SALES AND MARKETING EXECUTIVE
PROFILE
More than 20 years of experience directing and managing sales activities and sales personnel at the district, regional, and national levels for privately-held, start-up and established business units. In-depth management background encompasses domestic and international sales and marketing of both tangible and intangible technology products through all channels, including direct sales force, retail, dealers, distributors, and VARs. Experience in managing marketing and responsive client services teams.
A highly competitive change agent with a track record of:
* Leading top revenue and profit-producing regions that are the first to roll out new products and adapt to new sales strategies in competitive markets.
* Negotiating and winning multi-million dollar multi-year contracts, despite being the highest bidder, by understanding prospects needs and adding value.
* Building and retaining top-performing sales teams as a highly effective sales trainer and communicator.
Sales and General Management strengths:
* Consultative & Technical Sales Management
* Major Account Penetration & Retention
* Contract & Price Negotiation
* Sales Trend & Statistical Analysis
* P&L Management / Budget Planning
* National Sales Training
* Compensation Programs
PROFESSIONAL EXPERIENCE
RBF INC. LANSING, MI 2005- PRESENT
VICE PRESIDENT SALES & MARKETING
Directs Sales, Marketing, Client Services and Software Development of a multi-state privately held corporation specializing in Total Document Management. Provides strategic direction. Product range from preprinted forms, electronic forms eWorkflow and TDMS, a software platform that manages the entire document management cycle.
* Secured 3 new contracts with a state government and 2 major banking institution valued at $2,300,000.
* Restructured sales force to align resources with customer and prospect base.
* Increased sales and returned the P&L to pre- 2001 profitability levels.
* Launched TDMS software product.
WARRANTY CORPORATION OF AMERICA St. Charles, IL 2004 to 2005
REGIONAL SALES MANAGER CRM CHANNEL
Managed regional sales of brand loyalty products ranging from CRM software, webstores, extended service contracts, customer call centers, warranty validation to specialized 1 to 1 marketing to consumer product manufacturers. Directed account team sales activities in account planning, new account development and sales forecasting.
INSYSTEMS/STANDARD REGISTER Oakbrook Terrace, Illinois 1992 to 2004
REGIONAL SALES MANAGER
Managed regional sales of hardware/software solutions associated with document automation, financial remittance processing, warehousing and distribution, network secure document processing, and to healthcare organizations, financial services companies, local/state governments, major retailers, resellers, and VARs.
Broad scope of accountability included account and territory planning, sales training, sales force automation, A/R, budgeting, sales force compensation planning, contract negotiation, post sales support, and customer relations for a 14-state region that grew from $8 million to $30 million in annual sales.
Recruited, trained, and motivated up to 25 employees and managed 11 sales offices. Served as national sales trainer on Strategic Selling. Appointed to serve on 3 Six Sigma committees. Represented sales organization on the Product Lifecycle committee.
* Returned region to profitability within 6 months making it the most profitable in the nation.
* Led region that was recognized as the top revenue-producing region 9 of 11 years and top quota-producing region 8 of 11 years.
* Achieved 100 Plus Club for top regional performance and Vice Chairman Club for highest percentage of quota in the company.
* Rebuilt sales force and increased sales volume of individual sales staff 73%. Maintained subsequent positive volume growth of 10%+ each year.
* Reduced regional operating expense 12% annually by renegotiating leases, reducing headcount through elimination of redundancies, and curbing non-critical expenses.
* Introduced Strategic Selling to the region and subsequently trained all sales reps nationwide.
* Maintained highest staff retention rate of any department. Turnover was less than 5% in the last 10 years.
COMMODORE BUSINESS MACHINES Chicago, Illinois 1989 to 1992
DIRECTOR OF SALES CENTRAL
Recruited to revitalize sales by restoring relations with dealer base for a $30 million region covering 21 states. Directed all sales activities, including major account planning, dealer recruiting/management, sales forecasting, and sales training. Reported directly to president of the U.S. sales organization and provided leadership and guidance for 19 employees responsible for selling and supporting UNIX, DOS, and Amiga multimedia technologies primarily to dealers, distributors, and VARs.
* Quickly restored relations with dealer base by building a new sales team and personally meeting with each dealer. Sales increased 25% the first year and 50% the second year as a result.
* Recruited the largest dealer in the nation.
* Led team that captured key accounts such as NBC and Arthur Andersen. NBC used Commodore systems for graphics during the first Gulf War and Arthur Andersen adapted the technology for training its consultants.
Earlier experience with NEC Information Systems as well as the retail industry with Computer Depot in increasingly responsible management positions culminating in Regional Director for a 21-store region.
EDUCATION / PROFESSIONAL DEVELOPMENT
ELMHURST COLLEGE Elmhurst, Illinois
Bachelor of Science, Business Administration (1992)
Miller Heiman Certified Strategic Selling Instructor
AIIM Certified Electronic Content Practitioner
University of Chicago Sales Force Management |
