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| Business Development Manager | | | Ref. Number: | CRM11453 | | |
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| Personal Information |
| Personal Profile: | | A successful career including: regional sales management, regional operations management, national account sales, and Marketplace, Regional, and Corporate leadership positions. I would like to obtain a Region VP or Director position. The combination of sales and operations experiences prepares me for this role through expertise in: employee leadership, management of sales, operations, and HR, budgeting & forecasting, sales strategies, P&L management, and sales processes. | |
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| Current Position |
| Current Job Title: | Business Development Manager |
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| Current Salary: | >100,000 $ |
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| Preferred Position |
| Preferred Job: | Director/RVP of Sales |
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| Preferred Salary: | >100,000 $ |
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| Education | EDUCATION
Master of Arts, Communication – Western Kentucky University, Bowling Green, KY
Bachelor of Arts, Corporate and Organizational Communication – Western Kentucky University, Bowling Green, KY | |
| Working Experience | PROFESSIONAL EXPERIENCE
December 2005 - Current Jefferson Wells –
Business Development Manager
•Overview - Responsible for selling accounting, internal audit, tax, and technology risk management consulting services to Fortune 1000 customers, including: P&G, Cardinal Health, Limited Brands, Nationwide Insurance, and Lexmark.
•Achievements – Developed account plans to identify all potential customers in an organization - expanded from single points of contact to multiple points of contact in all clients. Expanded customer base from single service line to multi service line customers. Implemented strategies that span from C-suite through S/E-VP, VP, and Director Suites. Created a “customer trend focus” with the local Director and Professional team. The “trend focus” identifies industry, peer, and regulatory needs of clients which in turn guides prospecting and service offering development.
•Results – In a territory that never produced more than $750k, achieved $2.2m in sales versus a $1.25m quota in 2006. Earned “Pro Club” honors. 2007 revenue grew to $2.54m.
April 2005 - Dec 2005 Equifax Business Solutions – National Account Manager – OH, MI, IN, KY
•Overview – Sell and market Equifax Business Solution Products to regional and national customers in Ohio, Michigan, Kentucky, and Indiana. 100% hunting position working with Fortune 500 companies and all size banks.
•Achievements - Created the go-to-market territory plan for a start-up division of Equifax. Identified the depth of the potential customer base and the competitive landscape. Implemented a prospecting plan to establish an Equifax presence in the market.
July 1997 - April 2005 IKON Office Solutions –
Director, Strategic Account Sales –
•Overview - Lead the Major and National account sale team in The Ohio Marketplace which consisted of 10 Senior Sales Executives and 3 Sales Analysts. Fiscal 2005 goals included $13.8 million in solutions/outsourcing sales, $1.2 million in services/software sales, and $12.0 million in technology/hardware sales.
•Achievements – Redesigned and implemented four major processes: territory structures, quota assignments, team and rep development, and review processes. Redesigned the team’s territory structure to achieve optimal territory size, account coverage, and account make up. Ensured that all territories would achieve the goals of all the reps, team, and marketplace. Implemented a territory review process that accurately measured market and customer penetration, critical activities, pipeline, and sales results. Reallocated team quotas to ensure targets would achieve rep, team, and Marketplace goals. Ensured quotas were equitable to the size of the territory and the mix of existing and non-user customers. Designed and delivered individual and team development activities based on assessed team and individual rep sales and industry skill strengths and gaps.
•Results - Fiscal 2004 - Exceeded equipment sales revenue goals, 125% of plan. Achieved “Top 5” IKON marketplaces for services and equipment sales. Fiscal 2003 – Achieved 98% of equipment sales revenue goals after refocusing a sales team that finished 2002 with less than 85% results. Achieved “Top 10” IKON marketplace.
National Account Manager – Central Region (2002, 2003)
•Overview - One of five IKON Corporate National Account Managers. NAMs maintain multi-business line selling responsibilities and annual net new business quotas of $8 million. Responsible for developing and managing IKON’s selling strategies for customers with at least $2.5 million per year of spending.
•Achievements – As a member of the Central Region staff, created the 2002 and 2003 Region national account marketing plans, including: targeted revenue, targeted accounts, market penetration, competitive landscape, and SWOT. Implemented the National Account sales model in 11 Central Region Marketplaces including training local reps on tools, processes, resources, and strategies
•Results - Fiscal 2002 – Exceeded new business expectations of $5m. Developed new business with Union Pacific, Catholic Health Initiatives, National City, Ethicon Endo-Surgery, Shook Hardy, and Anthem
Director of Sales – Ohio Marketplace (2001)
•Overview – Lead a team of 6 hunter sales representatives, 2 farmer sales representatives, and 2 new business analysts in business process outsourcing sales for the Columbus-Dayton-Cincinnati Marketplace. Key activities included: support C-level prospecting, strategic development of proposals, solution pricing approval, and negotiation of contracts, and human resource and financial management.
•Achievements – In the first three months, recruited, hired, and trained 4 reps and 1 analyst. Developed skill and industry training to address assessed gaps and weaknesses. Developed rep territory structure and equitable quotas. Developed and implemented reporting mechanisms that measured activities, results, and pipeline.
•Results - Earned “Circle of Excellence honors with 103% of plan. Responsible for a fiscal 2001 sales goal of $14 million in existing business and $13.5 million in new business.
Strategic Account Executive – Ohio Marketplace (1998, 1999, 2000)
•Overview – Selling business process outsourcing (BPO) services to new customers in Columbus, OH. Key activities include: C-level prospecting/consultative selling, extensive customer analyses, proposal development, proposal presentation, solution pricing, overcoming competitive pressures and customer objections, contract negotiation, and maintaining pre & post implementation customer relationship.
•Achievements – Fiscal 2000, earned “Circle of Excellence” and recognized as a top 5 sales professional at 240% of plan; contracts exceeded $9 million. Fiscal 1999 earned “President’s Club” honors and recognized as a top 10 sales professional at 114% of plan; contracts exceeded $4 million. Fiscal 1998 earned “President’s Club” honors and recognized as a top 20 sales professional at 105% of plan; contracts exceeded 3.7 million.
April 1993 - July 1997 Pitney Bowes Management Services - Regional Account Manager
•Overview – Region Manager leading 10 on-site BPO locations that consisted of 50+ employees in two states and four cities. Managed $2.5m in annual revenue, total contract value in excess of $10 million. Maintain senior level relationships with customers to ensure their continuous satisfaction with PBMS. Responsible for all operational, human resources, and financial aspects of selected accounts
•Achievements – Develop customer reporting tools (productivity, expenses, and efficiency), Develop new site implementation requirements, project manage new customer implementations, analyze potential customer operations and approve profitable financial models.
•Results – Exceeded revenue, profit, account retention, and employee retention goals for fiscal years 1995, 1996, and 1997 - Exceeded revenue and profit budgets seven consecutive quarters (4Q – 1995 through 2Q –1997). | |
| Other Skills | LEADERSHIP HIGHLIGHTS
•Lead regional operations teams up to 50+ employees in 2 states and 4 cities and 11 locations.
•Managed budgeting and P&L’s of $13m+. Forecasting, pipeline, and quota development in of $25m+
•Developed and implemented successful processes for both sales and operations
•Implemented the national account sales initiative in the Central Region which encompassed11 states
•Overachieved operations targets 1997, 1996, 1995, 1994, 1991, 1990
SALES HIGHLIGHTS
•Lead marketplace sales teams consisting of 10 senior reps, 3 analysts and $25m+ in annual quota.
•Developed sales territories and quota structures to achieve optimal coverage and equitable opportunities
•Selected, hired, and trained achieving sales professionals. Created team and individual devel. plans
•Developed sales reporting processes that accurately measure market penetration, pipeline, and results
•Overachieved: 2006, 2004, 2002, 2001, 2000, 1999, 1998 |
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