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National Account Manager Resume
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| Desired Industry: Information Technology |
SpiderID: 2191 |
| Desired Job Location: Phoenix, Arizona |
Date Posted: 3/27/2005 |
| Type of Position: Full-Time Permanent |
Availability Date: 03/25/05 |
| Desired Wage: 100,000 |
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U.S. Work Authorization: Yes |
| Job Level: Management (Manager, Director) |
Willing to Travel: Yes, Less Than 25% |
| Highest Degree Attained: Bachelors |
Willing to Relocate: No |
Objective:
Business Services - E-Business - Outsource Training - Health &
Wellness
Entrepreneurial, results-oriented senior executive experienced in
sales and marketing, business start-up and expansion, sales team
management, and supervision of national accounts and multi-state
territories. Successful at developing and implementing innovative
sales and marketing strategies that increase multiple product
purchases, sales volume, and customer base. Interact effectively with
key decision makers and develop multimillion-dollar territories.
Hands-on, solution-oriented leader, skilled at balancing hard-driving
results with staff development and support. Profit-driven sales
professional with talent for leading cross-functional business teams
to unprecedented levels of productivity, efficiency, and
profitability.
Experience:
PROSOFTTRAINING / COMPUTER PREP - Phoenix, Arizona 1997-2004
Worldwide developer and marketer of 1,000+ IT courseware-training
materials for the instructor-led, self-study, assessment, and
eLearning IT training market. Full line of vendor-neutral IT
certification programs, distributed to individuals, channel partners,
K-12 schools, colleges, commercial training centers, corporations,
and government entities.
Director of Government Business Development (2004)
Appointed to new directorship position to establish Federal agencies
and military branches as new sources of sales revenue for this leader
in the workforce development arena.
Key Accomplishment:
* Built foundation for government business by identifying system
processes and needs, designing marketing and sales strategy plans,
and successfully developing strategic relationships.
Director of Sales (2003-2004)
Managed a team of 15 inside and outside account executives for the
United States, Canada, Mexico, Latin America, Europe, the Middle
East, Africa, Australia, and India with $11 million in revenue and
22,000+ accounts. Directed sales of all IT learning products
including courseware, self-study, and online training materials.
Initiated extensive market research effort to identify buying trends,
key customers, most-popular products, average sale and gross margin
statistics, performance of top accounts, and effectiveness of
marketing campaigns.
Key Accomplishments:
* Improved monthly run-rate sales revenues of top 100 accounts 25%,
by launching a cross-selling marketing campaign.
* Increased sales leads 500% monthly, new customer accounts 100%,
and new customer sales revenues $750,000+ over a six-month period
through creation of an inside telemarketing division.
* Expanded number of customers purchasing multiple training
products 150%.
* Quadrupled responses to marketing strategies and increased
monthly revenue from promotions 20%.
* Raised Convergence Technologies Professional (CTP) certification
courseware sales 300% from previous year by obtaining adoption and
endorsement from major telecommunications manufacturers.
* Increased first week of each month's sales 60% and overall
monthly sales 15% through accurate forecasting and comprehensive
staff training.
Inside Sales and Customer Service Manager (2002-2003)
Set up new inside sales division, converting from an outside sales
model. Recruited, hired, and trained six inside sales representatives
to manage sales territories that included 25 states and 4,000+
accounts. Reduced time of inside sales startup 50% by establishing a
fast-track sales training program focusing on solution-selling
techniques, customer-driven satisfaction, product knowledge, customer
profiling, and customer contact management software.
Key Accomplishments:
* Exceeded annual revenue projections of $3 million within one year
by implementing sales strategy of high-volume daily outbound customer
calls, monthly sales forecasting, and quarterly territory planning.
* Boosted quarter-to-quarter sales $100,000, customer referrals
50%, and new customer growth 25% by implementing customer
appreciation and loyalty programs.
* Improved ratio of top accounts to customer base from 90/10 to
80/20 and elevated year-to-date territory sales revenues 33% through
monthly email campaigns and revitalization of dormant and lost
accounts.
* Improved ROI 35% and increased customer satisfaction 100% while
shortening sales cycle 25% through e-book evaluation and preview
technology.
Western Regional Sales Manager (2000-2002)
Recruited, hired, and managed 10-member team of outside account
managers for states west of the Mississippi River. Responsible for
achieving a quota of $8 million in revenue, and managing 9,000+
accounts in the sales channels of commercial learning centers, K-12
schools, colleges, and corporations.
Key Accomplishments:
* Achieved 95% of total company sales revenues generated for new IT
educational product "Classroom in a Box" by initiating aggressive
marketing and sales strategies, and sales team direction.
* Exceeded Western Regional sales quotas 25% in 2001 and 50% in
2002 by designing internal cutting-edge customer and market sales
reports and training sales reps to use the reports to maximize sales.
* Increased sales-per-representative an average of 30%, and
enhanced new accounts by 20% through in-depth training on CRM
software.
* Generated an average of $150,000 in additional sales revenues
through quarterly product promotions.
Web Conferencing Technology Product Manager (1998-2000)
Led the development, budgeting, marketing, training, and selling of
PREP Vision, a web-based technology for enterprise-wide learning,
conferencing, and sales presentations.
Key Accomplishments:
* Increased web conferencing product sales up to 100% for each of
eight consecutive quarters by educating and training the sales team,
producing marketing strategies and sales presentations, and providing
support as a Subject Matter Expert on web conferencing technologies
and industry.
* Reduced internal marketing costs 50% and cut product sales cycles
25% by developing marketing strategy called Webinars - live online
product presentations and demonstrations.
* Successfully penetrated major corporate market with acquisition
of such clients as Lockheed Martin, AT&T, Xerox, MCI, Bell Atlantic,
and Sayles & Co.
* Recognized as Employee of the Month for sales achievement,
innovation, and extraordinary commitment to departmental and company
goals.
* Earned promotion from Inside Sales Consultant to Product Manager
within one year of joining company.
Commodities Trader - Hudson, New York 1992-1996
Provided portfolio management of personal accounts, traded
commodities and foreign exchange contracts on the Chicago Board of
Trade, and developed trading strategies.
GRAPHICS INTERFACE - New York, New York 1985-1992
Conceptual design and graphic production firm creating visual
storyboards, medical illustrations, business graphics, logos,
brochures, slide presentations, videographics, 3-D modeling, and
custom database programming. Serviced Fortune 500 brokerage,
accounting, advertising, and information technology companies.
President / Managing Partner
Developed the idea and formed the partnership to start a new
computer graphics design and production company. Appointed to the
position of managing day-to-day operations and long-term planning and
investment. Conceptualized and directed marketing promotions,
delivered sales presentations, and managed accounts. Evaluated
computer graphic software and hardware products, approved all capital
expenditures, and managed accounts receivable and payable department.
Education:
NEW YORK INSTITUTE OF TECHNOLOGY - New York, New York
Completed 50% of Master of Arts in Communication Arts
GLASSBORO STATE COLLEGE - Glassboro, New Jersey
Bachelor of Arts in Business Administration (BABA)
Professional Development Training: HTML Web Page Authoring
Public Speaking * Solution Selling Seminars
Skills:
* Strategic Customer Segmentation
* Relationship Management
* Optimized Customer Profitability
* Targeted Selling & Marketing
* Performance Management
* Strategic Application of Customer Knowledge
* Sales Analysis & Forecasting
* Industry Trend Analysis
* Develop & Implement Sales Strategies
* Team Management & Staffing
* Cross-Functional Team Leadership
* Evangelize and Drive Applications
Candidate Contact Information:
| Name: Jerry Mulcahy |
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| Street: |
Phone: 480-570-6038 |
| City: Fountain Hills |
Fax: - |
| State: Arizona |
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| Zip: 85268 |
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| Web Site: |
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