SUMMARY:

Accomplished sales and customer service specialist with 20+ years of expertise creating and executing innovative sales and marketing strategies to drive optimal revenue streams in target markets. Cultivates strong business relationships with C - level executives and determines sales plans through industry research and current industry vitality analyses to surpass sales objectives.

CORE COMPETENCIES:

• Solution Selling
• Client Relations
• Team Leadership
• Account Acquisition/Management
• Strategic Planning
• Contract Negotiations
• Territory Management

PROFESSIONAL EXPERIENCE:

Confidential

Sales Director

Responsibilities:

• Salesman of the Year last year at 130% of quota, sales ranging from $50K to $500K.
• Increased sales totals for Northwest North American territory.
• Was awarded additional territory and met sales goals that had doubled.
• Chosen to introduce new versions of Ungerboeck software designed for specific vertical market.
• New Ungerboeck Mid-Market offering has proven to be a viable product with excellent customer feedback with the program being expanded to increase Ungerboeck revenue and footprint.
• Product is web-based application, VB.Net design, SQL-based, and Purchase or SaaS offering including CRM, Resource Scheduling, Content Management, Order Processing, Business Intelligence, and Financial components.
• Build relationships with Director, Vice President, General Manager and C-Level executives from Convention Centers, Government, Resorts, Corporations, Associations and related new business prospects
• Learned client business processes and identify critical business issues to formulate strategies that streamline operations, enhance operational visibility, increase customer service, decrease cost and improve client revenues.

Confidential

Senior Account Executive

Responsibilities:

• Manage 50 named accounts selling B2B Integration and EDI managed services and software to $1B companies in the Central USA.
• Penetrated billion dollar companies that previously didn’t see value in managed services
• Self-started program for new account executives to expedite training and sales results.
• Vice President of Strategic Sales sanctioned the group and provided resources to make group part of training program
• Products include B2B Managed Services and software using EDI, Direct Connect, and custom integration to enable companies to digitally share critical business information that eliminates manual processes, optimizes efficiencies, and provides greater visibility into their supply chains.
• Build relationships with Director, Vice President, and C-Level executives from Manufacturers, Retailers, Consumer Product Goods Companies, and Healthcare organizations
• Learn client B2B business processes with trading partners including customers, vendors, logistics companies and banks to formulate strategies that streamline operations, enhance operational visibility, increase customer service, decrease cost and improve client revenues.

Confidential

Information & Technology Services Manager

Responsibilities:

• Reached sales objectives for newer division at Confidential with a 50% increase in revenue.
• Information & Technology Services division was profitable for the first time.
• Researched and Implemented new partnership model at Confidential allowing service oriented company to increase revenue by selling software licenses for Confidential applications.
• Managed Information and Technology Services division of St. Louis, MO-based manufacturer with consulting division, average transaction is $100,000, 10 new customers.
• Led marketing and sales initiatives while managing delivery of IT services associated with Confidential and Microsoft based solution services.
• Service projects are mainly associated with .Net design & development, Business Intelligence, Customer Relationship Management, E-Commerce and Engineering Automation.
• Built relationships with customer and new business prospect executives with sales between $100M to $2.5B.
• Identified customer critical business issues to formulate strategies that increase efficiency, increase customer service, decrease cost and improve earnings.

Confidential

Senior Account Executive

Responsibilities:

• Cultivated relationships with new business prospect executives and existing customer executives in Tier 1 and Tier 2 manufacturing organizations.
• Intimately understood customer processes and critical business issues to formulate strategies that increased efficiency, increased customer service and decreased cost by employing new enterprise ERP, EAM and CRM software, strategic business intelligence software and professional services.
• Spearheaded lead development and buying motivation for prospects with innovative presentations, demonstrations, and contract negotiations.
• Researched and collected payments from customers using applications not in compliance with contractual terms.

Confidential

Senior Account Executive

Responsibilities:

• Selected to advise marketing and R&D departments to help define distribution customer needs and sales strategies for a new distribution software division.
• Ranked 1st out of 6 sales reps and proved market viability
• Negotiated long-term contracts that enabled a company to outsell market leaders.
• Earned a new contract sale over a competitor’s executives.
• Built rapport among C-level company executives to drive sales for technical business management solutions including ERP, CRM, and business intelligence serving small and medium-sized retail and wholesale distribution businesses. Average sale was $100,000 and I earned 15 new customers.
• Resolved common client issues by troubleshooting various products and services to locate the most efficient solution and maintained high level of customer satisfaction.
• Spearheaded lead development and buying motivation creation for prospects using innovative presentations, demonstrations, and contract negotiations.

Confidential

Business Development Manager

Responsibilities:

• Successfully sold $2 million in products with in the first year of employment with Confidential
• Ranked 3rd out of 13 in total sales revenue after only 7 months, and 2nd out of 11 in the second year.
• Devised new marketing and sales methods to sell advanced forecasting, planning, transportation, and warehouse management software solutions to Tier 1 & 2 consumer product good companies. Average sale was $400,000 and I earned 10 new customers
• Devised and integrated both short- and long-term financial strategies to sell complex enterprise business applications including supply chain planning and execution software products.
• Cultivated positive business relationships with C-level company executives to assure affirmative adoption of the product by other beneficiaries of the software.

Confidential

Senior Account Executive

Responsibilities:

• Relocated to a weak territory in Denver, CO for Confidential .
• Increased previous territory sale highs by 24% in the first year and an additional 30% in the second year.
• Improved sales and customer satisfaction among challenged territories in Utah, Colorado, Wyoming, and Montana.
• Significantly increased customer satisfaction rating to 1 st out of 6 in the western region.
• Achieved 120% of quota and awarded with President’s Club membership at Confidential .
• Performed pre-sales and sales activities for ERP application developer specializing in ERP, CRM and BI application sales to industrial, electrical, HVAC, and plumbing distributors. Average sale was $80,000 and I earned 25 new customers.
• Built rapport among C-level company executives and industrial distribution associations to drive sales for technical business management solutions serving small and medium-sized distribution businesses.

Confidential

Senior Contracts Administrator

Responsibilities:

• Exceeded contract negotiation values by 30% at Confidential Corporation.
• Surpassed profit margin expectations and increased company cash flow by $40 million; recipient of 2 awards for negotiations.
• Recipient of the “ Confidential ” at Confidential Corporation for constant team coordination, compromise, and achievement requiring “undue personal sacrifice above compensated levels.”
• Collaborated with engineering, procurement, manufacturing, accounting, and scheduling departments to accurately forecast cost and equitable profit margins with domestic and foreign customer purchasing representatives.