Sales and Sales Management
Business Process Outsourcing / New Services Launch / New Market Development / Large Scale Strategic Selling
Dynamic sales strategist delivering sustainable, superior financial results through the sale of outsource services to solve business problems. High-impact credible individual contributor and manager.
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Summary
* Sold the largest single outsource deal in company history - $12.6 million revenue, $7 million profit with unit cost measured in pennies.
* Grew $26 million organization by selling $9.8 million and delivering $3.7 million additional profit.
* Closed a sale to a major Wall Street firm by recognizing a market opportunity; addressed the regulatory need to preserve e-mails for publicly traded companies resulting in $2.1million revenue and $1.4 million profit.
* Accelerated orders from $1.5 million to $3.9 million in six months with 68% gross margins.
* Grew Local Region from $6.1 million to $9.2 million in 18 months, creating the number 1 region out of 52.
* Sales executives reporting to me regularly earned record commissions.
* Developed and implemented a reseller strategy which accounted for 74% of a $25 million division.
Professional Experience
RESOLVE CORPORATION Nov. 05 to Present
Resolve Corporation is a Canadian BPO serving the financial, government and retail sectors.
Vice President, Business Development, Financial Services
This individual contributor role is chartered with opening up the US markets for Resolve Corporation. Current prospects include major banks and insurance companies.
ANACOMP, INC. 1994-2005
Anacomp helps organizations comply with SEC, Sarbanes Oxley (SOX) and HIPAA document management and preservation regulations. A BPO, serving 2,000 clients, focuses on the insurance, banking, broker-dealer and finance industries. Services include document capture, imaging, preservation, and management. The 60 person sales force sells to end users and to resellers.
Account Executive; Vice President Sales, docHarbor United States 2003-2005
Sold and managed sales for the outsource division, negotiated contracts, trained direct sales force in solving business problems. The docHarbor division is the electronic document repository for technology, customer communications and regulatory compliance.
* Revitalized sales from a low $3.9 million to $7.7 million in 6 months by forming and leading a new specialist sales force to launch three new services.
* Developed Reseller Focus achieving $13 million revenue and $9 million profit.
* Managed seven sales executives plus dotted line to 4 Regional Vice Presidents and 31 general line sales reps.
* Provided accurate sales forecasting to executive committee monthly, quarterly and annually.
Account Executive; Vice President Sales Northeast and Canada 1994-2003
Sold and managed the sale of all Anacomp services including docHarbor electronic archive and legacy products.
* Led top region in country 3 of 5 years which grew to $31 million annual revenue
* Opened Financial Services market for new division
* Managed sales of legacy products to multiple industries acquiring customers such as: Travelers, Fidelity, Pershing, Sony, HSBC, Xerox, Pitney Bowes, Oppenheimer, Fleet, Moore, United Health Care, HealthNet, Standard and Poors, and Cigna.
* Individually contributed more than 50% of new divisions revenue over three years.
* Drove docHarbor division from zero to $5 million in 3 years while managing sales team to an additional $10 million annually.
* Established the docHarbor division as the only growth engine of the company.
* Identified $6 million of new prospects by instituting a national seminar program on industry trends.
* While selling in the smallest market, sold 8 new contracts in 6 months breaking nation-wide records for CD services.
* Developed an account strategy resulting in the retention of high-risk customers and revenue retention of $77 million.
CLIENT FINDER
Client Finder supported sales professionals in all industries to identify, target and contact ideal suspect and prospect companies for their particular goods and services.
President Buffalo, NY 1993-1994
Founded and ran this professional services company. Managed P&L, sold and delivered services.
BUFFALO MATERIALS HANDLING
Family owned company that sold and maintained industrial trucks, racks and supply side equipment to the food, pharmacy and wholesale industries.
Vice President Marketing Buffalo, NY 1992-1993
Ran the marketing department Developed sales collateral, organized sales campaigns, initiated executive contact relationship program, studied competition and changed pricing models, modified sales incentive plans, developed contact data base, motivated sales force, worked with IT to develop custom software systems.
BARRISTER INFORMATION SYSTEMS
Manufactured and produced computer hardware, software and services for the legal industry. Barrister provided application solutions and consulting services for Time and Expense Accounting on IBM AS400 midrange systems, word processing, and litigation support. Barrister manufactured and maintained a proprietary minicomputer hardware and software line.
General Manager and Vice President; District Manager Southeast US 1987-1992
* Grew Southeast region from $2 million to $4 million in 3 years.
* Energized Southeast territory with sale of new IBM product line.
* Responsible for P&L of sales, presales, marketing and hardware & software support.
* Became an expert executive negotiator with top Law Firms in country.
Other Professional Positions and Interests:
Branch Manager, Major Opportunity Consultant, Data General minicomputer and enterprise software.
Major Account Executive, Burroughs Corporation mainframe computers and enterprise software solutions to government, education and medical.
Sales Executive, ARS Information Systems Sold practice management systems to medical community
AIIM member
Instrument Private Pilot
Angel Flight Pilot
Education: B.S Mathematics, State University of New York at Fredonia
Graduate Studies, Computer Science at State University of New York |
