Sep 5, 2007
BRUCE GOINS
6976 Rosebury Ct SW
Ocean Isle Beach, NC 28469
(910)575-0375 (home) (919) 302-0082 (cell)
goinsbg@aol.com
OBJECTIVE
Senior level sales; sales management position that offers an opportunity for me to share my experience, knowledge and problem solving skills with a company that requires a strategically focused, high-energy professional who is motivated by challenge.
QUALIFICATIONS SUMMARY
Consistently ranked at top of peer groups for sales and sales management excellence and performance. Intimate with the factors and strategies that stimulate sales growth. An experienced senior level sales manager. Proven abilities in account development strategies, sales training and support, and leadership of top-producing sales teams. Accomplishments and abilities include:
|
· Solid Record of Achievement
· Strategic and Tactical Business Planning
· Mid and High tier Sales Management
· Key Customer Development
· Selection, Development and Retention of Highly Productive Sales Teams |
· Passion for Providing “Solutions”
· Growing Market Share
· New Product Roll Out
· New Market Development
· E-Commerce Business Development
· Customer Relationship Management
· Competitive Analysis
· Financial Business Analysis |
SELECTED ACCOMPLISHMENTS
- Provided necessary leadership during numerous corporate transition periods.
- Direct involvement in over $300M of solution sales from local/region level.
- Recipient of numerous professional awards.
- Selection for various high level special projects.
PROFESSIONAL EXPERIENCE
Pitney Bowes Document Messaging Technologies
http://www.pb.com/cgi-bin/pb.dll/jsp/Home.do
Southeast Region Business Director 2004 - 2006
- Led region to individual account sales growth for 6 consecutive quarters
- Overall region growth exceeded 12% over two year period
- Attained company target goals 8 consecutive quarters
- Competitive displacement/penetration rate exceeded 40%
- Direct interaction with key customers
Surchin Advanced Mailing Technologies 2003 – 2004
http://www.surchin.com/index.html
Vice President of Sales
- Design and implement sales and marketing strategy for growth
- Interaction with key customers
- Provide strategic direction to sales team
- Directly responsible for largest growth year in company history
Bell & Howell 1976 – 2003
Bell & Howell http://www.bowebellhowell.com/ merged with Böwe Systec and is a leading provider of mail and finishing solutions.
Executive Director of Sales, Northeast Region 2002 – 2003
- Right-sized and reorganized the Northeast sales region, which resulted in highest NE Region quota achievement in 4 years.
- Only Region to achieve every assigned target in 2002 and increased total bookings by almost 30% over any of the previous 4 years. Met day-to-day/year-to-year operational and sales and service objectives.
- Initiated and implemented strategy resulting in $22M in total sales revenue in 2002
- Decreased total cost of sales by initiating sensible budgetary controls
Regional Sales Manager, Eastern Region 2001 – 2002
- Successfully managed the largest individual (16 account managers) sales team in the company during another corporate transition period.
- Developed and Implemented Sales Strategy model for key vertical markets, including: Telecom, Banking, Brokerage, Utility and State Government
- Developed and Implemented “Strategic Selling” training to educate sales teams.
Regional Sales Manager, Southeast Region 1999 – 2001
- Managed Southeast Region territory during multiple corporate transition periods
- Regional Sales Manager of the Year for software sales
- Developed and implemented low cost “night school” training concept for field sales organization.
Sorting Systems Manager, Northeast Region 1996 – 1999
- Sorting sales manager for the Northern Region Sales Territory, consisting of 18 account managers.
- Met or exceeded quota each year.
- Developed and implemented new sales strategies for mail sorting business line that resulted in 60% increase in total sales over a 30 month period.
- Developed low cost training modules still in use today.
Account Manager 1976 – 1995
- Attained or surpassed quotas that were among the largest in the country for 14 of 18 years.
- Developed Strategic Account Profiling methods and tools that are still being utilized today.
- Two-time Account Manager of the year.
Professional Education Courses include:
- Various AMA course certificates
- Certified Instructor for:
- Miller-Heiman: “New Strategic Selling”
- Holden Sales Leadership
- Solutions Selling
- Advanced Negotiating Skills
- Advanced Presentation Skills
Military
United States Marine Corp Non-commissioned Officer –Combat decorated - Honorable discharge