Resume - National sales & marketing rainmaker; F1500 specialty; top five on every sales t...

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NATIONAL SALES & BUSINESS DEVELOPMENT RAINMAKER & TRAILBLAZER

SUMMARY: Seasoned, street-smart and savvy sales, marketing and business development executive with over many years in national B2B sales and marketing, covering all industries across 50 states; Consistently at the top of any sales team; Track record of taking start-ups and/or underdogs and "putting them on the map;" Innovative, entrepreneurial, and out-of-the-box maven with a penchant for doing the "impossible." Demonstrated ability to sell services/products, specializing in consulting/professional services, including BPO, human capital, financial, and call/contact center services, and services with an IT component. A penchant for the sales hunt!

EXPERIENCE:

The Added Edge, Inc. 9/1995 - Present
Rainmaker, Trailblazer & Coach
A national consulting firm specializing in sales, marketing, human resources, and coaching. Predominant focus: sales and marketing.

- Founded and directed sales and delivery of consulting services.

- Partnered with Alexander & Alexander Consulting to launch their entry into the Fortune 1500 market, selling and providing sales coaching nationally, garnering sales of $2.5 million in the first year.

- Sold and secured business nationally for two mid-sized consulting firm partners with Fortune 1500 firms including: Allstate, American National Can Company, Caterpillar, Inc., Cendant Corporation, City of St. Paul, Deluxe Corporation, Norwest Corporation, Safeway, Inc., US Bank System, and Zenith Electronics Corporation.

- Overhauled and streamlined the proposal and sales process at Alexander & Alexander Consulting.

- Designed sales training and trained the sales team at Alexander & Alexander Consulting on "Big-Ticket Relationship Sales."

- Developed and presented sales motivation and strategic visioning sessions for Robert Half International and the March of Dimes Foundation.

- Conducted national focus group recruiting campaign for American Airlines.

- Planned and presented products/services at international and national trade shows.

- Researched, streamlined and authored new policy guides for Metris Companies, Inc.

- Consulted with executives and their staffs, orchestrating a key organizational initiative at Northwest Aerospace Training Corporation.

- Administered surveys and conducted related feedback and action-planning sessions.

- Designed and conducted workshops and presentations at numerous organizations.

- Devised, authored and edited national newsletter featuring articles by industry leaders.

- Conducted focus groups at Donaldson, Lufkin & Jenrette, Inc.

- Reviewed website content for proper brand imaging, marketing layout and presentation.

- Partnered with Clark Consulting to help expand their footprint in the Fortune 1500 market, selling and providing sales coaching nationally, across all industry verticals.

IBM ¨C WFS Workforce Solutions 6/1993 - 6/1995
Senior Business Development Consultant
A 1000-person start-up consulting firm. Predominant focus: sales.

- Lead the overhaul and re-launch of a failed start-up, from a marketing and sales standpoint.

- Overhauled and implemented nine annual marketing plans, positioning a new business re-launch.

- Achieved top sales rank.

- Executed national sales of consulting services and products, including BPO and contact/call center services, to executives in the Fortune 1500, securing sales of $800K in the first year and generating three multi-million deals with Fortune 500 companies in year two.

- Secured business with Fortune 1500 companies including: Abbott Labs, Allstate, Ameritech, Budget Rent A Car, NRG Energy, U.S. West Communications and Zenith Electronics Corporation.

- Proactively pursued and landed alliance with Proskauer Rose, LLP.

- Created and conducted "Thinking BIG" sales training for 400 IBM executives and consultants.

- Conducted market research, product readiness assessments, and restructured service offerings and pricing for nine business units.

- Planned and conducted extensive interviews with service unit executives, focusing marketing direction and strategizing execution of tactical plans.

- Defined strategy and tactics, including market segmentation, competitive analyses and pricing analyses.

- Redirected marketing and sales strategies, increasing sales revenue and market share.

- Overhauled and streamlined the sales proposals in collaboration with Proposal Center.

- Advised IBM's advertising and public relations firms on market requirements for a new business, and reviewed promotional copy for market applicability.

- Developed and implemented promotional plans, including advertising, public relations and direct mail campaigns.

- Designed and wrote product fulfillment and collateral pieces.

- Planned and presented products/services at international and national trade shows.

- Restructured service and product pricing, and forecasted revenue for nine service units.

- Advised nine different service units on client needs to create winning client solutions.

- Received a Special Achievement Award for exemplary commitment to the development of a new business.

Stanard & Associates, Inc. 11/1990 - 12/1992
VP, Client Relations
A small national consulting firm. Predominant focus: sales.

- Pioneered national sales efforts, significantly enhancing its reputation across numerous industries and securing Fortune 1500 client accounts.

- Prospected, cold-called, and conducted personal meetings with senior executives in national targeted Fortune 1500 companies, expanding prospect database by 1000% at national consulting firm.

- Secured business nationally with Fortune 1500 companies including: Allied Van Lines, Allstate, Budget Rent A Car, Cargill, Carlson Companies, Ford Motor Company, Northwest Airlines, and U.S. West Communications.

- Organized and conducted seminar series in key cities nationwide.

- Wrote and edited copy for promotional collateral and direct mail pieces.

- Consulted with senior executives in diverse industries on solutions for key initiatives.

- Achieved top sales rank.

National Computer Systems, Inc. 11/1988 - 11/1990
Product Marketing Manager
A start-up unit within a national company. Predominant focus: marketing.

- Sold organizational assessment products and services nationally.

- Created, developed and implemented annual marketing plans, tripling sales in a one-year period.

- Initiated and managed the launching of two new product lines.

- Defined strategy and tactics, including market segmentation, competitive analyses and pricing analyses.

- Initiated and conducted market research, including planning and monitoring focus groups.

- Developed and implemented promotional plans, including advertising, public relations, and direct mail campaigns.

- Achieved front-page "Marketplace" placement in The Wall Street Journal, promoting product author.

- Wrote and edited catalog copy and direct mail pieces.

- Designed and wrote product fulfillment and collateral pieces.

- Formatted and conducted focus groups on product advertising.

- Planned and presented products/services at international and national trade shows.

- Trained telemarketing and customer service personnel on products.

- Initiated and directed new product development and packaging.

- Specified market requirements for new products.

- Conceived, designed and edited the first user's guide for technical product, establishing a prototype for other product lines.

- Restructured and revised product pricing, resulting in higher profit margins.

- Established relationship with new business, resulting in the creation of new product line.

First Bank System ¨C now US Bank System 7/1986 - 11/1988
Human Resources Officer
A national banking corporation.

- Managed and marketed the HR function to four diverse business lines in six geographic locations, including international, encompassing 1000 employees.

- Consulted with executives and employees and provided proactive and just-in-time delivery of HR services and resources, enabling the achievement of business objectives and limiting legal liabilities.

- Provided HR guidance for the effective closing of the New York international office and orchestrated and implemented numerous reductions in staff.

Pillsbury 1/1985 - 7/1986
Personnel Representative
A national food conglomerate.

- Acted as corporate HR manager to 800 employees, handling generalist functional responsibilities.

- Synchronized and implemented downsizing during and after hostile takeover.

The Chase Manhattan Bank ¨C now JP Morgan Chase 7/1982 - 12/1984
Human Resources Officer
An international financial services corporation.

- Provided broad HR management to 1500 management, technical, professional, and operations employees.

- Consulted with and guided executives, exempt and non-exempt employees on employee relations, compensation (including salary planning and administration), benefits, EEO/AA, safety, labor relations, and payroll issues.)

- Performed the role of employee counselor for the grievance-handling arm of employee relations function.

- Planned and executed sourcing, recruiting, interviewing and hiring activities for executives, exempt and non-exempt positions.

- Acted as employment coordinator for 287 branches of Chase Manhattan Bank, including the organization and coordination of community "open houses."

- Implemented the staffing plan for the creation of the electronic banking division.

- Synchronized and executed the downsizing and outplacement of 1500 employees and planned and facilitated the divestiture of a business.

- Provided HR guidance for the effective closing of the New York international office.

- Researched, streamlined and authored the Human Resources Policy Guides.

- Designed and implemented regional employee referral program.

- Created multi-media recruiting presentation.

- Formulated and promoted "Employee Events" program at systems and operations facility.

EDUCATION:

University of WI-Madison 12/1981
Bachelor of Arts: Spanish and Bachelor of Arts: Sociology

SKILLS:

Language: Spanish
Technology: Internet, PC, CRM software, word processing, PowerPoint.

OTHER:

- Awarded prize by Working Woman magazine for essay on time-management strategies.

- Co-created and acted in program for Akaku, Maui Community Television.

- Conceived, authored, and published The Carpe Diem Voice, a daily, international e-newsletter.

- Published poet, lyricist, and article author.
v.6.17.08

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