Candidate From: Pedley-Richard & Assoc., Inc. 3307 Northland Dr. Ste 280 Austin, TX

Candidate from: Pedley-Richard & Assoc., Inc. 3307 Northland Dr. Ste 280 Austin, TX 512/418-8848

Mark Hornick 753 Conoy Court Millersville, MD 21108 H: 410-923-2955 [email protected] M: 410-703-0474

SALES EXECUTIVE - SENIOR LEVEL SALES Seeking a fast paced and highly visible position as a senior level Sales Executive, where my skills and experience will contribute directly to corporate growth. Career goals include direct and full responsibility for sales management, sales, and support.

Computer Patent Annuities Alexandria, VA CPA offers patent annuity payment services, outsourcing of legal services for risk management, as well as patent search services. Responsibilities included

Senior Regional Account Manager September 29 to December 19, 2008 Recruited to this position by former colleague where I could utilize my patent expertise and proven sales ability, for path into a senior management position. New business development role included selling patent annuity services to assigned law firms, in a diverse geographic territory.

Thomson Reuters, Stamford, CT 1991 to September 26, 2008 High impact Sales Executive for several Thomson divisions including: Thomson Scientific, ISI, Derwent, and Research Publications. Thomson Reuters is a leading global provider of integrated workflow solutions to business and professional customers. Thomson Scientific develops, creates and enhances proprietary content as well as sophisticated search tools to access scientific, intellectual property and academic research sources. This information is delivered, to customers through a subscription based model via secure internet, intranet, data feeds, online hosts and third party partners. Thomson Scientifics’ primary markets, include businesses working in the pharmaceutical-innovator and generic; biotechnology; chemical; intellectual property; academic and government arenas.

Territory and New Business Development Manager Philadelphia, PA January 2004 to September 26, 2008 Promoted to this position in January 2004, where I moved from an individual sales role to a team leadership role, with sales responsibilities. In this position I served a dual role of managing a geographically diverse territory sales team, with direct sales responsibility to uncover, contact, manage and close new business from customers and non customers. Further responsibilities include the development of an annual territory strategic and tactical sales plan, direction and support of the team account manager and territory executive, full sales processes including extensive prospect and client interaction, proposal creation, as well as timely reporting. Travel averages 50%. Accomplishments: * My annual reviews during this period rank as EXCEED expectations. * Ability to lead a team through dynamic business conditions to achieve overall goals. * Ranked number one New Business Development Manager in North America for 2007 and number two in the world in the Pharma/Chem group * Each year delivered 100% of base renewals plus annual price increase * Cooperated and helped other salespeople outside of team achieve their goals (GAM) * Planned and conducted weekly territory meetings to strengthen team bonds, solicit discussion, and to review strategy and tactics in order to retain, grow and develop accounts Candidate from: Pedley-Richard & Assoc., Inc. 3307 Northland Dr. Ste 280 Austin, TX 512/418-8848

Mark Hornick Page Two

Global Account Manager Philadelphia, PA June 1997 to December 2003 Promoted to this position in July 1997, where I had complete responsibility for all activities within assigned client organizations worldwide. Primary responsibilities included; the management of a large annual renewal base, the growth of accounts through new sales, management of accounts receivable and the development of an annual business plan. In addition, I was responsible for sales forecasting, analysis of market trends and competition as well as reporting. This global territory consisted of Thomson Scientifics’ largest clients. Accomplishments: * My annual reviews during this period EXCEED expectations. * Worldwide sales representative of the year for 2003. * Motivated non-reports to exceed personal and company goals. * Increased renewable revenue for territory by 65% between '99 and 2000. * Salesperson of the year for 2000 and 2001. * Highest renewal retention during the period.

Senior Account Manager Alexandria, VA

June 1994 to May 1997 Promoted to this position in June 1994. Where I had account management responsibility for a three-state area as well as eastern Canada. Clients consisted of subscribers, to patent information, as well as non- subscribing users of the Derwent World Patents Index on-line database. I maintained a travel schedule of 70%, the highest of any account manager. Accomplishments: * Top Account Manager for new sales in 1996 and 1995, in North America. * Highest business renewal rates for 1996 and 1995 with the lowest cancellation rates in North America. * Ranked “Most sales calls” logged in 1996 and 1995. * Won all sales contests in 1996. * Grew territory by 12% compounded per year for 1995 and 1996. * Exceeded plan each year.

National Account Executive Woodbridge, CT 1991 to May 1994 My key responsibility included the sale of primary source information to named law firms, businesses and academic institutions. Accomplishments: * Achieved a top line revenue increase of 25% in 1992 over 1991 at the same time lowering the cost of sales by 12%. Achieved 143% of plan for 1993. * Reversed a downward business trend caused by increased competition and lack of new products and market focus. * Automated the sales prospecting and reporting function which increased productivity by 40% and provided needed security. * Hired, motivated and supported a highly successful sales team. * Increased business from Japan by 40% in one year. * Launched new product that contributed 317K to annual company revenue. * Developed and launched highly successful “outlet store” to capture local patent business from the patent office. First year revenue in excess of 800K

EDUCATION * Salisbury University, Salisbury MD, BS Business Administration * Strategic Selling; SPIN Selling, Large Account Management, Karrass Successful Negotiation Candidate from: Pedley-Richard & Assoc., Inc. 3307 Northland Dr. Ste 280 Austin, TX 512/418-8848

* Thomson professional sales and sales management courses. * Proficient with productivity software such as Microsoft Office, Outlook, Internet and CRM tools