DIRECTOR OF SALES/ REGIONAL SALES MANAGER
Highly accomplished top 5% sales management with the vision, leadership and tenacity to successfully penetrate global vertical markets capturing market share and accelerate revenue growth. An accomplished and recognized leader with a proven ability to build, lead and sustain successful sales teams within highly competitive industries. Specializing in utilization of continuous improvement process, best practices value added approach to problem solving and analysis; at ease interfacing and establishing relationships with C-level executives and senior management. Solid record of negotiating /closing contracts; over ••••• years of progressively responsible experience with strong IT consulting background and entrepreneurial success. Consistently exceed sales goals and forecasts; creates client loyalty beyond the sales relationship. Self-motivated, flexible collaborator; dynamic sales manager skilled at developing sales teams to peak perform ance. Areas of expertise:
Global Solution Selling/ Management Business Development & Operations Change Management
Business Process Outsourcing & Consulting Services Management Consulting P&L Responsibility
Software Solutions Business Development Consultative Selling Competitive Market Analysis
Performance & Productivity Improvement Strategic Marketing Vertical Account Management
Customer Relationship Management Team Development Leadership Training/Development
LANDMARK SOLUTIONS GROUP LLC, Farmington, Connecticut •••••Present, •••••
Global Solutions CRM software solutions sales and advisory organization with $•••••M in annual sales.
Director of Sales and Business Development: Developed and implemented specialized CRM software solutions sales, professional services and consulting organization within information technology financial services and Fortune ••••• organizations utilizing tactical global vertical markets strategies. Key customized solutions designed for best practices, BPO and solution selling initiatives. Programs aimed to strengthen sales productivity, revenues with focus on targeting to performance & productivity improvement achieved through overlaying CRM solutions. Services resulted in strengthen productivity, maximizing business development revenues within client organizations while optimizing ROI & reducing operational expenses.
Implemented and integrated new sales/marketing campaigns for global financial services, IT and government organizations generating $•••••M in cumulative sales.
Secured an established client base comprised of eight Fortune ••••• accounts within firms first year.
Retained by Fortune ••••• clients providing CRM solutions services for sustained lifecycle growth.
Built the highest revenue concurrent revenue stream in the firm at •••••% to budgeted plan.
Major contributor to select clients for sales targeted to generate increased sales activity pipeline generation and vertical territory quotas resulting in •••••% increase (YOY) net revenues.
Director of Sales / Director of Client Services: (Contracted Client-Resolute Partners LLC) Managed 8 full-time employees and ••••• independent contractors for a $•••••M Global provider of public Internet, wireless access and IT professional services.
Re-designed and stabilized 2 sales divisions simultaneously over ••••• months. Designed sales strategies and processes for selling technology-based products and services. Increased commercial sales with Fortune ••••• companies; managed expansion through the implementation of targeted sales training and development. Evaluated sales performance; identified gaps and new opportunities; determined actionable solutions to resolve client issues. Hired and trained sales and IT personnel. Developed and maintained relationships with key federal government accounts while administering all phases of sales cycle and generating sales activity
Achieved •••••% quota performance, driving firms strongest surge of product and unit growth by •••••%.
Negotiated and closed the single largest sale in company history; $1M in sales revenues.
Increased gross unit sales by •••••% by rebuilding the sales organization and client service operations and developing team members and hiring new sales staff continued
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LANDMARK SOLUTIONS GROUP (continued)
Developed and implemented core competency sales training program designed for productivity, accountability, business development and pipeline management.
Earned •••••% bonus for successfully managing two divisions the highest performance-based bonus paid for the year; promoted to run the commercial sales division of a subsidiary in first 6 months.
IKON OFFICE SOLUTIONS INC. / RICOH, Glastonbury, Connecticut •••••
A $•••••B Global document management systems and Solutions Company with over •••••,••••• employees.
New England Area Sales Manager: Supervised up to ••••• sales representatives and account executives across locations in Connecticut and western Massachusetts. Exercised full P&L responsibility; managed operating budget totaling $•••••M; set strategic objectives for region. Developed and maintained relationships with key clients and channel partners; executed B2B sales with C-level executives. Managed sales forecasting and sales pipeline; supervised sales CRM database. Recruited, hired and trained sales staff. Directed all phases of sales cycle to generate significant revenue contribution.
Successfully turned around negative growth district to •••••% growth in ••••• months.
Secured ••••• new key accounts within 6 months, contributing to •••••% quota performance.
Saved $1M account by reestablishing communication and credibility and negotiating new contract; ultimately grew account by more than •••••%.
Earned Sales Manager of the Month for the region 2 times during tenure.
Document Management Solutions Specialist / Strategic Account Manager: Managed document management product/ sales and marketing activities for ••••• account executives across 2 Connecticut offices. Drove sales of document management enterprise solutions for archival storage, retention, and retrieval and software solutions, and provided product specialist support. Set product segment sales goals, and implemented strategies to exceed sales objectives. Cultivated and maintained relationships with key clients and channel partners within the financial, insurance, legal, and manufacturing industries. Left IKON to accept a higher level management position.
Generated a •••••% increase in new revenue account sales in ••••• months.
Achieved #1 ranking in the Northeast/Mid Atlantic region out of more than ••••• sales professionals, ending first year with firm at •••••% of plan.
Surpassed annual sales quotas every year throughout tenure, capping off last 2 years at •••••% and •••••%, respectively saving ••••• discontented accounts created $•••••M in net revenue growth.
Consistently recognized by management; earned 2 promotions within ••••• months.
Earned recognition of Sales executive of the month 5 times within ••••• months for exceeding •••••% of plan each month; awarded Chairmans Club distinction in •••••
Selected by senior management as one of the top ••••• document management specialists in •••••
HARTFORD FINANCIAL GROUP, Simsbury, Connecticut •••••
A $3B Global financial services company with over •••••,••••• employees.
Client Relationship Manager/Account Manager (Life Technology Infrastructure Services Division): Oversaw integrated sales/marketing of emerging infrastructure technology products and services. Organized tactical and strategic services/solutions supporting several internal divisions within The Hartford Financial Group. Facilitated project management initiatives and project rollouts, and led various technology integration projects. Managed channel partner alliances and contracts.
Coordinated and managed over •••••% expansion in infrastructure support services for remote office within the Group Benefits division.
Earned average quota performance of •••••% over 4 years.
Member of the Technology Disaster and Recovery Team after 9/••••• at 7 World Trade Center.
Key technical advisor and liaison to International departments launch of Hartford Japan.
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XEROX CORPORATION, Windsor, Connecticut •••••
A $•••••B international document management systems and solutions company with over •••••,••••• employees worldwide.
Major Account Manager: Managed territory of business comprised of ••••• Fortune ••••• accounts; sold primarily within the insurance and financial services and manufacturing companies. Exercised full P&L responsibility for an annual revenue budget of $•••••M. Prospected and identified new clients; called on five or more accounts per day.
Built and sustained a profitable business model with •••••% year-over-year sales growth; sustained a sales pipeline extended over ••••• years.
Captured ••••• competitive accounts and converted into Xerox clients in ••••• month through coordination of strategic channel partnerships with OEM VARS.
Saved $1M by turning around a major •••••year Fortune ••••• account.
Won back a •••••year $•••••M account by utilizing new financing options.
Secured $3M in revenues with a major insurance company by closing one of the companys first sales in digital document management storage and retrieval systems.
Earned Presidents Club recognition for exceeding •••••% of quota in •••••
Consistently received sales recognition awards; earned four Sales Representative of the Month awards; won Sales Representative of the Quarter; achieved Xerox Par Club for exceeding •••••% of budgeted quota.
Bachelor of Arts in Business/English
Duquesne University, Pittsburgh, Pennsylvania
Xerox MBA Quality and Sales Training
Xerox Advanced Quality/Sales Training
Ricoh Management Essentials I & II
IKON University Advanced Technology Solutions Selling Training
IKON Advanced Document Solutions Training Program
Microsoft Sales Training Program
The Hartford, Management Institute Training Program
PROFESSIONAL MEMBERSHIPS & COACHING AFFILIATIONS
American Management Association
Institute of Management Consultants USA
Member, U.S. Ski Coaches Association Developmental Coaching Staff (•••••Present)
Downhill Race Coach, U.S. Ski Team Developmental Programs
Member, US Ski Team (USSA) C Downhill Team
For References go to: •••••
Director of Sales