PROFILE
Professional in Management with more than 20 years of establishing new business procedures to increase corporate profits through a demonstrated ability to think outside the box, set and meet aggressive goals, and take decisive action. Highly adaptable leader with experience in various companies from startups to Fortune 100 corporations in the fields of Sales Management, Technology and Professional Services. Expertise includes P&L, operations and inside/outside sales management, team leadership, contract negotiation, change management, business alliances and system implementation.
EXPERIENCE
MCURVE, INC., Carpentersville, IL 2001 - Present
An IT solution provider of hardware and design of networks, as well as a professional sales/services group that out performed above the curve. Revenues have reached $25M annually. Major clients include the Chamberlain Group, Shared Marketing Services, AGFA and Indianapolis Speedway.
Director
* Increased profitability 20%+ through restructuring of Professional Sales and Services Group, while improving overall sales/service through business partners, creating single source for all client requests and reworking vendor contracts.
* Restored profitability, increased response to clients and eliminated redundancy by reorganizing operational, sales and services departments.
* Centralized main database, which enhanced efficiency, improved order processing and tracking from seven to three days, streamlined administrative staff and reorganized billing system to decrease collections from 65 to 30 days.
* Oversaw redesign of facilities and network infrastructure by working with construction and layout teams to plan and relocate to new facility, without any loss or interruption of business, which saved $250K annually in rent and equipment.
* Restructured network creating and monitoring all stages of development, including vendor relationships, AP/AR, inventory and staffing, which improved accuracy, as well as timely processing of orders.
ASSOCIATED COMPUTER SOLUTIONS, Bloomingdale, IL 1995 - 2001
A total solution provider of new and used computer equipment into the IBM midrange market place, as well as networks and professional services. Revenues have reached $25M annually. Key clients include Eagle Brand Foods, Keebler, Liz Claiborne and Aurora Public Schools.
President
* Drove revenue in sales to $25M in five years and opened eight new locations, exceeding initial targets, developing and implementing a five-year strategic plan.
* Generated $12M in new business, in one year, by organizing a new professional sales group in computer marketing and professional services.
* Acquired dozens of new accounts and new monthly sales volume of $100K in first year by combining client advocates and field salespeople into one group to create a more cohesive and responsive services and sales organization.
* Avoided costly hiring and training expenditures, and maintained motivated employees with minimal turnover by supervising staff and providing tools necessary to accomplish objectives.
* Managed hiring and development of professional sales processes, while assisting in direct sales and post-sales support efforts.
* Secured $500K in funding to build startup organization from individual investors and banking institutions through direct contact, road shows and formal presentations.
DECISION ONE COMPUTER CORPORATION, Chicago, IL 1985 - 1995
Largest third party provider of equipment and services into the IBM arena. Revenues have surpassed $420M. Key clients include BankOne and Sears.
Vice President, Field Operations (1991 - 1995)
* Exceeded sales quotas four years in a row consistently.
* Managed sales and account activity by utilizing latest technology tools available, including sales force automation, and customer relationship and contact management, which produced up to 20% increases in sales efficiency each period.
* Exceeded sales objectives consistently by up to 25% by leading, coaching and mentoring, evaluating performance of and coordinating activities for sales team.
* Achieved immediate long-term revenue and income streams by developing and retaining customer base through incentive-based sales programs, meetings to discuss successes and methods of improvement, and customer satisfaction reporting procedures.
* Conducted financial tracking and budgetary planning for all field operations in United States and Canada, with $200M annual revenue, by collecting and discussing input from all levels to ensure consistency, then incorporating them into overall corporate plan.
* Eliminated lost contacts and increased revenue by creating and executing reporting system that provided timely feedback on potential problems, inventory needs and financial records, allowing proactive responses to clients and issues.
* Implemented organization-wide inventory control system that established 98% parts-availability rate on first call by ensuring housing in appropriate locations, which saved company $1.7M in first 18 months, while strengthening employee and client relationships.
Regional Vice President (1989 – 1991)
* Top Region in sales three years running, member of Presidents Sales Club each year.
* Led financial turnaround and oversaw performance of southwest and west districts by restructuring operations to incorporate team concept, conducting training seminars, recruiting and hiring quality personnel, reinforcing corporate guidelines and managing P&L.
* Improved customer relations and customer satisfaction from 61% to 91%, in one year, by utilizing focused communications with employees and clients, establishing clear goals and building effective sales teams.
* Led team to design, develop and implement call dispatch system, which resulted in improved customer satisfaction, a $1.2M savings in inventory usage and unnecessary shipments, and $500K annual savings from redundant service calls by engineers.
District Manager (1985 - 1989)
* Top District in sales every year (4), member Presidents Sales Club every year.
* Spearheaded successful conversion of organization from cost center to true profit center by managing P&L and establishing administration, creation of new sales force, with improved service offerings and training to create proactive work philosophy.
* Saved $100K monthly and reduced redundant service calls by 25% in first six-month period, while improving overall customer satisfaction by establishing call and dispatch center.
EDUCATION
Control Data Institute (4.0) GPA
BS Wright College
US Veteran |
