Resume - Sales Management Executive providing leadership in hiring, directing, and motiva...

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Resume #29774

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Sales / Marketing Executive

PROFILE:
* Comprehensive leadership experience in all aspects of new business development, start-up operations and strategic planning in high growth industrial and measurement control industries.
* Results-driven background in aggressive sales initiatives, target marketing, vendor relations and C-level executive contact, including full management of P&L and budgeting functions.
* Solid hands-on expertise in contract negotiations, pricing structures, distribution and divisional operations; highly skilled in building field sales forces, developing channel networks, monitoring channel activity, and strategic global account management.
* Proven expertise in complex selling environments that focus on identifying customer's business problems and executing on winning solutions.

EMPLOYMENT:
McCabe & Associates, Warwick, RI. 2004-5/2005
Senior Account Executive
Recruited by and reported to the CEO of this leading provider of mission critical Software Quality Management and Configuration Management solutions utilizing software metrics to identify, measure, and report on the quality and complexity of source code at the application and enterprise level.

* Global responsibility driving sales for this $8 million leading edge software firm selling to telecommunication, commercial, finance, defense, and healthcare industries.
* Successfully closed several highly profitable long-term deals with fortune 1000 accounts totaling $1.5 million in revenue through strategic consultative selling techniques.
* Formulated creative business solutions based on complex negotiations at the "C" level.

POS Technologies, Mansfield, MA 2002-2004
Vice President - Sales
Responsible for all aspects of sales and new business development for this $3 million start-up firm, providing cutting-edge, PC-based hardware and software solutions for point-of-sale activity.

*Succeeded in increasing sales from $25,000 to $3 million, despite strong competition from IBM, NCR and Micros.
* Grew - and continued to manage - a personal account base of $500,000, while concurrently building a direct/indirect sales team.
* Achieved an additional 30% improvement in overall sales with highly aggressive advertising and marketing strategies.

NetTest, Andover, MA 2000-2002
Vice President - Sales
Drove top line revenue and bottom line profits for the $40 million US division of this European company. Recruited, trained, motivated and supervised 13 direct reports and the activity of 21 company certified channel partners for this leading global designer, manufacturer and systems integrator of advanced test & measurement products and professional services.

* Expanded annual sales by 30% in the first year and turned around the low-performing indirect channel business, resulting in $5 million in new sales.
* Improved close ratio by 45% and gross profit margins by 20%.
* Introduced superior training programs for account managers across eleven business units, which enhanced morale and solution-selling techniques.

Continental Resources, Inc., Bedford, MA 1976-2000
Vice President - Sales/Marketing 1988-2000
Responsible for driving sales and leading a highly skilled team of professionals in sales, marketing, contract negotiations and strategic planning for this high-tech company, providing test & measurement products and services, to a diverse clientele. Managed all aspects of P&L and budgeting. Personally established and tracked long-term goals, performance metrics and direct/indirect channel activity.

* Key participant in driving the rapid growth of the firm from $7 million to $425 million in annual sales.
* Dramatically grew a division from $11 million to $42 million, or 382%.
* Turned around and improved overall sales force performance with different approaches, including a revamped compensation program.
* Negotiated and closed mission-critical reseller contracts with strategic channel partners.
* Constructed, negotiated, and managed complex, creative deals involving joint marketing programs, sponsorship, technology development and provision of products and services.

Regional Sales Manager1981-1988
Promoted to build and maintain the company's #1 office, while developing an excellent team to drive sales, marketing and customer service.
Clients included leaders in the industrial, commercial, aerospace and military markets.

* Achieved over 100% of quota and a 35% gross margin year over year. Won a corporate award for the most business closed in a single month.

Senior Account Manager 1976-1981
Primarily sold, marketed and contracted with such Fortune 500 customers as AT&T, GE and Raytheon.

* Ranked as the #1 sales performer in the entire company.
* Won three national sales contests over 30 other field sales representatives.

EDUCATION: Northeastern University, Boston, MA
B.S. Degree in Management
* Also received a Certificate in Marketing

ADDITIONAL INFORMATION:
- Fully familiar with Windows NT, MS Office, SAP, ACT, Salesforce.com, as well as, ONYX and CRM applications to facilitate complete integration and unlimited scalability.
- Solid understanding selling sophisticated enterprise level high technology solutions at the "C" level. Management/Marketing knowledge of computer systems and their value added benefits, including hardware/software (security tools, software development tools, client/servers) operating systems (Windows, UNIX) networking, and IT planning.

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