Occupation:Sales Manager |
Location:Suwanee, GA |
Education Level:Some College Units Completed |
Will Relocate:YES |
Description
QUALIFICATION SUMMARY * Senior Sales Management * Consultative Selling * Account Development/Management * P&L Responsibility * Market Development * Strategic Planning * Hiring and Team Building * Sales Training * Entrepreneurship * Contract Negotiation * Operations Development * Implementation Management * Resource Management * Business Planning * Experienced Public Speaker XOGENT - Atlanta, GA 2016 - Present XOGENT is a provider of IT Management Services, Outsourcing, Co-Sourcing, solving business infrastructure problems and helping clients grow their business and cut costs. Services include Help desk support, private cloud infrastructure, security & encryption, software management, local & cloud backups, vendor management, document management, mobile access, and reporting. Vice President of Sales & Marketing * Direct and oversee the company sales & marketing functions to identify and develop new customers for products and services. * Research and develop strategies and plans which identify marketing opportunities, direct marketing, and new project development. * Analyze and evaluate the effectiveness of sales, methods, costs, and results. * Develop and manage sales and marketing budgets, and oversee the development and management of internal operating budgets. * Directly manage major and critical developing client accounts, and coordinate the management of all other accounts. * Supervise the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs. * Recommend and administer policies and procedures to enhance operations. * Establish and implement short - and long-range departmental goals, objectives, policies, and operating procedures. Summary: 16 years in direct sales and sales management with increasingly complex roles and responsibilities Strategic Accounts Manager (2003 - 2005) Reported to the Director of Georgia Commercial Sales and Service Operations, responsible for market growth and overall management of the $10 million AFLAC and Synovus/TSYS accounts. * Developed and executed sales, customer service and technical strategies that delivered $3 million new committed revenue growth over a two year period for Voice, IP and Net-Conferencing services. * Developed C-level client relationships with regular reviews of service, strategic planning and emerging technologies. * Negotiated pricing, terms and conditions of renewal contracts term valued at over $10 million. * Functionally supervised a team of six (sales, customer service, implementation, technical design and technical ops) who support two of MCI's largest Georgia based corporate accounts. * Displaced AT&T services at AFLAC with 90% exclusivity contractual commitment. * Exceeded sales goals and ranked in the top 10% regionally each year. Business Development Manager (2000 - 2002) Responsible for all large regional RFP responses, contract negotiation, strategic planning, account retention and strategic sales training. * Initiated and established "SWAT" team approach for all large competitive opportunities, managed sales teams and company resources for critical "must win" situations. Resulted in winning a share of all deals engaged, including WebMD, Quintiles Transnational, Wachovia, SunTrust, Lowe's, AFLAC and Home Depot. * Implemented an executive stewardship program designed to retain customers during WorldCom bankruptcy resulting in 100% account retention. * Authored a sales training program designed to engage and encourage more meaningful dialogue with C-level customer executives. Program expanded nationally and is still in use today. Data Accounts Executive (1989 - 2000) Responsible for new account acquisition and data product sales, managed a $4 million annual revenue account base. * Penetrated multiple business units and executive levels within new and existing accounts, designed and sold integrated data solutions for mission critical applications. * Front line responsibility for all pre - and post-sales activities. * Generated over 40 new accounts since 1991. * Consistent sales quota over-achievement, exceeded 200% six years consecutively, President's Club winner
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