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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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