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Terry Kitchen

Sales Manager: Academic/Digital Publishing

Account Management | Customer Satisfaction & Loyalty | Negotiation | New Business Development

Product evangelist dedicated to learning about potential customers’ needs and using a solution-selling approach to penetrate key accounts, strengthen the company’s image in target markets, and drive significant revenue gains.

Diverse leadership background includes holding P&L responsibility for a $1+ million operation, negotiating contracts with academic institutions, consortia, and government agencies; hiring and training employees; editing license agreements; developing marketing campaigns; and overseeing complex RFP responses.

Career History & Achievements


Sales Representative: Academic/Government ePublications

SAE International

Brought on board to manage publications sales in the corporate, academic, and government markets. Accounts included academic institutions located around the world, as well as leading automotive OEMs such as Ford, Honda, and Chrysler.

Currently serving as the sole direct sales representative selling into the global academic, government, and consortia markets. Generate $2.5 million in annual sales, representing a full 10% of the organization’s total publication sales.

Serve as a subject matter expert on technical publications and advise on marketing, product development, licensing, pricing, user experience, and financial/forecasting initiatives. Coach and mentor new employees.

  • Navigated through a highly contentious product change as the organization implemented digital rights management and download limits on previously unrestricted subscriptions, resulting in a significant loss of accounts in the academic market.
    • Restored the subscription base to more than 100 of the world’s top research universities generating $2.5+ million in annual sales
    • Combated negative perception of the organization by focusing relationship-building efforts on the most influential members of the academic community and influencing opinions from the inside
  • Opened the academic consortium market by closing SAE’s first consortia account, successfully negotiating sale and license with one of the largest academic consortia in the United States. With $100,000+ in first-year sales and $30,000+ in recurring annual revenue, this account laid the foundation for future consortia business.
  • Elevated the organization’s image in the academic market by becoming an active member of associations, negotiating sponsorship opportunities, and establishing a presence at academic trade shows. Introduced a more proactive approach to account capture and served as a resource to existing and potential customers.
  • Migrated 90% of the customer base from physical products to digital-format subscriptions, which deliver ongoing revenue streams while significantly increasing up-sell opportunities.
  • Directed implementation of system that heightened visibility into sales activities—including direct, aggregator, and reseller sales—by leading implementation of a Salesforce automation project. Served as project manager and worked directly with vendor to launch system used by SAE’s Publishing Department to:
    • Automatically capture and record customers’ quote requests
    • Enable more accurate sales forecasting across all channels
    • Streamline the sales process
    • Introduce cross-division collaboration and minimize conflicts among account managers

Assistant Branch Manager

Enterprise Rent-A-Car

Returned to Rental Division to lead operations of branches with up to $1.1+ million in annual revenue. Built strong relationships with customers and referral partners to drive growth in the corporate market segment.

  • Supervised a cross-functional team of 12 employees responsible for customer service, operations, sales, marketing, and administration.
  • Grew branch rental income 5% and profitability 36%. Continually worked to identify cost-saving and revenue generation opportunities to maximize the financial results of the branch.
  • Transformed a branch with low customer service rating, increasing rating from 68% to 84% in 2 months. Analyzed factors affecting customer satisfaction and implemented action plan that focused around delivering proactive, personalized, and timely service.

Account Executive

EnterPrise Car Sales

Sold used rental cars to individuals and members of credit unions and banks for 6 branches in Pennsylvania. Set up off-site sales for credit union members and developed advertising materials.

  • Increased customer referral rate by developing promotional incentives and implementing the program across the branches. Visited branches, credit unions, and banks to monitor performance of customer referral program.
  • Exceeded average sales volume by 20% while maintaining 82% customer satisfaction rating.

Assistant Branch Manager/Corporate Account Manager

Enterprise Rent-A-Car

Promoted to assist in managing all operations of a branch with $960,000+ in annual revenue. Oversaw customer service, personnel management, sales, and marketing functions. Supervised and trained 4 employees.

  • Contributed to 40% profit growth over 2 years with above-average customer satisfaction rating.
  • Concurrently served as Corporate Account Manager with responsibility for growing business within corporate accounts. Launched marketing and loyalty programs that rewarded repeat customers and increased revenue.

Manager Trainee/Branch Representative

Enterprise Rent-A-Car

Selected for Enterprise’s industry-leading management training program and gained hands-on experience across all areas of the business, including customer service, sales, marketing, finance, and operations.


Career Note:

Jasper Engines & Transmissions

Additional experience as Factory Representative with Jasper Engines & Transmissions in Pittsburgh, PA (2006). Quickly developed and nurtured relationships with key accounts, generating $105,000 in monthly revenue within the first 3 months.



Master of Business Administration (MBA)

Waynesburg University

Bachelor of Science in Business administration (BSBA)

Waynesburg University

Associate of Applied Science (AAS)

Community College of Beaver County