foo