Resume #1

 

PROFESSIONAL EXPERIENCE

 

Company 1                                                                2001 - Present

Privately held startup software and ASP company in the Supply Chain Event Management (SCEM) space.

 

Senior Vice President Sales and Marketing                                               

Reporting to the CEO, managed the sales and marketing functions of the company (15 people).

·           Increased revenues from $1M to $4M in 1 year (average selling price $500k+).

·           Signed the first 7 large customers (including HP, Lucent, Amkor, and Cypress) of a new product.

·           Restructured, rehired and trained a national account sales team within 4 months.

·           Set up a channel partner program and signed up the first 5 partners (IBM) within 6 months.

·           Set up a valid pipeline and a plan for profitability within 12 months.

·           Created commission plans and contests to stimulate new business.

·           Implemented Solution Selling and Consultative Selling methodologies.

·           Implemented a Sales Force Automation system.

·           Created the 1st annual master marketing plan and pricing model.

·           Set up targeted lead generation programs with a 50+% hit rate (for meetings).

·           Determined the target markets and implemented product management methodology.

·           Presented the company message to potential VCs.

·           Held series of 7 thought leadership seminars and webinars.

·           Ran sales kickoff, direct email promotions, company newsletters, 3 trade shows.

 

 

COMPANY 2                                                                                              1990 - 2001

Publicly-held, $6 billion Fortune 500 global e-business and enterprise software and services company.

 

Senior Vice President - interBiz Division                                                    1999 - 2001

Reporting to the General Manager, managed the field sales, presales, consulting, and marketing functions (25 people) to launch a new e-business product, BizWorks, targeting Fortune 500 companies.  This team acted as a startup within CA to determine the strategy for BizWorks.

·           Increased revenues from $0 to $18M in 18 months (average selling price $1M+).

·           Signed the first 10 customers of a new Enterprise Application Integration (EAI) product to executives.

·           Changed the sales methodology of the Division to Consultative Selling.

·           Implemented the 'Crossing the Chasm' methodology.

·           Developed strategic partnerships with major consultants (PWC).

·           Implemented a Business Plan for missionary sales.

·           Held 12 Executive Discovery Meetings with CEOs to determine marketing strategy.

·           Created effective demos that accelerated sales cycles 25%.

·           Determined pricing strategies for a new product in a new marketplace.

 

 

Vice President Sales – Company 3                           1994 - 1999

Reporting to the General Manager, managed an international group of field sales, inside sales, presales, lead generation personnel (50+ people) to sell additional new ERP and CRM software and services to the installed base.

·           Attended annual Compass Club every eligible year:  1994, 1995, 1996, 1997, 1998, 1999

·           Attended semi-annual Club trips every eligible year:  1994, 1995, 1996, 1997, 1998, 1999

·           Generated over $30M of new software and services annually (average selling price $250k+), representing 60% of the Division's new revenues.

·           Orchestrated a new strategy to increase revenues $5M per year.

·           Recruited 10 Value Added Resellers (VARs) to the channel program per year.

·           Maintained low personnel turnover (less than 10% per year).

·           Conducted Win/Loss Surveys to evaluate why we were securing business.

·           Developed pricing strategies to ensure high, yet competitive margins.

·           Created a customer reference program to maximize the message of satisfied customers.

 

Installed Base Field Sales Rep - The Company 4    1990 - 1994

Sold ERP software and hardware to installed base customers.

·           Achieved and exceeded quota every fiscal year.

 

 

Company 5                                                                                         1986 - 1990

New Business Field Sales Rep

Sold customer database software to new prospects.

·           Achieved and exceeded quota every fiscal year.

 

 

PROFESSIONAL TRAINING

Leading Successfully - 2001                           Decker Presentation Skills - 1997

Advanced eBusiness - 2000                            Communispond Socratic Selling Skills - 1996

Visionary Selling to Executives - 2000           DISC Profile Training - 1995

Win-Win Negotiation Skills - 2000                Strategic Selling - 1994

Target Account Selling (Manager and Sales) - 1999 Conceptual Selling - 1993

Solution Selling (Manager and Sales) - 1998

 

 

BA COMMUNICATIONS                                                                              1986

Stanford University

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Resume #2

 

 

2000 to 2002   Company 1, INC., Dallas, TX and Chicago, IL

            Global Solutions Delivery - High Tech, Consumer Electronics

            DIRECTOR / CLIENT SERVICES EXECUTIVE

·           Q1 2002 ranked #1, $1.1M in Services   (Based on $4M Annual Quota)

·           Q4 2001 ranked #1, $2.3M in Sales (Based on MBO Attainment Quota)

·           Q3 2001 ranked #2, $1.3M in Sales (Based on MBO Attainment Quota)

·           Attended i2's Planet2002 Conference hosting Hi Tech clients Panasonic & Celestica

·           Performed all customer service functions (maintenance, license contracts & renewals)

·           Established CXX, SVP and VP level access from Panasonic, Celestica, NCR

·           Elevated customer reference status through case studies, press releases, videos

·           Customer references closed over $8.2M in new business in 2001 and 2002

·           Helped save several key accounts by resolving problems quickly and diplomatically

·           Raised customer satisfaction levels at Celestica by 100%

 

1998 to 2000   Company 2., Atlanta, GA and Chicago, IL

            WMS/Value Chain Solutions

            SALES REPRESENTATIVE

·           Increased new licenses over 200%

·           Q1 2000 ranked #1 in Sales (Based on $800K Annual Quota)

·           Q3 1999 ranked #2 in Sales (Based on $600K Annual Quota)

·           Q2 1999 ranked #2 in Sales (Based on $600K Annual Quota)

·           Q1 1999 ranked #2 in Sales (Based on $600K Annual Quota)

 

1996 to 1998   Company 3., Grand Rapids, MI and Chicago, IL

            Baan Supply Chain Solutions 

            INSTALLED-BASE ACCOUNT EXECUTIVE

·           Increased sales from $0 to $700,000

·           Produced Pipeline of $9,000,000

·           Established reference access with Toshiba, Motorola, and Kodak

            Business Development

·           1997 ranked #1 in new business (Attained 180% of 1997 Quota)

·           Lead generation over $15M in Revenue (Anderson Windows, Toshiba, and Russell Stover)

·           1996 ranked #1 in new business (Attained 140% of Quota)

·           Developed alliances with Arthur Andersen, Ernst & Young, TSC

 

1995 to 1996   Company 4., Milwaukee, WI and Chicago, IL

            SALES REPRESENTATIVE

 

·           1995 ranked #1 in Sales (Attained 150% of Quota in 1995)

·           Direct sales of Financial, Distribution, and Human Resources Products

            Business Development

·           Developed $2 Million Sales Pipeline for Account Executives

·           Contributed to increased sales from $10.4M to $11.9M

·           Coordinated RFP requests, presentations, and seminars to prospects

                                                                                                    

1982 to 1995   MARRIOTT HOTELS, INC., Chicago, IL

            Sales Experience outside of the software industry

 

EDUCATION

            Bachelor of Arts in Communications, Rosary College, River Forest, IL

 

 

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Resume #3

 

EMPLOYMENT:

 

Company 1, Inc., Reston, Va.

July 2000- Present

Account Executive

Responsible for initiating and executing value-based sales strategy for successful penetration of targeted DOD Accounts by providing industry leading eBusiness solutions (SRM-Supplier Relationship Management, SCM-Supply Chain Management, CRM-Customer Relationship Management, and Content).

Clients:  US Navy, Defense Logistics Agency (DLA), US Air Force, AAFES

Contacts:  Executive-level; CEO, President, Vice President, Government and Military Officers

Territory:  North America;                  Target:  $6 Million, 100% pro-rated YTD

Accomplishments:  Established pipeline of over $55 Million

 

Company 2

May 1999- July 2000

Director, Federal Sales

Initiated and executed account strategy for successful penetration of DoD market vertical for enterprise and eCommerce solutions.  Effectively marketed and established key relationships with DoD executives, systems integrators, consulting partners and software companies.  Leveraged new and existing alliances for four major ERP/eBusiness opportunities with the US Navy and DLA.

Clients:  US Army, US Navy, DLA, NSA, CSC, EDS, Price Waterhouse Coopers, KPMG, Andersen Consulting

Contacts:  Executive-level; CEO, President, Vice President

Territory:  North America;                    Volume:  4.5 Million

Accomplishments:  Established pipeline of over $55 Million

 

Company 3.

April 1995-May 1999

Senior Sales Representative - Consulting Executive

Effectively managed all facets of new and existing accounts.  Developed technical and business solutions to meet client product and design challenges.  Solutions included the development/implementation of custom methodologies, consulting/design process improvement and product design services.  Successfully met clients' business objectives with focus on value and ROI.

Clients:  NSA, Loral Federal Systems, Lockheed Martin, Anadigics, AlliedSignal, Coherent Communications, Pulse Communications, Centerpoint Broadband Technologies

Contacts:  Executive-level; CEO, President, Vice President

 

 

 

 

Territory:  North America ( Lockheed Martin, DOD, Commercial Communications Accounts) - 1999

North America (Lockheed Martin, DOD, Mil Aero) - 1998

Northern Virginia, Maryland - 1997

Maryland, Virginia, Delaware, New Jersey - 1996

Volume:  Increased sales by over 100% each year for targeted areas;

$3.4 Million in 1999 booked through May

$4.5 Million in 1998          

$4.7 Million in 1997 (Custom Integrated Circuit (CIC) accounts only)

$5.7 Million in 1996

Accomplishments:  Top 10% in 1996, Top 15% in 1997, 100% Pro-rated in 1999

 

 

Company 4, Herndon, Va.

September 1991-April 1995

Strategic Account Executive

Successfully initiated and closed $14Million dollar contract with AlliedSignal for integration, procurement and network services.  Sales included multimedia design, integration, sales force automation, LAN services and procurement.  Managed sales and marketing team of ten people, along with technical staff of 20 engineers and help desk consultants.  Responsible for all facets of account management with GE Capital resulting in revenues of $20Million.  Developed new business relationships for services and hardware with AARP, Washington Gas, Foote Cone & Belding producing revenues in excess of $5Million dollars.  Conducted presentations on various technologies and services.  Acted as liaison between client and EDS strategic business units.

Clients:  AlliedSignal, MCI, GE Capital, AARP, Foote Cone & Belding, Washington Gas

Contacts:  Executive-level; CEO, President, Vice President

Territory:  North America            Volume:  Managed between $10-25 Million in Revenue

Accomplishments:  Reached 1994 Revenue and profit quota to qualify for EDS Inner Circle in five months; achieved Inner Circle status in 1993 by closing $14 Million dollar contract with AlliedSignal; 120% over plan, Pro-rated 1995

 

Company 5, Alexandria, Va.

May 1989-September 1991

Corporate Account Manager

Developed relationships with existing and new accounts to increase profit margins by providing superior support and services while focusing on solution selling.  Established employee purchase programs for all corporate clients.  Conducted on-site seminars for target and established accounts.

Clients:  Mobil Oil, BDM International, TRW, PRC/Litton

Contacts:  Information Technology Managers

Territory:  Northern Virginia, Maryland, and Washington, DC

Volume:  Over $3 Million dollars per year

 

 

Accomplishments:  Reached 1991 revenue and profit quota in first six months, increased Apple and Zenith sales by 200%; Gold Club 1990 (160% over quota), 1989 (120% over quota - prorated); initiated first Apple sale to Mobil Oil; increased sales with TRW, PRC, and BDM by over 300%

 

Company 6., Toms River, NJ

March 1984-March 1989

Systems Analyst/Branch Manager

Designed and implemented budgetary software for Logistics branch of US Navy.  Supervised staff of nine analysts and programmers.  Provided support functions, such as training and technical documentation.  Other work included developing a software error tracking system, integrating and installing LAN hardware, market research and delivering sales presentations.

Managed branch office (Crystal City, Va.) which included budgeting, tracking contract hours, hiring, proposal writing and client interface.

Clients:  US Navy, US Army, US Government

Contacts:  COTAR and management

Territory:  US Government                Volume:  Generated over $1Million in new business

 

EDUCATION:   B.A. in Marketing, Minor in Computer Science - Glassboro State College, New Jersey, 1981; GPA, 3.2

Taylor Business Institute - Certified in Programming, computer architecture, flow charting, RPGII, COBOL, and Basic; GPA, 3.8

Holden Strategic Value Selling

Numerous sales training courses

 

 


 

 

Resume #4

 

ACCOMPLISHMENTS, Company 1

Enterprise Spend Management (ESM)

'           Number three salesperson in the western region for 2001

'           Created ICGC demand for 36% of my territory in my first six months

'           Developed quickly and effectively the most successful sales pipeline nationally for  ICGC.

 

2001-2002, Company 1   

Sales Account Executive

Responsible for selling Procurement services that included e-procurement and e-sourcing tools, forward and reverse auction tools, pre-sourced aggregated exchange, spot buy tools, strategic sourcing, spend management, outsourcing and consulting for the fortune 1000 in the San Francisco Bay Area.

 

ACCOMPLISHMENTS, Company 2

Enterprise Spend Management (ESM)

'           Responsible for a 125% increase in revenue through network liquidity 

'           Developed the Commerce Services Global Alliance Organization

'           Developed the sales and marketing strategy for commerce services

'           Created Ariba's Commerce Services integration & process flow methodology

 

2000-2001, Company 2 cont.

Manager, Business Development and Global Alliances, Commerce Services

Business Development and Alliance management in Commerce Services included three areas: Financial Services, Logistics and Sourcing.  Responsibilities included the development and management of Ariba's Business Development, Technical Team and Global Alliance Team for Commerce Services. My responsibilities included: revenue generation, business and account planning, partnership implementation and integration, engagement of sales/marketing strategy, and the establishment of a communication infrastructure to leverage partner sales teams.

 

ACCOMPLISHMENTS, company 3

Employee relationship Management (ERM)

'           Number one sales person nationally, exceeding quota

'           Achieved quickest sales results from start date in history of Captura

'           Developed quickly and effectively the most successful sales pipeline nationally for Captura

 

1999-2000, Company 3 cont

Sales Manager, Western Region

I was responsible for selling expense and procurement enterprise web applications in 12 state regions to global 2000 organizations.

 

ACCOMPLISHMENTS, company 4

Enterprise Spend Management (ESM) & Employee Relationship Management (ERM)

'           Generated 35% of Extensity's total sales revenue through partners

'           Generated 30% of all Extensity leads through partner programs

'           Designed, developed and managed intranet partner page

'           Developed and managed Extensity's password protected partner center

'           Created partner marketing and sales strategy including partner training programs

 

1998-1999, company 4 cont

Manager, Business Development and Alliances

My responsibilities were the management of 22 + partnerships including: VAR's Platform Providers, ISV's, outsourcers, ASP's, travel companies, portals, SI's, charge card issuers and content providers. Business Development and Alliances involved contract negotiations, business and account planning, partnership implementation, engagement of sales/marketing activities, and establish communication infrastructure to leverage partner sales teams.   

 

ACCOMPLISHMENTS, company 5 

Enterprise Payment Management (EPM)               

'           Exceeded Quota by 52% the first 6 months of 1998

'           Second in corporate sales for North America, 1997

'           Third in corporate sales for North America, 1996

'           Second in corporate sales for North America, 1995

'           First in corporate sales for Western United States, 1995

'           Number one sales person in North America, 1994

'           Citigroup, Inc. President's Club Winner, 1994

                                                                                    

1993-1998, company 6

Assistant Vice President Corporate Sales Western Region

Managed 18 state region selling expense and procurement payment management systems. Additionally I had responsibility to create, develop, and manage a reseller/partner strategy within my region. The development of this sales force involved the following: sales strategy, marketing, contracts, public relations, operations, and finance.  

Responsibilities include enterprise sales in travel / entertainment and procurement payment systems with charge volume from $1 million to $800 million.  Additional responsibilities included participation in the development and sales of  Citibank's Enterprise Software Application for Expense and the Citibank reporting tool application.    

 

 

 

ACCOMPLISHMENTS, THE company 6

Corporate Car Rental and Leasing

'           Responsible for having and achieving the highest quota in the country for charge card accounts and corporate contracts

'           Improved my region from 98th to 1st in the country, 3rd worldwide

'           Increased revenue from7 million to 30 million dollars

'           Converted 16 major accounts from the competition

'           Promoted twice in 3 Years

 

     1988-1993, THE HERTZ CORPORATION

Senior Corporate Account Representative, 5/91-7/93

Responsible for 45 major accounts worth 100 thousand to 4.5 million dollars in annual revenue. Responsible for small to mid market sales, contracting 12 new Hertz contracts and charge card accounts per month.

90-91 Corporate Account Representative            

88-90 Corporate Sales Representatives             

 

1987-1988, MANAGEMENT RECRUITERS INT'L

Manager/Account Executive

 

EDUCATION

University of California at Santa Cruz

BA Degree, Political Science with an emphasis in Economics

California State University Hayward, Graduate Work In Business Administration

 


 

 

Resume #5

 

Senior Sales & Marketing Executive

North American Sales Management / Supply Chain Technology Sales / Business Intelligence & Analytic Technology Sales

 

Dynamic sales and sales management career with broad ranging experience in strategic planning and leadership of sales and marketing functions focused on global organizations. Routinely developed customer targeting information, as well as provided direct contact databases for internal and field sales personnel. Managed relationships with Deloitte & Touché, Price Waterhouse Coopers, and Accenture for integration and consulting services. Delivered executive level boardroom presentations at Disney, Bechtel, Liz Claiborne, and many others resulting in signed contracts valued at 25 million dollars. Expertise includes:

 

 

¢          Sales and Sales Management

¢          Strategic Partnerships & Alliances Management

¢          Licensing Agreements

¢          Key Account Management & Development    

¢          Executive Presentations & Negotiations

¢          Driving Strategy While Ensuring Tactical Progress

¢          Analyzing Business Requirements

¢          Generating New Revenues

 

Professional Experience

 

Company 1- New York, NY                                                                                                  2001 - Present

District Sales Manager and Channel Partner Development

 

 

Scope of responsibility included assisting in the development of the western regional sales plan and providing guidance for district sales managers to achieve their individual goals.  Identifying initiatives suited for B2B and B2C J2EE compliant E-Commerce technology fit. Delivering strong executive level presentations that address specific enterprise business requirements across multiple sales channels utilizing e-commerce technology, business intelligence tools, java development tools, and WebMethods integration tools.

 

¢          Experienced with presenting multi-modal enterprise solutions across International regions, concentrating on developing supply chain efficiencies that translate to cost improvement.

¢          Delivering advanced technical presentations that a non-technical executive can understand in order to appreciate the value added proposition being offered.

o          InterWorld shut down operations within my first 90 days

 

company 2 - Minneapolis, MN                                                                                                          9-2000 - 3 - 2001

Regional Sales Manager - Western Region

 

Calling on CFO, controller, Analyst, IT Manager, and other executive decision makers selling Business Intelligence (BI) OLAP technology, relational database technologies, enterprise wide solutions for budgeting, forecasting, ePlanning, and eReporting. Positioning sales for enterprise wide implementations through direct customer contact or working with partners such as Accenture, D&T, and KPMG to strengthen position when required. Working with and coordinating Pre-Sales for first round in depth demonstrations as well as harnessing Proof of Concept low level data. Strong understanding of business process flows as it relates to global enterprise planning and deal structure.

 

¢          Direct participation in consultative sales/pre-sales processes to understand a prospective client's problems and needs, and articulate a vision of the solution addressing high-level requirements, source-data issues, architecture, and phased plan to implement

¢          Ability to drive strategy while ensuring continued tactical progress.

 

 

Company 3                                                                                                                             1-1995 - 8-2000

North American Sales Manager

 

Covering the North American region, calling on C level, and other decision makers in the logistics supply chain execution area. Primarily focused on manufacturing, retail and 3PL industries. Well versed in developing and implementing individual or group sales action plans, positioning enterprise application sales strategies, business plans and budgets. Strategic sales planning for optimal market penetration.

 

Highly experienced in long sales cycles, refined planning and organization skills, informal leadership and team building skills, highly polished consultative sales approach, efficiently researching and developing new prospects, leverage existing contacts at key target accounts, make excellent oral and written presentations, and use superior interpersonal skills to gain acceptance. Closing sales and rapidly achieving deployments. Managed multi cultural supply chain team of professionals spread across multiple countries

 

Experienced selling Enterprise Resource Planning (ERP), Supply Chain Management (SCM), Execution Management (EM), Customer Relationship Management (CRM), Business Intelligence (BI), E-Commerce, EDI, Enterprise Application Integration (EAI), Electro Mechanical Applications (EMA), and Logistics Consulting Services (LCS) to private and government sectors. Additional experience in forming global channel partner relationships to facilitate turn key solution selling

 

¢          2000 Quota of 13.2 Mil Operations ceased

¢          1999 Quota of 5.6 Mil - Finished at 136% of quota

¢          1998 Quota of 4.9 Mil - Finished at 127% of quota

¢          1997 Quota of 4.2 Mil - Finished at 157% of quota

¢          1996 Quota of 3.1 Mil - Finished at 149% of quota

¢          1995 Quota of 2.4 Mil - Finished at 138% of quota

 

 

 

CCC Information Services                                                                                                    1-1994 - 1-1995

Territory sales manager

 

Delivering advanced software, communications systems, Internet and wireless-enabled technology solutions to the automotive claims and collision repair industries. Technology-based products and services that optimize efficiency throughout the entire claims management supply chain and facilitate communications. Selling with an analytical approach to rebuild customer confidence, deliver quality services, while introducing a new line of estimating, digital imaging, and time management products.

 

Genuine Parts Company                                                                                                       2-1992 - 12-1993

National accounts sales manager

 

$12.1 Million in sales and a 47% increase in new business at 161% of quota. Developing and delivering presentations structured towards new store development and implementing national account sales strategies. Support and provide sales training for seven outside sales representatives, provide program information and direction, building new business for sixty-three store locations in California and Nevada. Comfortable calling on executive level management to develop mutual business plans and form strategic alliances.

 

3M Companies Automotive Trades Division                                                                                   1986-1992

Territory sales manager

 

$3.8 Million in annual sales with 120%+ consistent increase in quota achievement. Master of pull through distribution, mutual business plan development, competitive analysis and information gathering, sales training for multiple alliance partners, provide strategic direction for warehouse distribution, provided annual ROI analysis, managed supply chain distribution from manufacturing, through distribution, and down to the end user.

 

Created and implemented a very successful sales and product information course for one of the largest clients in the country.

Successfully converted some of the most competitive distribution channels by converting there most loyal client base.

 

Education & Military Experience

AA Columbia Basin College 1982 - Pasco, Washington

 

United States Army, 2nd Armored divisions combat operations 1982-1985

Lead, supervise and serve as member of M1/M1A1 armor unit in offensive and defensive combat operations. Twice awarded the US Army certificate of achievement for outstanding service.

 


 

Resume #6

 

PROFESSIONAL SUMMARY

 

Proven sales and management experience in complex selling environments requiring expertise in web based enterprise wide solutions including ERP, CRM, APS, SCM, Business Modeling and on line Knowledge Based systems. A high level contributor in developing long term business relationships with global strategic accounts. Over twenty years of experience selling integrated enterprise wide manufacturing, supply chain management, material management, and financial and human resources business solutions.

Consistently a top performer in management and sales positions.

 

EXPERIENCE

2002 to Date  Company 1, Inc. leading supplier of Supply Chain Performance Management solutions. 

Director, Sales responsible for worldwide sales, partners and resellers relationships and development of direct sales team.

                            Quota:                    $5,000,000

                            Accomplishments:   Signed Reseller agreement with leading EDW supplier.  Partnerships established with EDS, CGEY and Carlile.  Worldwide Pipeline in excess of $20,000,000.

                            Clients:                   Ford Motor Company, Motorola, Alpina, and BTC

                       

2000 to 2002   company 2. a provider of collaborative SCM and APS solutions. 

Regional Manager, High Tech & Semi-con chartered with developing and managing strategic sales teams to insure success in these vertical markets.

    Quota:                    $3,000,000

                Accomplishments:  In less than six months, Pipeline of over $12,000,000.

$3,500,000 forecast business for 4th quarter.

                Clients:                   Sharp, Philips Components, Xilog

 

1999 to 2000   Oracle Corporation, Regional Application Manager responsible for the SellingPoint.com product and its integration into all Oracle 11i Applications including CRM and ERP offerings.  Provide application expertise along with sales strategy and support for Oracle's Majors and Industrial Sales teams, consisting of five Regional VP and over forty Account Managers.

    Quota:                    $1,400,000 FY00, $4,400,000 FY01

                Accomplishments:  140% FY00, $1,000,000 1st quarter FY01

                Clients:                    LSI Logic, Kinetics, Hitachi Data Systems, Agilent

 

1997 to 1999   company 3. 'to Order' ERP provider, specializing in complex engineering clients.  As Western Regional Sales Manager hired and developed the sales team, including pre-sales, new sales and install based teams to insure customer satisfaction. Developed sales strategy for the introduction of Visibility's e-vision for their web collaboration offering.  Implemented Strategic & Solution Selling Techniques for the Western Region.

'           Reorganized Western Regional Sales Force

'           Sold first Web enabled product.

'           Developed Partnerships for Third Party integration.

    Quota:                    $7,000,000 Regional (5 sales, 2 pre-sales)

$1,400,000 Individual

                Accomplishments:  120% 1st year Regional, 185% 1st year Individual

                                                95% 2nd year Regional, 105% 2nd year Individual

                Clients:                   Pratt & Whitney, GE, Precision Cast Parts

 

1995 to 1997   company 4, Inc. the leading supplier of Enterprise Process Manufacturing ERP solutions to the mid-range market. CPG Vertical Sales Manager developed and implemented marketing and sales strategies for the Western United States.  Successfully lead implementation of first knowledge based (Ross On line Knowledge) and business modeling solution (Strategic Application Modeler) with Big Five consulting firm. Developed relationships with third party partners for hardware and integration services.

'           Top Sales Person Western Region.

'           Exceed quota within first six months.

'           Total first year's software license sales in excess of $ 2 million.

'           Total contract value for first year in excess of $ 5 million

`               Quota:                    $1,250,000

    Accomplishments:  $2,100,000 1st year, $1,900,000 2nd year, 50% quota in 1st quarter last year.

                Clients:                   Litehouse Foods, Ventura Foods, Custom Food Products

 

1992 to 1995   company 5 A leading supplier of Process Manufacturing Software (MES/ERP) solutions. General Manager for CFM-SF, a $20 Million per year Reseller and Distributor for ABB Automation.  Responsible for P&L operations of a 16 person sales office including outside and inside sales personnel and system engineering and integration services. (1994 -1995)

    Quota:                    $10,000,000

    Accomplishments:  Exceed business plan by 200% to $20,000,000, with 16 direct reports.

                Clients:                   PG&E, Flextronics, Intel

Sr. Executive Sales Engineer ABB Automation. 

Negotiated and managed the strategic alliance with Pacific Gas and Electric Company. Included interfacing at the executive management and operational management levels within PG&E organization. Negotiated the first integration of the MES offering with PG&E SAP initiative.  Other key Accounts included all major Architectural and Engineering firms in Northern California.

'           Accounted in over $3 million in sales every year.

'           Exceeded $5 million in sales in 1993.

                                        

1990 to 1992   California Sonoran Industries President

Founded and Managed the Manufacturers' Representative firm.

'           Exceed $1,600,000 in sales in first year of operation.

 

1986 to 1990   Computrol Western Regional Manager

'           Increased sales by over 50% of previous sales performance.

'           Introduced new products for MAP/TOP standard computer networks

 

1984 to 1986   August Systems, Inc. Western Area Manager

'           Accounted for over 60% of the Company's total sales in 1985.

 

1977 to 1984 The Foxboro Co. Bechtel National Account Manager (1981-1984)

                        Established sales team and strategies for the Bechtel Account nationwide.

'           Closed largest single order in history of company. ($35,000,000)

Branch Manager-Denver Office (1980 to 1981)

'           Operational management of six person sales office.

'           Increased sales 4 times previous top yearly sales of branch office.

Account Representative-San Francisco Office (1977-1980)

'           Top Sales Representative for 3 consecutive years.

'           Sold first automated blending system to major consumer products company.

 

1974 to 1977   Bechtel Power Corporation Piping Engineer, Susquehanna NGS Project

 

1973 to 1974   Gulf Oil and Texaco, Inc. Third Assistant Engineer

Operated and maintained the propulsion and power plant on a 38,900 DWT Tanker.

 

EDUCATION

                        MBA, 1980, St. Mary's College

'           Emphasis in Marketing and International Business

B.S. in Marine Engineering, 1973, California Maritime Academy

'           Honors included Dean's List throughout attendance and Midshipman First Assistant of the Corps of Midshipmen.

 


 

 

VP candidate’s resume (incomplete resume) the candidate now runs the East for large mfg. Software Company (1 billion in size).  This position is not on the resume

 

Experience:

 

Company 1

 

3/01 – Present                                    Vice President Eastern Region Sales

 

*          Eastern Region VP Sales responsible for selling strategic accounts and building Team

*          Sold 2 new SCEM license deals and have an additional 3 in pipeline

*          Have hired a team to sell/manage the eastern half of the US.

 

 

Company 2

 

1/95 – 11/00                            Vice President QAD Medical Sales Vertical

 

*          Global Sales VP/Director for QAD Medical Sales Unit

*          Responsibilities include full P&L management and a 45mm Sales Goal

*          1998 Managed Team to 175% Revenue Growth over prior Year – 11mm Profit

*          1997 Managed Team to 200% Revenue Growth over prior year

*          1996 Managed the creation of Vertical Sales Model, Product Marketing through Sales

 

 

1/92 – 1/95                              Process Team Account Manager

 

*          Account management of J&J, St Jude Medical, and Ohmeda Medical worldwide

*          Sold 4.2mm on a 1.5mm Quota – President’s Club Winner, Rookie of Year

*          Biggest Check Winner, and #1 Achiever for company

 

company 3

 

1/83 – 1/92      Manager Production Planning & Purchasing

 

*          Managed MRP-II Implementation’s at several J&J divisions including (Cordis, Janssen Pharmaceutical, and McNeil Consumer Products) as part of the J&J Paratrooper team.

Responsible for evaluating, selecting, and implementing several packages including AMAPS,

4th Shift, and PRMS, QAD.

 

 

Education/Personal:

 

9/79 – 5/82      Temple University Business Administration

5/85 – 9/85      Duke Fuqua School of Business - World Class Manufacturing

7/98 – 8/98      Rensselear Learning Institute – Strategic Leadership Education

 

 

Wife and two children. Love to play golf, and spend time with my family.

Member Philadelphia Pharmaceutical Forum, Parenteral Drug Association, Medical Device Manufacturers

APICS Member since 1982.