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| Desired Industry: Business/Management |
SpiderID: 30434 |
| Desired Job Location: Houston, Texas |
Date Posted: 11/20/2009 |
| Type of Position: Full-Time Permanent |
Availability Date: immediate |
| Desired Wage: negotiable |
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U.S. Work Authorization: |
| Job Level: Management (Manager, Director) |
Willing to Travel: Yes, More Than 75% |
| Highest Degree Attained: Masters |
Willing to Relocate: Undecided |
Objective:
Award winning sales manager and top sales producer utilizing broad expertise in consultative strategies and territory management to consistently exceed corporate objectives and surpass goals. Skilled in leading successful cross-functional teams, achieving consistent and sustainable increases in revenue, market share, and profitability across a wide range of industries with a proven track record in start ups and large company environments. A demonstrated record of recruiting and building top performing direct sales and inside sales teams, presenting to senior management, and expansion through developing and launching new product to the marketplace. Proven ability to manage key account relationships and complex sales cycles directly or through channel marketing.
Experience:
FuelQuest- ZyTax September 2007 to Present
Zytax, a wholly owned subsidiary of FuelQuest, Inc., is the lead suppler of strategic on-demand software solutions for fuel supply-chain and indirect tax determination/excise motor fuels tax compliance for the global downstream energy, transportation, and government market segments. Processing billions of dollars of motor fuel excise taxes per year, Zytax minimizes the effort required to maintain tax compliance and ensure determination accuracy.
• Director of Sales and Marketing. Driving sales through a mid-management team and sales team with 9 direct inside and outside reports and 3 indirect marketing reports for $10MM annual revenue sales.
o Hands-on responsibility for hiring, training, and motivating sales and marketing staff with first year team growth from 4 to 9 sales executives and $7MM to $10MM sales.
o Developed and executed aggressive integrated business plan cross-departmentally with market penetration strategy resulting in identification and penetration of new verticals for $2.1 mill up-sell.
o As lead in partnering external channel selling and collaborative efforts, increased market presence by 5% through improved external relationships.
o Regularly navigate financial and operational performance P & L issues resulting in 30% + margin on sales.
The Trust Group January 2000 to August 2007
The Trust Group is a privately held portfolio of diverse small businesses focused on sales of a variety of product/service combinations with the goal of expanding sales and presence to national scope resulting in broader market penetration. Mission objective directed expansion sales into industries requiring banking software, industrial tax abatement, medical security, and software automation to reach $7-10MM per business in annual revenues.
• Director of Sales and Sales Operations. As part of an executive management team of 4, I built, expanded, and improved internal and external sales processes across multiple sales and administrative teams and developed sales leadership through modeling and training.
o Hired, organized, and trained sales teams and marketing groups, launched national sales program in first 7 months of start up generating $11MM in sales revenue.
o Established accountability systems, designed workflow, created and implemented business plans growing account ledger from 20+ clients to over 250 clients in first 9 months.
o For purpose of modeling a hiring profile I performed position as National Sales Representative and National Accounts Manager exceeding $1.1 million personal sales for first year.
o Structured channel markets, territory assignments, and product alignments for team of 70 inside and outside sales and sales fulfillment staff.
o Profiled and hired full time Sales Director and handed off fully structured sales team and operations along with positive P&L and mature budget.
LexisNexis/ Matthew Bender October 1987 to December 1999
LexisNexis is a leading provider of information and services solutions to a wide range of professionals in the legal, risk management, corporate, government, law enforcement, accounting and academic markets.
• 1998 to 1999, Regional Sales Manager. As selling manager, managed cross-functional sales and administrative staff for $100MM division.
o 15% above $2.5 million quota maintaining, growing existing $6 million user base by 20%.
o Field consultant to Texas Product Management Group, Consultant to President¡¦s Round Table, and Compensation plan Committee.
o Outstanding Performance 1998. National Pilot Program Manager 1999. Merger Integration Council, Budgeting Team, Product Consultation and Review, Strategic Product Appraisal Team and Editorial liaison for products review and enhancement
• 1995 to 1997, Regional Sales Manager. Recruited, trained and managed sales team.
o $1.5 MM annual revenues in South Texas. Coached sales professionals who earned President¡¦s Club award and President¡¦s Council in successive years.
o Field management consultant to President¡¦s Round Table.
o All reps exceeded 110% of year-to-date goals; market penetration improved by 2%; average sales increased by 15% and total sales volume increased by more than 25%.
o High Performance Award 1995. President's Council 1996-1997.
• 1993 to 1996, Regional Manager / Electronic Product Specialist. Co-managed 22 field sales personnel and two regional managers across two regions through conversion from print to electronic media.
o Led Texas region to #1 nationally in electronic sales for two consecutive years with e-sales of 30% overall increase and 75% of all sales from electronic medium.
o President¡¦s Club 1993
• 1991 to 1992, Regional Sales Manager / Business Information Services. Recruited, trained, managed 10 new sales representatives in diverse corporate and federal government vertical markets.
o Grew region from start-up to $1.2 MM sales.
o #1 region for three consecutive years
o Manager of the year Award 1992
o Successive President¡¦s Club Awards 1991, 1992
o Outstanding Performance 1991
• 1987 to 1990, Sales Representative / Management Accounting Services. Sales of legal and compliance data in multiple media to corporate tax and government professionals.
o Grew territory 20%. consistently exceeding sales goals by 150 - 200% across two divisions.
o Earned 3 consecutive President¡¦s Club Awards, 1988, 1989,1990.
o Outstanding Performance 1989
o Special Achievement National Sales 1990
Education:
MA ¡V Behavioral Sciences, Southwestern Baptist Institute, Ft. Worth TX, 1976.
BS ¡V Sociology/Anthropology, Texas A&M University, 1973 (Honor Student)
Skills:
ƒÜƒnNeed Satisfaction Sales ƒÜƒnConsultative Selling ƒÜƒnProfessional Sales Skills- trainer ƒÜƒnBehavioral Selling ƒÜƒnInterpersonal Manager Skills ƒÜƒnManaging for Success ƒÜƒnAdvanced Interviewing ƒÜƒnTraining Trainers ƒÜƒnKarrass Negotiating Skills
Reference:
Available upon request.
Candidate Contact Information:
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