PRESIDENT / GENERAL MANAGER / DIRECTOR OF SALES
Wheaton, IL
An accomplished, entrepreneurial executive who offers a unique combination of general management skills, excellence in sales, and an innate talent for technology development and implementation.
* Doubled a software company’s profits despite the severe 2001 industry contraction coupled with strong competition from Microsoft.
* Personally conceived and promoted multiple software product enhancements that represented 100% of company revenues.
* Consistently grew sales in excess of quota and aggressively penetrated new markets, delivering record revenue level.
* Multi-faceted educational background includes recent leadership-oriented M.B.A., B.S. in Computer Science and Psychology, and world-class sales and negotiation training.
A visionary leader, adept negotiator, and skilled communicator who galvanizes a team around a goal and motivates them to achieve success. The proven ability to analyze products, markets, customer needs, and growth opportunities, then sell strategic and tactical solutions that propel an organization to the next level of success. A gifted sales executive whose personal and professional integrity, combined with comprehensive knowledge of technology, evoke trust from customers, leading to increased business. Recognized as an innovative and highly principled leader who vigorously drives a company so that it simultaneously satisfies employees, customers, and stockholders.
EXPERIENCE
CURRENT COMPANY 1995 - Present
Privately owned company that develops and sells software development tools to a network of hundreds of independent software vendors (VARs), with 65% of revenue derived from North America and 35% from international master distributors. Company’s products have been installed at over 150,000 end users, ranging from small businesses to Fortune 500 corporations such as Citigroup, Northwestern Mutual Life, and Kentucky Fried Chicken.
PRESIDENT AND BOARD OF DIRECTOR MEMBER, 2001 - Present
Reporting to Board of Directors, hold P&L responsibility for all operations.
* Maintained profitability and completely eliminated corporate debt despite adverse industry and market conditions, including the technology crash, 35% of strategic sales partners exiting the business, and continuous stiff competition from Microsoft.
* Increased profits 100% through aligning headcount with business conditions, reducing fixed expenses, and minimizing variable expenses such as materials procurement and vendor management.
* Created operating environment where company generates substantial cash flow with minimal tax burden.
* Created tax loss carry-forwards related to prior acquisition.
* Developed and implemented strategy to manage the business with low tax liability.
* Closely monitored investment in new products to minimize expenses while driving revenues.
* Negotiated multiple license agreements and contracts with companies ranging from Deutsche Bank to customers, vendors, and lessors. Contacts included partnership agreements that resembled joint ventures, subcontractor agreements, license agreements, and leases.
* Conducted M&A feasibility analyses.
* Architected a deal to sell the company, including conception, directing attorneys and accountants, formulating projections, and generating letter of intent. Currently in negotiations.
VICE PRESIDENT, 2000 - 2001
Responsible for all sales functions as well as product development program, the latter from concept and design through implementation, release, and support. Managed programming staff.
* Improved product development process, slashing costs 50% while adhering to release schedules and maintaining exceptional quality.
* Personally conceived and promoted multiple product enhancements that represented 100% of company revenues.
SALES MANAGER, 1995 - 2000
Complete responsibility for domestic and international sales, including company's specialized Basic programming language, imaging and data capture software, and contract programming services. Oversaw several direct sales personnel and over 100 independent software vendors. Also member of Executive Management Committee, responsible for all strategy development and implementation plus technical direction of product line.
* Grew revenue 48%, achieving record level.
* Developed new version of flagship suite of products, including some new products, that were released as a group and resulted in immediate sales increase of 28%. Personally conceived of numerous new products due to extensive understanding of customer needs.
* Ran marketing, pricing (including a price increase), and rollout of the suite.
* Led company into imaging and data capture market, resulting in profitable venture. Also led company into the profitable contract programming business, with diverse customer base including Deutsche Bank.
FORD DEALER COMPUTER SERVICES, DIVISION OF FORD MOTOR COMPANY, Detroit, MI. 1991 - 1995
$100 million division that sold high-end, turnkey computer solutions to automotive dealerships nationwide. These complex systems ran every aspect of a business, including point-of-sale, financial, human resources, and management reporting. Division was sold to Universal Computer Systems of Houston, TX.
Account Executive
* Achieved 100% Club in 1994 for outstanding performance and excellence in solution selling.
* Generated largest number of renewals in U.S. in 1993.
* Exceeded quota each year.
CURRENT COMPANY, 1984 - 1990
PROGRAMMER / ANALYST
* Invented and implemented new form of quality assurance that greatly contributed to company’s’ reputation for outstanding quality. Program is still in use today.
* Designed and implemented R&D programming; diagnosed product source code; performed contract programming for customers; evaluated competitive and cooperative products; and staged machines.
PRIVATE CORPORATION, Belgium. 1989
Privately held independent software vendor specializing in structural and architectural design, and focusing on European markets.
PROGRAMMER / ANALYST
EDUCATION
EXECUTIVE MBA, University of Illinois, Urbana-Champaign, 2005
* Honors Graduate, Beta Gamma Sigma, GPA: 3.94.
* Voted most valuable team member by MBA small group in formal peer review.
A highly ranked, international, leadership-oriented program designed to make current executives well rounded through comprehensive coverage of a broad range of business disciplines. Program demanded all of the requirements and class hours of a traditional MBA but was conducted in a setting designed for working executives. Program also culminated in a capstone project providing consulting to Boeing Corporation in China.
BS, COMPUTER SCIENCE / PSYCHOLOGY, University of Illinois, Urbana-Champaign, 1991
A self-designed Individual Plan of Study emphasizing computer programming and engineering psychology, created to afford a better understanding of the interface between people and their computers.
CONTINUING EDUCATION
Programming in C++, 2001
Programming in Visual Basic, 1999
P.R.I.M.E. Resource Group: Mastering the Complex Sale, 1994
Dale Carnegie: Sales Training, 1993
Steinmetz: How to Sell at Prices Higher than Your Competitors, 1993
Karrass: Effective Negotiation, 1992. |
