CHRISTINA FLORIO

SUMMARY OF QUALIFICATIONS
Extensive and successful experience as Business Development Director/Sales Manag
er with expertise in international and domestic sales/marketing to Fortune 100 c
ompanies. In-depth knowledge of Brand Management, Corporate and Sales Strategies
across multiple industries. Adept in analyzing and identifying resource gaps in
corporate strategies and initiatives; managing enterprise, corporate business d
evelopment and sales strategies; establishing and managing relationships; sellin
g products/services to key accounts; building, directing and training teams and
external resources. Proficient in creating and improving internal processes and
sales tools; assisting sales teams close multi-million dollar deals; meeting/exc
eeding corporate and revenue goals. Passion for bringing new, cutting edge techn
ology, services, analysis to marketplace; introducing new ideas/concepts to form
strategic alliances and corporate partnerships. Outstanding communication, pres
entation, problem solving and decision-making skills; conceptual and solution ba
sed thinker; ability to develop and articulate compelling messaging.
PROFESSIONAL EXPERIENCE
NORTH STAR MUSIC/ORLA SOY CANDLE, North Kingstown, Rhode Island 2009-2010
DIRECTOR OF BUSINESS DEVELOPMENT
Directed new business development activities and four sales representatives. Ke
y functions included: generating and distributing leads to sales representatives
; assigning sales territories throughout the United States; developing and manag
ing new key accounts.
Accomplishments:
Achieved 100+% sales quota entire 4th quarter 2009.
Signed on four Hallmark chains that generated $4,000 in new business, plus a si
ngle reorder of $5,200.
Hired and trained two sales representatives that met 80% of quota within first
month.
Implemented new accounts program.
Created and implemented Save the Bay Campaign.
COLLETTE VACATIONS, Pawtucket, Rhode Island 2008
REGIONAL GROUP SALES MANAGER
Managed two teams of inside sales staff. Primary duties included: overseeing cal
l volume and talk time; coaching representatives on sales techniques; creating a
nd implementing coaching methodologies, sales tools, performance standards and i
ndividual work plans.
Accomplishments:
Successfully managed up to 20 sales representatives with individual portfolios
of $3 million to $6 million.
Developed new sales scripts that were implemented by Vice President and Directo
r of Sales within first 30 days.
Increased average weekly talk time by 50% and average number of daily calls by
46% within first four months.
THE INSTITUTE FOR THE STUDY & PRACTICE OF NONVIOLENCE, Providence, Rhode Island
2007
DIRECTOR OF DEVELOPMENT
Oversaw fundraising and capital campaign activity. Additional functions included
: liaising between Institute and outside consultants hired to audit capital camp
aign; soliciting donors and donations; meeting with department heads to identify
objectives/goals and to develop short/long term plans; presenting plans to boar
d members; creating marketing brochures and tools; planning special events for d
onors and board members; creating plan for website development; interviewing ven
dors and negotiating price points for establishing website; cultivating partneri
ng relationships with media, municipalities, consultants, donors and vendors.
Accomplishments:
Produced Beloved Community Summer Jobs Program graduation PowerPoint presentati
on.
Created branch posters/brochures with Citizens Bank for Champions in Action Awa
rd.
COMPETE, INC., Boston, Massachusetts 2004-2006
SALES DIRECTOR
Created sales strategies to cold call Fortune 100 prospects. Key functions inclu
ded: creating compelling messaging and analysis; meeting with C-level executives
to deliver presentations; establishing third party relationships; negotiating,
closing and renegotiating contracts; researching industry trends; directing in
terdepartmental resources; creating and implementing new sales tools; developing
and implementing monthly marketing promotions
Accomplishments:
Secured $1.2 million in new business first year (Subaru of America, Mercedes-Be
nz USA, Porsche North America.
Received MVP Award for sales productivity.
Secured face-to-face meetings with C-level executives within first 90 days.
Managed and directed monthly onsite presentations (politicked and coordinated i
n gathering as many decision-makers to attend from C-level to managers).

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CHRISTINA FLORIO

SALESNET, INC., Boston, Massachusetts 2003-2004

SENIOR ACCOUNT EXECUTIVE
Sold Customer Relationship Management Software to mid-size companies within the
United States and Caribbean (multiple industries).
Accomplishments:
Successfully penetrated First Caribbean Bank, Barbados within the first three m
onths.
Conducted 350 cold calls to company presidents and owners within first four mon
ths.
AMR RESEARCH, INC., Boston, Massachusetts 1999-2002
SENIOR ACCOUNT EXECUTIVE
Reported to Vice President of Sales. Created sales strategies to cold call Fortu
ne 500 companies within Midwest Region (Canada-Texas). Primary duties included:
creating compelling messages; establishing new and leveraging existing industry
relationships with key influencers; managing and directing onsite presentations;
managing internal interdepartmental relationships and resources to create key a
nalysis, white papers, etc; upselling existing customer relationships.
Accomplishments:
Consistently exceeded $ 1 million + annual quota; achieved Presidents Club firs
t year.
Closed largest annualized contract ($350 million).
Successfully managed all aspects of a 9-12 month consultative sales cycle.
Established first-ever roundtable discussions in private setting for CEOs of Fo
rtune 100 automotive companies to address challenges with key initiatives and so
ftware application rollouts.
Earned confidence and respect of Fortune 100 CEOs (Kellogg, Whirlpool, Dow Chem
ical, Dow Corning, John Deere, Caterpillar, International Paper, Toyota, etc).
 Top Renewal Representative; consistently increased contract value and length of
contract.
Brought Toyota CEO to annual conference as guest speaker.
FLEET BANK, Boston, Massachusetts 1997-1999
BUSINESS DEVELOPMENT OFFICER
Penetrated small-mid-size businesses. Established new business and expanded busi
ness relationships within existing high level customer base.
Accomplishments:
Brought competitive business relationships into bank.
Achieved $1 million in new business by first month and $2 million by third mont
h.
AMERICAN POWER CONVERSION CORPORATION, West Kingston, Rhode Island 1988-1997
RETAIL VERTICAL SALES & MARKETING MANAGER (1994-1997)
Sold hardware/software to Fortune 100 United States retail accounts. Supervised
12 inside and 12 outside representatives.
Accomplishments:
Personally penetrated 66% of Fortune 100 U.S. retailers (Walmart, A&P, Woolwort
h, Walt Disney, GAP, Ann Taylor, Publix, etc.).
Closed over $6 million in new business within eight months (98% increase over p
revious year).
Identified $11 million in new business (81% in incremental business).
Identified $18 million in Fortune 100 business 1995; closed $12 million in new
business (150% increase over 1994).
Formed strategic partnerships with IBM, NCR, ICL/Fujitsu, MSFT, and EPSON.
Called on and established relationships with key vertical VARs; placed American
Power Conversion on many vertical industry standard lists.
Leveraged United States relationships and successes in Europe, Canada, Japan, a
nd Asia.
Fully responsible for six major vertical tradeshows; presented at United States
Fortune 100 retail seminars.
Received Largest New Account Award (Office Depot-$3.5 million) 1994 and Highest
Growth in Mass Merchant Channel Award (Office Depot) 1994.
SOUTHEAST ACCOUNT MANAGER (1993-1994)
Sold into Fortune 100 and Reseller Accounts in the Southeastern United States.
Accomplishments:
Achieved 71% increase Q3 1993 to Q3 1994.
Sold to companys first utility company (Florida Power & Light).
INTERNATIONAL SALES DIRECTOR (1988-1993)
Accomplishments:
Introduced new product lines on site in seven European countries.
Generated new sales revenue over three year period (200% increase in internatio
nal sales).
Closed first Eastern European account ($1 million) and first African account an
d expanded by 50% annually.
Increased Western European client base from zero to 40 in less than one year an
d up to 75 by second year.

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CHRISTINA FLORIO

EDUCATION
SIMMONS COLLEGE, Boston, Massachusetts
BACHELOR OF ARTS/INTERNATIONAL RELATIONS, THIRD WORLD SOCIOLOGY
PROFESSIONAL DEVELOPMENT
Capital Campaigns-Julia Ingraham Walker; How Are We Doing?-Gayle Gifford; How to
Write Fundraising Materials-Tom Ahern; Recruiting and Training Fundraising Volu
nteers-Linda Lysakowski; Strategic Fund Development-Simone Joyaux; Permission Ma
rketing-Seth Godin; Selling to VITO-Anthony Parinello
Guerilla Selling; Proactive Selling-Skip Miller; Value Selling-Skip Miller; Effe
ctive Leadership Skills-Action Associates; BASE-Acclivus; Everyones An Expert-Se
th Godin; Strategic Presentation Skills; Conceptual Selling-Acclivus; Total Peak
Performance-Andrew Botieri
PROFESSIONAL AFFILIATIONS
Ahava Kids-Development Director
Association of Fundraising Professionals
Literacy Volunteers of America
Big Sisters