VICE PRESIDENT SALES / VICE PRESIDENT BUSINESS DEVELOPMENT
Accomplished sales and business development executive for small to mid-size businesses. Proven ability to manage sales personnel and generate new revenue simultaneously. Perfect candidate to help emerging business or division build a sales organization. Experience in budgeting, compensation planning, incentive programs and expense controls. Excellent track record in developing training curriculum for new sales personnel. Ability to work closely across departments for Senior level planning and development. Success in helping small companies compete and win with larger competitors. Well rounded knowledge of marketing, sales, business development, finance and operations.
AREAS OF EXPERTISE
* Sales Team Building and Leadership
* Strategic Market Planning and Competitive Positioning
* Sales Training and Effectiveness
* New Product and Service Integration
* Partnership and Alliance Management
* Sales Compensation and Incentive Plan Development
* Budgeting and Expense Management
RESUME DETAIL
Fast Growth Co.
Hired as Vice President, Sales and Business Development to upgrade the performance and quality of the Fast Growth Co. sales organization. Fast Growth Co. is a rapidly expanding business service provider with over 15,000 customers. My responsibilities are to both provide leadership for the 22 person sales organization and to secure and manage national strategic partners across a broad spectrum of categories. Key successes include:
- Co-manage 3 Sales Managers, 19 sales representatives and have guided the team to a 51% improvement in sales and revenue over Q1 2005 (through May 2006)
- Developed and rolled out the entire, detailed 2006 Sales Budget with a comprehensive new compensation and incentive plan
- Signed an exclusive national agreement with a large multinational and facilitated the roll out of a year long advertising and marketing campaign to 720,000 small business customers
- Signed an exclusive agreement with a major credit card company for Fast Growth Co.’s exclusion in their rewards program for Small Business
- Signed an agreement with a leading health insurance provider to establish Fast Growth Co. as a leading business service to the insurance community
- Successfully won a market wide RFP with a major bank for small business services over larger national providers
- Developed a proprietary ROI tool to help banks model the positive financial impact of a co-branded referral program that has resulted in 2 new strategic financial partners
- Achieved a 20% increase in comparison prior year growth for 2 key strategic partners through innovative new campaigns
Division of Fortune 1000 Co.
MN
Hired as Vice President to develop and expand the Small Business Divisions sales. Fortune 1000 Co. Small Business has $180 million in recurring revenue, a $52 million operating budget and a $35 million new sell quota. Key successes include:
- Turned around a previous years sales, revenue and customer decline into a 20% increase with existing national partners
- Personally closed new business relationships with 4 major Small Business enterprises
- Hired and managed 3 Sr. Level business development managers and account executives with dotted line responsibility for marketing, operations, product and implementation
- Achieved an annual objective of generating 5,000 new business leads and 1,500 new customers for our 100 plus member field sales force through our partner program
- Successfully managed a budget, headcount, marketing and other direct expenses for the channel program (est. $3M)
- Cooperation with Sr. level resources across Service, Marketing, Finance and other Operations in managing the $52 million operating budget
Mid Size Software Co.
MN
Hired as Regional Director to help grow the channel through new client acquisition. Mid Size Software Co. is a small Business Services Provider that delivers a web based business analytics solution to Fortune 1000 companies. My responsibility was new market development for the central/western US. Key successes included:
- Turned around a declining national account into 20% revenue growth
- Closed the largest new account in 18 months and beat out several nationally recognized competitors
- Helped train the internal sales force by developing and executing a strategic selling curriculum
- Successfully competed against a diverse set of CRM and niche technology providers with an over 50% close rate
Internet Service Provider, Inc.
MN
Hired as Manager, E-Business Sales for the with initial responsibility was to facilitate the build out of a highly competent external sales force focused on selling e-commerce outsourcing to Global 2000 companies. Key successes include:
- Interviewed, hired, trained and deployed 16 outside Strategic Account Managers from a variety of sales backgrounds in a 4 month period
- Developed a new sales compensation and incentive plan
- Created all the marketing, sales and proposal tools
- Developed the brand strategy and sales messaging
- Developed and executed a training and education curriculum based on Miller Heiman Strategic Selling.
After 6 months, I was promoted to Director, E-Business Sales. My accomplishments include:
- Management of the entire P&L for the East Region of the US
- Direct management of 8 sales personnel and dotted line management of a manager and a team of 6 inside sales professionals
- Our team achieved significant wins over highly recognized competitors with several Fortune 1000 companies
Regional Office of Fortune 1000 Co.
MN
Promoted to District Vice-President, Sales. Key responsibilities and accomplishments include:
- Inherited a geographic market that had sold 65% and 68% of its quota in the 2 prior years
- Rebuilt the sales team by letting poor performers go and by hiring a team of new sales representatives
- In the first year exceeded our annual quota by June and finished as the number one sales team in the country at 157% of quota
- Earned President’s Club in both years and won the National Executive Sales Award
- Lead the country in “team sell attainment” which measured our ability to integrate new products into our existing sales channel
Fortune 1000 Co.
MN
Promoted to the corporate office as the National Sales Manager. My responsibilities and accomplishments included:
- Coordinated overall marketing initiatives (product development, pricing, advertising messages, etc.) between the field sales offices and corporate
- Co-developed employee compensation, recognition and motivation programs
- Recognized for my ability to work complex projects across all aspects of the business including sales strategy, compensation, training, finance and marketing
- Created a direct marketing program that generated $550,000 in sales on a budget of $21,000
- Managed three annual sales contests generating over $60 million in sales versus a $45 million objective
- Managed the company’s transition and rollout to the ‘virtual office’ environment for sales which saved millions of dollars in office expense
- Managed three President’s Club events including a national training event for over 400 sales personnel
- Revised the company’s travel policy and cut $800,000 from the national travel budget
Promoted to National Manager, Key Sales Programs. My responsibilities included:
- Direct operational support of the Key sales segment which included 21 sales managers and 120 direct sales representatives across the U.S. with an annual quota objective of $30 million
- Helped lead this segment to finish at 107% of our objective
- Authored and delivered several new training and marketing programs, sponsored a best practices exchange program and managed numerous recognition and reward programs that resulted in a 23% productivity increase over the prior year
Regional Office of Fortune 1000 Co.
NC
Started my career in direct sales of business products and services as well as general relationship management of an assigned base of 200 existing customers. Key accomplishments included:
- I finished at 145% of my first year objective and won Rookie of the Year in the Southeast Region
- I was promoted to a larger territory with annual quota objective was $230,000
- Attained three President’s Clubs in three successive years
- Completed certification in the Strategic and Conceptual Selling courses offered by Miller Heiman Incorporated
Other Interests
Active in coaching youth soccer and softball
Other interests include golf, writing, reading, exercise and travel |
