MILTON E.

SETTAR
Herndon, Virginia 20170 (H) 703-435-3611 (C) 703-980-7557 misett@verizon.net LinkedIn Profile: http://www.linkedin.com/in/miltsettar Dynamic sales and marketing leader with over 15 years of marketing, sales, and management experience establishing, retaining, growing, and expanding high-revenue accounts and territories. Demonstrated skill in retaining and expanding key accounts and territories through skilled assessment of client companies and development of targeted client training programs, especially with web-based or SaaS programs. Recognized for increasing client renewal rates and introducing new products with up-sell and cross-selling opportunities. Proven territory growth and turnaround after down periods with expanded attention to current accounts, sales to new accounts, and recovering previously lost accounts. Independent and self-motivated with demonstrated team leadership skills

Top-Level Account Retention & Profitable Territory Growth Consultative Sales Approach High-Impact and Effective Presentations Creative Approach to Solve Client Problems for Win-Win Solutions Market Research and Analysis C-Level Negotiations and Relationship Building PROFESSIONAL EXPERIENCE CJIS GROUP, Reston, VA Oct 2011 Present Leading market intelligence provider offering research and industry analysis through SaaS tools assisting corporate clients in winning state and local government contracts. Sales Consultant Recruited by former managers to join newly formed sales team for recently acquired company. Sold first 2 accounts for new team, only member of 7person team to meet quota in any quarter. TRAVEL MEDIA GROUP, Alachua, FL 2010- 2011 International travel marketing and advertising company producing print and online programs. Territory Manager - Mid-Atlantic Stepped in to rescue struggling multi-state territory, establishing strong relationships with key clients, expanding value of numerous contracts and re-securing 4 recently cancelled accounts, increasing renewal rate by 20% over previous year. Established increasingly profitable relationships with General Managers and Directors of Sales at targeted properties by delivered high-impact presentations showing accounts and prospects how to increase ROI by better utilizing available services through training. Achieved Top 10 ranking out of 49 active managers in July 2011 for outstanding new sales growth, renewals, and A/R balance. Fueled growth of new account base by 14 high-revenue accounts within 9 months. Secured 3 new accounts through suggested changes of print guides targeted to Mid-Atlantic territory, improving visual explanation of geographic coverage. COMSCORE, INC., Reston, VA 2006-2009 Digital marketing intelligence company providing internet activity and behavioral information to corporate clients through SaaS tools and custom reports. Sales Product Specialist / Account Manager / New Sales Manager Multiple positions as needs developed, including team that developed new Internet Search Marketing product, then joined newly established sales team. Created Account Management position as client base grew and then created a new Sales Product Specialist role to support entire sales and account management team as the product was added to standard product suite.

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COMSCORE, INC., New Sales Manager / Account Manager / Sales Product Specialist, Cont Halted account loss and customer product complaints by establishing Account Manager Position designed to communicate consistently with clients to assure better understanding through better training methods and increased usage of product to assure higher renewal rates. Boosted renewals from 50% to over 80% through development of advanced SaaS training programs assisting clients in maximizing product effectiveness. Helped assured team-wide achievement of all revenue goals by working with Account Managers on renewals and better training. Generated $450,000 in new sales plus over $250,000 in cross-sales of additional products. Enhanced company reputation and industry interest by hosting monthly webinars demonstrating tool uses, effectiveness, and applications across various industries. Assessed potential new products for market value; identified potential profitability and delivered expert advice to top management. Improved sales team effectiveness by delivering comprehensive CRM training in Salesforce.com; inspired CRM redesigns enhancing coordination between sales and finance departments. INPUT, Reston, VA 2004-2006 Market intelligence provider offering personalized research and industry analysis tools assisting corporate clients in winning federal, state, and local government contracts. Territory Sales Manager / Account Manager Delivered high-impact presentations to government contractors demonstrating business intelligence data SaaS product. Forged highly profitable relationships with C-level executives resulting in enhanced revenue, new account acquisition, and dramatic account expansion. Boosted client renewal rates from 65% to 90% through advanced business analysis identifying opportunities for client businesses to maximize effectiveness of product. Chosen to lead establishment of new sales territory, achieving profitability within 3 months and exceeding quotas by 25%. Increased contract value by consistent 15% through effective up-sales of additional services and more highly targeted utilization of SaaS tool. Established customer service department providing post-sales support to top-revenue clients. Consistently met sales quotas regardless of changing responsibilities and market conditions. COMSCORE, INC., Reston, VA 2000-2004 Digital marketing intelligence company providing behavioral and survey information to corporate clients. Sales Manager, New Products Oversaw all stages of sales cycle, from initial contact to closing, promoting subscription SaaS service and new custom / syndicated business intelligence reports and surveys. Performed frequent cold calls and email marketing to generate leads and schedule in-person and online product demonstrations. Played critical role in establishing new syndicated online media tracking program by overseeing transfer of key account from recently acquired company. Established high-performance sales team within new Survey Research group conducting market research and investigations into Internet-based activity. Secured over $250,000 in sales within first 6 months. NOTE: Additional experience includes Advertising / Marketing Manager prior to 2000. Details on request. EDUCATION Master of Business Administration: Averette College, McLean, VA Bachelor of Science in Marketing with Advertising Emphasis: University of Baltimore, Baltimore, MD TECHNICAL SKILLS MS Office: Excel, Word, PowerPoint Publisher Salesforce.com Proprietary SaaS Programs

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