Position	Vice President
Location Confidential	Yes
Willing to Relocate	Yes
Industry	Computers-Services&Consulting
Function	SALES-MANAGEMENT-and-SALES
Compensation	$200,000 to $400,000
Resume Summary
A senior sales and markeitng management executive with significant experience in building, motivating and leading sales, marketing and customer support organizations. The next assignment should be a senior level sales management executive with a company that focuses on financial services.
Resume Body      VICE PRESIDENT
SENIOR SALES & MARKETING EXECUTIVE Strategic & Tactical Planning • P&L • Process Reengineering • Marketing Programs New Market Penetration • Relationship Management • Software Services Solutions Research & Advisory Services • Strategic Alliances • Salesforce Automation • CRM  Valued for building, growing and directing motivated sales and marketing organiza¬tions – a sustained history of placing in the top 5% of sales executives, always achieving or surpassing quotas and receiving national awards and recognition.  Recognized for the unique ability to set strategic and tactical direction, build and motivate the team to reach and exceed corporate goals and manage performance effectively – structured an entirely new sales force and customer service organiza¬tion in less than 5 months and increased sales 41% in that year. FINANCIAL SERVICES  PUBLIC & PRIVATE INDUSTRY  FEDERAL GOVERNMENT CAREER HISTORY TOWERGROUP, INC., Needham, MA 1999 – 2004 Leading provider of market research and advisory services focused on the impact of technology on busi¬ness processes in the financial services industry. Vice President Sales and Marketing Led a 20-person team to execute global research sales, marketing, customer service and CRM systems. • Generated a major annuity revenue increase and superior competitive market advantage; chose a new CRM system and implemented it in 4 months, later coupled it with data mining software to provide exemplary operational client intelligence. • Increased research sales by 60% and leveraged over $11MM in consulting revenues in 4˝ years. • Achieved research renewal rates in excess of 79%, the highest in the 10-year company history and superior to those of the competitors. • Selected and teamed with a new PR firm to strategize and enhance market positioning, press relations and sales collateral; press mentions increased over 800% on a quarterly basis and were the highest in the industry – sales collateral and market image set the standard for the competition. ERNST & YOUNG LLP, (E&Y) Boston, MA 1998 – 1999 One of the Big Four accounting firms, providing audit, tax, assurance and transaction services to public and private companies in diverse industries in 38 US states, DC, and Puerto Rico. New England Area Director of Sales & Marketing Led sales and marketing for audit, tax and assurance services to banking, brokerage, insurance, manufacturing and high tech industries in New England. • Played a key role in growing the N.E. office to #1 with $100MM in new sales and 21% revenue growth in 1999 – from that of 18th out of 19 area offices in FY ’98:  Co-led major sales campaigns with audit partners at Gillette, Galaxy Funds and Federated Investors that represented $15.8MM in new revenues in FY ’99;  Drove the sales culture mindset/mentality deeper; leveraged and built a highly motivated sales and marketing infrastructure to achieve 20%+ growth;  Led the initiative to significantly enhance the value of the sales reporting and forecasting system to the sales team, partners and the leadership team; and  Reengineered the sales pursuit and proposal process; leveraged the firm’s resources more efficiently and effectively to demonstrate to prospects and clients the unique "value add" possessed above that of the competition. POWERCERV CORPORATION, Philadelphia, PA 1996 – 1998 Developers, marketers, licensers, implementers and supporters of “customer life cycle” enterprise applica¬tion software solutions for mid-sized companies. Global Director Sales Force Automation Systems (SFA), 1997 - 1998 Supervised sales of Sales Force Automation systems to banking, brokerage and insurance companies globally. • Led a $4.2MM sale to a European Bank, the largest sale in Western Europe. • Created a business plan for penetration in the financial services industry to include sales methodology and tactics to access institutions at the executive level. • Established strategic relationships with highly-respected SFA industry consult¬ants, IT advisory organizations (e.g., Gartner and Meta) and well-known authors. • Enhanced relationship with the financial industry customers (e.g., Textron Finan¬cial, Barnett/Nations Bank and Silicon Valley Bank); established a unique synergy between them and leveraged PowerCerv's expertise and credibility in the financial markets. District Manager, Mid-Atlantic, 1996 - 1997 Directed software sales and support and consulting in PA, DE, MD, VA, WV and the Federal Government in Washington DC. • Sold the largest system in company history – $1.1MM in software and services. • Exceeded profitability quotas both years; district services revenue and profitability were #1 in 1997 and #2 in 1996. • Structured GSA schedules for PowerCerv to facilitate the sale of software and services to the Federal Government. CERIDIAN CORPORATION, Washington, DC, NYC and Philadelphia, PA 1976 – 1996 Providers of payroll and tax processing, benefits administration, with unique technology to provide solutions to the financial services industry in the US, Canada and the UK, formerly a division of IBM. National Sales Director, Financial Systems, Washington, DC, 1994 - 1996 • Led the division to #1 in revenue, profit and total performance. • Initiated the division’s entry into the document management business (imaging). Strategic Business Unit Manager, Securities Issuance, NYC, 1987 - 1994 Held global line responsibility for all systems sales, marketing, customer support and product development for commercial paper, medium term notes, short term debt instruments and foreign denominated securities. Managed a P&L of $27.5MM. • Doubled new license sales from $5.3MM to $10.9MM. • Generated highest sales and profit margins within the division. • Achieved #1 Product Manager status 5 years, from 1989-1994, exceeding all quotas and led to the honor of attendance at 2 "SUMMIT CONFERENCES" (highest form of corporate recognition for achievement). • Revolutionized "Commercial Paper Issuance"; led the initiative with a major NY bank to execute the 1st "Electronic Book Entry" issuance transaction of Commercial Paper on Wall Street. District Manager, Financial Services, Manufacturing, Healthcare, Retail 1985 - 1987 Marketing Manager, Banking, Brokerage, Insurance 1980 - 1985 Special Representative to the Finance Industry 1978 - 1980 Marketing Representative, Banking, Brokerage, Insurance 1976 - 1978 EDUCATION BBA, cum laude, The Wharton School, University of Pennsylvania, Phila., PA 1975
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