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Objective

To use my successful sales management experience, strategic account development skills, motivational style and a disciplined performance based management approach to exceed annual revenue and profit targets.

Experience

9-2007 - Present
Metavante Corporation, Milwaukee, WI
Senior Sales Executive

• Responsible for selling e-Payment software solutions to Fortune 2000 accounts on the East Coast. This is a new business development (hunter) position.
• Implemented a new business development prospecting program that incorporated direct mail, cold calls and personal visits. This resulted in substantial net new revenue for Metavante.
• 2008 YTD activity targets on track for Presidents Club.

3-2003 - 9-2007
GMC Software Technology, Boston, MA
VP US Sales

• Responsible for recruiting, hiring and training a team of Regional Sales Managers to sell enterprise wide document management software solutions. This team was responsible for more than 50% of world wide revenue.
• Developed a sales process that focused prospecting efforts on core markets. This resulted in the team exceeding plan in 2005 and 2006.
• Implemented a formalized sales cycle tracking program that allowed the sales team to better track and close major opportunities. This resulted in 100% of all tenured RSMs achieving President's Club in 2005 and 2006.

Regional Sales Manager

• Implemented a disciplined, consistent prospecting program that created significant new business revenue and accounts in 2003.
• Established a "current customer" oriented new business program that generated substantial new business from the base as well as successfully beating numerous competitive threats
• 2003 performance was 188% of plan, #1 RSM in the World.

11-2001 to 10-2002
Reliaty Inc., Amherst, NH
National Sales Manager

• Responsible for recruiting, hiring and training a sales team with National coverage to sell retrieval and backup software to enterprise accounts.
• Exceeded all corporate revenue targets.
• Company was sold to Oracle

10-1998 - 9-2001
Ikon Document Services, Waltham, MA
Sales Manager

• Responsible for recruiting, hiring and training 2 teams to sell document solutions to Fortune 2000 accounts in New England. The Team produced the 2nd highest revenue among 33 locations in the US.
• Implemented a cross-discipline strategy program to work with other major account teams in New England which resulted in closing a number of significant opportunities for Ikon.
  DMS group was closed by Ikon.

05 -1977 to 11-1995
Xerox Corp, Boston, MA
Region Sales Manager

• Recruited, hired and trained 3 sales teams consisting of 3 sales managers, 35 Sales and Systems Engineering professionals to sell Outsourcing Services. 33 consecutive months over 100% of plan. In excess of 300% growth over 3 years. Achieved Multiple Presidents' Clubs.

Major Account Sales Manager

• Responsible for managing the Major Account Sales Team in New England selling enterprise wide document management solutions.
• Team achieved #1 ranking in the Northeast Region out of 22 teams. Achieved President's Club.

Sales Manager

• Took over the 58th rated team out of 63 teams nationally. In 18 months the team achieved a top 10 ranking, multiple Presidents' Club winners and the 4th highest revenue total in the US.
• Implemented an activities tracking process that focused the team on core prospects. Monitored monthly progress through field travel, monthly objectives setting sessions and recognition programs. Achieved President's Club.

Sales Training Specialist/Curriculum Developer

• Trained new and tenured reps for Xerox Business Services.
• Project Manager for the implementation of SPIN to 450 Sales and Management personnel.

Sales Representative

• Increased Revenue 250% in a 2 year period through implementation of a disciplined prospecting program focused on major account development.

Education

St Anselm College
Manchester, NH
BA History/Education

Skills/Certifications

• Train the Trainer
• Negotiation Skills
• SPIN
• Major Account Development