New York Metro & New Jersey
SENIOR SALES EXECUTIVE SPECIALIZING IN B2B PRODUCT AND SERVICES: CONSULTING, TECHNOLOGY, INTERNET CONTENT
Skilled in “C” level B2B sales and client relationships, large-scale deal making, profitable revenue growth, sales management leadership, team building, with intense customer focus.
DEAL MAKING ACHIEVEMENTS
• Consistently surpassed $1,000,000 to $5,000,000 revenue quota.
• Responsible for closing large client relationships, including largest sale in the history of the business in 2003.
• Lead presenter in $10,000,000 sale of Company to Current Parent. Member of five person team responsible for the successful $125,000,000 sale of Previous Company to Previous Parent.
• Recruited and motivated Sales and Marketing team, constantly active in sales calls, plus responsibility for Product Development and Editorial/Data Collection teams.
• Doubled sales staff size after acquisition.
SURPASSING SALES REVENUE & PROFITABILITY GOALS
Achieved 450% in high margin revenue growth with consistent profitability increases.
• 1995 to 1999: +30% average growth per year, while exceeding annual profit targets
• 2000: +16% revenue growth and 180% profitability goal
• 2001: +14% revenue growth and 165% profitability goal
• 2002: +5% revenue growth and 100% profitability goal
• 2003 to 2004: landed first contract consulting clients, launched start-up
STATEGIC ALLIANCES & PARTNERSHIPS
• Saved 50% in 2003 expenses through renegotiating contracts with strategic partners.
• Created alliances and reseller channel deals generating maximum revenue impact at minimal cost, without cannibalization of our direct sales efforts.
COMMUNICATION
• Closed deals through effective client presentation skills.
• Gained greater market awareness through interviews and published articles in: “Sales and Marketing Management” magazine, “Selling Power” magazine,”Target MarketPlace” online magazine, and speaking engagements at industry conferences
Current September 2003 to present
Chief Business Development Officer, for consulting firm providing closed-loop marketing communications and sales strategy solutions. I develop client relationships and provide consulting expertise, specializing in B2B technology sales, marketing, business intelligence, and lead generation. Client base includes Telecomm/Voice over IP, business data, and application software providers.
Online ASP Company August 1994 to August 2003
provides an online software application containing business critical content created by our global Editorial & Research staff. Sold to “C” level or Director/VP decision makers at organizations including: Bank of America, Deloitte Consulting, Fidelity Investments, Fortune, Harvard Business School, Sun Microsystems, and Oracle.
PROMOTION HISTORY:
Division President, Promoted January 1999, Responsible for $5.5mm revenue goal
Vice President, Business to Business Sales, Promoted December 1997, Responsible for $3.8mm revenue goal
Senior Director of Sales, Promoted May 1996: Introduced “strategic selling” methodology that increased sales to top 10 key clients by 150%.
Director, National Accounts, Promoted May 1995: Achieved #1 salesperson across all divisions a record-breaking five times in 1995.
Manager, National Accounts August 1994
DCI (Digital Consulting, Inc.) May 1992 to August 1994
Sales Manager for this industry leader in Technology consulting and conferences. Responsible for one of DCI’s largest conferences and expositions – “Software World” U.S. and Canada. Included creating and selling marketing campaign packages, and strategic alliance development. Lead performer on team with 150% of goal in national accounts sales. Clients included: Microsoft, IBM, Oracle, Sybase, and Unisys.
Cashline Financial Services July 1989 to May 1992
Asst. Vice President for this start-up which specialized in sales of asset-based financial products. Responsible for retail mortgage sales, strategic alliances with lenders, marketing, and hiring.
Computer Associates International May 1988 to June 1989
Account Manager for mainframe system software sales. Ranked #1 in sales for Boston-North division & top 10 nationally in 1988 Q4 sales performance contest.
P.S. Computer/Viking Electronic Publishing June 1987 to May 1988
Sales Manager Created the B2B sales function for computer service and desktop publishing firm. Landed division of AT&T as first corporate client.
The Video Station July 1984 to June 1987
General Manager responsible for sales, staff, computer systems, and inventory management.
University of Massachusetts, School of Business Administration, B.B.A. Cum Laude 1984
Marketing and Computer Science concentration, Full Academic Merit Scholarship winner
Executive Education & Sales Certification:
Thomson University: Senior Management Education
Zenger-Miller: Certified Business Communications Trainer
DEI: Sales Skills and Prospect Management System Training |
