AREAS OF STRENGTH
Relationship Management / Strategic Planning / Sales Management /
Creating Value / Project Management / Presentation Skills /
Problem Resolution / Recruiting / Profit Driven / E-commerce /
Contract Negotiations / Cost Control / Prospecting
Comprehensive business development track record with global business and
marketing consulting firms, prestigious specialty manufacturer, and large office
furniture distributor.
Experience encompasses market development, consultative selling, and relationship management. Skilled in cold calling activities, cross-selling initiatives, and network development resulting in a high-percentage closing ratio.
Creates value, drives profits, and communicates a business executive's perspective through organizational clarity and common-sense management.
Purposeful and personable with a highly organized client service approach.
Adept at inspiring confidence in clients, selling value not price, and committing to results exceeding expectations.
ACHIEVEMENTS
BUSINESS DEVELOPMENT
* Exceeded annual $7.0 million sales quota by an average of 25% per year, with an average gross profit of 23%.
* Established key new clients - The Ford Foundation; Hilton International; The Port Authority of New York and New Jersey.
* Developed new business, targeting and bring in clients with projects or annual usage in the $50K to over $4.0 million range, by developing relationships with senior executives and facility managers.
* Developed the company’s strategic plans and conducted innovative monthly email pass-through promotions, for distributors resulting in an overall volume increase of 25%.
* Directed sales and marketing efforts through a national sales force and was personally responsible for business development with large national and international clients.
* Developed and enhanced sales relationships with key clients – Mercedes-Benz, Tupperware, Carnival Cruise Lines, United Way, Wendy’s, and Pepsico - on average increased revenues by 17%.
CONSULTING
* Developing a startup organization targeting potential Affiliates & Partners for an Internet venture. Instituted formal prospecting strategies as well contact management procedures. Doubled the monthly amount links put on sites after an organization has registered. Reduced the number of actions required from registration to putting links on a site from 27 to 2. Increased business 351% in first six month.
* Increased profitability from 4% to 25% by analyzing the needs of an enterprise utilizing empirical tools and a variety of metrics.
* Developed and implemented recommendations that resulted in increased work flow efficiency by reallocation of responsibilities, resources and new procedures. This resulted in substantially higher profits.
* For a client in distress, introduced new pricing model, accounting for true costs, overhead and profit. This action resulted in an increase in profit of 128% in year one.
* Reconfigured a job estimating procedure and streamlined operations, leading directly to an increase in gross profit by 20%.
* Developed and implemented a new sales commission plan structured on a sliding scale based on profitability, increasing profits by 53%.
* Increased sales by 10% to 25% per client by developing new criteria for qualifying good prospects, setting realistic goals and follow-through procedures.
PROFESSIONAL EXPERIENCE
Management Consultant
BLUE CONSULTING, New York, NY July 2005 to Present
Provide business consulting to a variety of small businesses and not-for-profit organizations.
Management Consultant
GEORGE S. MAY INTERNATIONAL COMPANY, Park Ridge, IL 2003 to July 2005
$100 mm international business consulting company.
Managing Director
REFLECTING ART, INC., Pompano Beach, FL 1993 to 2002
Manufacturer of premium business gifts and one-of-a-kind award and recognition items.
Sales and Marketing Consultant
CARNEGIE CORPORATION, Boca Raton, FL 1989 to 1993
Leading provider of sales and marketing consulting services to small businesses.
Vice President of Sales
Account Manager
Project Manager
R&G AFFILIATES, INC., New York, NY 1976 to 1989
Leading office furniture distributor, the largest Herman-Miller distributor in New York City.
EDUCATION AND PROFESSIONAL DEVELOPMENT
MBA - Marketing, Adelphi University, Garden City, NY
BBA - Marketing, Baruch College, New York, NY
Completed several courses on strategic selling, negotiation, and computing offered by Dale Carnegie, American Management Association, Miller Heiman, Herb Cohen, and others. |
