Summer 2013 Intern Profile

Bio:

Alana Marcum is a member of the MBA Class of 2014 at McCombs School of Business, where she is concentrating in Supply Chain and Operations Management. Prior to attending McCombs School of Business, Alana worked in sales management for a CD and DVD manufacturer. Originally from Michigan, she earned a Bachelor of Arts degree in Advertising from Michigan State University.

Hobbies:

Alana really enjoys traveling. Prior to business school, she traveled across SE Asia and China. Alana is an avid foodie and loves discovering the best food Austin has to offer. Alana enjoys playing and watching sports (especially Big 10 college football--Go Spartans!)

Name: Alana Marcum University: University of Texas- Austin CSO Organization: Sales Training & Development

ALANA MARCUM alana.marcum@mba14.mccombs.utexas.edu

4600 Mueller Blvd. #1027 Austin, TX 78723 (347) 417-1349

EDUCATION

THE UNIVERSITY OF TEXAS AT AUSTIN, McCombs School of Business, Austin, TX May 2014 Master of Business Administration, Full-Time Program Concentration in Supply Chain & Operations Management Vice President of Events, Net Impact; Selected as a member of Sigma Fellows Selected as member of Board Fellows; Board member of Art Alliance Austin non-profit McCombs MBA+ Project with the Office of Sustainability at the University of Texas in Supply Chain

MICHIGAN STATE UNIVERSITY, East Lansing, MI December 2003 Bachelor of Arts in Advertising Graduated with honors; GPA: 3.64

EXPERIENCE

DISC MAKERS, Berkeley, CA and New York, NY 2006 - 2012 Nation’s leading independent CD and DVD manufacturer Team Leader (2011 - 2012) Promoted to Team Leader to aid in full implementation of newly adopted sales team model across department, resulting in

department overcoming a 20% revenue goal deficit at end of Q2 to surpassing goal by 5% at year-end Managed national sales team of 7 product specialists accounting for more than $10M in annual revenue Created performance action plans for each team member and provided coaching via weekly meetings leading to a 5% increase in

team sales month over month Analyzed cost-margins, surveyed competitor pricing, and estimated lifetime value of client business to determine appropriate

pricing strategy and assisted with level-to-level selling to close large deals in competitive sales situations for team members

Account Executive and Sales Supervisor (2009 - 2011) Created proposal to restructure sales department of over 30 product specialists into sales teams to address inefficiencies in sales

practices, provide more coaching and accountability, and increase revenue Led pilot sales team of 9 product specialists to test proposed team model, which resulted in 71% of pilot team staff increasing

quarterly revenue compared to increases of revenue for only 33% of non-pilot staff Targeted new market segments, focused on reactivating lapsed accounts, and cultivated existing corporate client relationships in

Account Executive role leading to a 225% increase of high revenue sales; closed largest sale in 2010 for $95K in revenue Developed Account Executive position with VP of Sales to grow corporate sales, coordinated process improvement initiative, and

cultivated cross-functional relationships

Sales Supervisor and Product Specialist (2006 - 2009) Identified inefficiencies of acquired duplication service and coordinated cross-functional departments to better integrate the

service, culminating in a value stream mapping and 5S Lean manufacturing event, which reduced costs, lead time, and inventory Implemented recycling and sustainable practices in New York office reducing annual supplies and maintenance costs Promoted twice in two years to manage daily operations and staff of the underperforming New York office; led staff to become

the top revenue producing regional office within first year Identified client needs, deadline, and budget to sell custom manufacturing, printing, and engineering solutions Received President’s Circle Award for exceeding revenue goals in 2008 – 2010; #1 replication product specialist in 2008 & 2009 GOLDENROD MUSIC DISTRIBUTION, Lansing, MI 2004 - 2006 Small, independent distributor of niche market CDs Sales Account Manager Created co-op advertising plans and value-added promotional programs, generated 55% of total monthly sales revenue on

average, and established 78% of new accounts through prospecting Spearheaded 30

th anniversary PR campaign garnering local newspaper/radio coverage and coverage in a national magazine

ADDITIONAL

Volunteered with Community United Against Violence’s Speakers Bureau to promote understanding of LGBTQ community Extensive travel experience in Southeast Asia and China; Big 10 college football fan; enthusiastic foodie Work Eligibility: Eligible to work in the United States with no restrictions