Chris Austin


To obtain a sales or marketing position which will utilize my productive publishing industry experience and strong interpersonal skills in order to maximize my employer’s goals - whatever the industry.


Self-motivated, resourceful and innovative sales executive with valuable experience gained in the book and publishing business. Arecord of generating sales, increasing revenues, improving customer service and negotiating contracts with diverse customers such as Amazon, Barnes & Noble (B&N), Borders, Ingram, and Baker & Taylor (B&T) - each with it’s own unique business model. Technologically proficient and experienced in diverse presentation techniques. Demonstrated (and transferable) ability to foster strong, long-term relationships with customers using well-developed listening skills, attention to detail and exceptional follow-through.

Work History

Work History
Jan 2008 - Present


Arlington Forest Club Inc.

·Manage accounts totaling over $4,000,000 in assets.

·Develop, maintain, and oversee annual budget in excess of $400,000.

·Revamped accounting practices in order to identify cost savings.

·Negotiate contracts with vendors.

Manage all fiscal needs of this 675-member organization. Administer accounts receivable, accounts payable and payroll for more than 10 employees. Responsible for all tax payments and preparation for 501(c) 7 organization.

Mar 2008 - Dec 2008

National Accounts Manager

Stackpole Books

·Responsible for over 70% of Stackpole’s sales.

·Increased sales by 16% at B&T, 8% at B&N and 5% at Amazon.

·Responsible for Library channel development and implementation of institutional sales programs.

·Used industry knowledge and sales expertise to broaden Stackpole’s market.

·Strengthened Stackpole’s critical relationship with Borders despite retailer’s financial difficulties.

Sold, and marketed, all Stackpole products to every National Account including Amazon, Barnes & Noble, Borders, Ingram, Baker & Taylor, Bookazine, and Partners. Reviewed and managed all operating agreements for third party sales relationships with Canadian marketplace. Insured that growth targets were met or exceeded. Generated account development plans and sales management reports on daily/weekly basis. Worked collaboratively with sales team and management to promote the company and products.

Jun 2005 - Mar 2008

National Accounts Manager

Harlequin Retail Inc.

·Grew sales to $17,000,000 in 2007, an increase of 16% over goal, while Harlequin’s overall results remained flat to slightly up.

·Increased sales by 26% at B&T and 34% at Amazon versus flat results for Harlequin overall.

·Developed first-ever company-wide national advertising campaign with Amazon, using funds outside of their standard cooperative pool.

Handled all products for retail/wholesale accounts such as Amazon, Baker & Taylor, Brodart (a large library supplier), and Hastings (an expansive 110-store chain in the southern U.S.). Negotiated advertising contracts and developed advertising campaigns. Conducted annual business reviews with clients’ C-list executives to review past performance and strategize for future growth. Generated account development plans and sales management reports on daily/weekly basis.

Jan 2004 - Jun 2005

National Accounts Manager

Time warner Book Group

·Increased sales at B&T by 30% in 2004 versus TWBG’s overall increase of 9%, producing $42 million in revenue.

·Increased annual sales at Bookazine (the nation’s third-largest book distributor) by more than 15%.

·Promoted to managing all TWBG and third-party distributed products at B&T.

·Named “#1 Sales Representative of the Year” for outstanding customer service by the sales and marketing team at Bookazine (two years in a row.)

Pro-actively sold all TWBG and their third-party distributed lines (Hyperion, Disney, and others) to Baker & Taylor and Bookazine, an annual output of approximately 1500 titles. Developed custom advertising campaigns. Created and presented business reviews, and seasonal product previews for specific needs of each client. Generated account development plans and sales management reports on daily/weekly basis.

Jan 2002 - Jun 2004

National Accounts Manager

Time warner Book Group

·Increased sales by at least 10% at all three accounts.

·Given responsibility for B&T, the world’s largest combined book and entertainment distributor.

·Named “#1 Sales Representative of the Year” by Bookazine’s sales and marketing team.

·Promoted to National Accounts Manager.

Sold TWBG products and third-party distributed lines to Bookazine and Koen Book Distributors (a regional book supplier). Handled all Warner brand products and all children’s products with Baker & Taylor. Forecasted annual budgets per title for each client to determine print runs. Developed custom advertising campaigns for each client. Generated account development plans and sales management reports on daily/weekly basis.

Aug 1999 - Jan 2002

Regional Manager

Time Warner Book Group

·Increased sales by at least 10% each year.

·Kept Koen account open and viable by providing daily analysis and strategic recommendations in their tight credit situation due to Crown Book chain closure.

·Retained responsibilities from prior position as National Accounts Representative.

Responsible for staffing, training, and managing five sales representatives, covering half of the U.S., with $25 million in combined annual sales. Oversight for all customer accounts within region. Sold all TWBG products, and third-party distributed lines, to Koen Book Distributors.

Jan 1995 - Jan 1999

National Accounts Representative

Time Warner Book Group

·Named TWBG’s “Sales Representative of the Year" for 1998.

·Promoted to National Accounts selling all TWBG products to Crown Books chain. Crown was then the third-largest book chain in the world behind B&N and Borders.

Sold all TWBG products and third-party distributed lines to Crown Books chain, Koen, and 50 independent bookstores in the Mid-Atlantic region. Responsible for an increased scope of sales and expanded duties, including involvement in advertising and contracts.

Jan 1991 - Jan 1995

Sales Representative

Time Warner Book Group

·Given additional responsibilities in 1992, selling all products to Koen and Encore (a 95-store chain), and children’s products to Crown.

Entry-level position offering a platform to build sales and gain opportunities for advancement. Sold all products to 50 independent stores in Mid-Atlantic region.


Sep 1985 - Dec 1989


James Madison University