INTERNATIONAL SALES OPERATIONS EXECUTIVE
Award-winning, versatile, international sales leader with record of leading teams to deliver exponential, multi-million dollar growth in over 60 countries on six continents for Cincom Systems. Launched new organizations and turned around performance, achieving revenue breakthroughs with new initiatives, processes and products.
History of developing and implementing strategies for value based selling and providing new products that deliver diversified solutions to industry leaders. Known for establishing cultures of trust and excellence while developing and building talent into top performing teams that provide outstanding customer service. Bilingual, fluent in English and Portuguese. Core competencies include:
" Software Licensing " Recruiting & Training " Team Building
" Solution Sales " Business Development " Complex Negotiation
" SaaS " International & Domestic Markets " Strategic Planning
" Enterprise Software " Client Relationships " Preparation, Execution & Results
Generated $300M in new sales through launch and leadership of the Worldwide Contract Management Group. Built organization, implemented processes and led specialized teams in unique, complex selling and negotiation. Led team in closing business globally.
Led companys top performing groups, consistently landing in the top three out of 10 groups. Built/developed high performance teams, identified and addressed areas for improvement involving recruiting, training, incentive compensation, sales management & support, branding, prospecting, and new product development.
Repeatedly recognized with awards including 100% Clubs, Gold Circle Clubs and Quixote Clubs. Proclaimed by the CEO to be one of the best and most consistent performers in company history, achieving 100% or 115% of target 15 times in 22 years. Also awarded 11 Quixote clubs (an award presented to the top performers in the company and includes all employees).
Turned around Greater Asia Pacific and India operations. Established practice of having weekly status meetings with each Country Manager and their Sales Managers (which included a forecast review). Increased gross revenue, new sales and profits by at least 8% per year. Established trust and teamwork by meeting regularly with teams in Sydney, Australia; Tokyo, Japan; Shanghai, China and Delhi, India.
Led Latin America operation, a previously underperforming team, to regularly achieve sales targets. Identified issues, changed country manager and established culture of teamwork and trust. Held weekly sales forecast meetings, implementing action plans when forecasts were not met. Achieved annual overall gross revenues of $5M with $1.5M in annual sales.
Launched and built Smalltalk Business Group from $5M to $16M in revenue and $8M in annual profit. Recruited and developed team, training it on value added selling. Grew gross revenue and profit consistently year-over-year.
As Chairman of the Sales and Marketing Excellence Board, increased gross revenue 12% and profits 9%. Chosen by the CEO to lead Board made up of ten executives tasked with improving the bottom line and streamlining processes. Created small, focused groups of experts that developed effective, improvement action plans.
Industry leader and premier player in the evolution of the software industry, ranking in the top 5% of software companies worldwide with customers in approximately 60 countries on six continents. *All positions held were cumulative with the exception of Smalltalk Business Group, which required launching only.
Senior Executive Worldwide Contract Management (2007 to present)
" Managed specialized sales team of 14 people globally with a $4M expense budget.
" Generate new sales ranging from $12M to $18M annually across diverse industries with favorable margins.
" Directly involved to assist in closing sales when needed worldwide, generating extremely profitable revenue.
Executive Director Greater Asia Pacific (2007 to present) and Latin America (2001 to present)
" Manage 160 employees and operations for Australia, Japan, China, India, and Sao Paulo, Brazil.
" Lead teams to achieve annual $42M gross revenue targets with a $16M expense budget.
" Directed activities of country managers including working closely with each country manager and country controller to prepare very detailed revenue, expense and profit budgets annually.
Senior Director of the Smalltalk Business Group (1999 to 2001)
" Chosen by the CEO to work with him on the acquisition of the Visual Works product from the Object Share Company.
" Changed pricing from a developer based model to charging based on the number of end users in an account.
" Built and led team in selling new, significantly higher priced products, which were sold on a subscription model.
" Enabled eight team members to make 100% or better of their quota in the fiscal year 2000.
General Manager Transatlantic Advanced Technology Group (1998 to present)
" Managed the USA and Europe operations for the largest revenue-producing group in the company.
" Directed 75 people including sales, technical and consulting staff.
" Managed gross revenue budgets of $31M, new business targets of $16M, and a $12M expense budget with profit targets of $19M annually.
" Includes the highly profitable contract management group, which generates significant new sales and profit.
Earlier: Cincom Director of Sales Operations, USA Advanced Technology Group; Regional Sales Manager for Advanced Technology Group. IBM Sales Executive (Software Branch) and Account Support Representative.
MBA, (concentration in Finance), University of Houston
BS, Marketing, Missouri State University