Award-winning sales professional with more than 17 years of success in high profile startup and rapid growth companies. Creative problem solver with proven ability to maximize revenue and manage internal and external resources in complex sales environments.
Proven ability to identify and penetrate new markets and consistently deliver record sales performance in competitive arenas.
Skilled in assessing customer needs and creating value-added document solutions to support specific customer requirements (i.e., equipment, information management solutions and document process re-engineering).
MBA graduate with well-developed marketing skills.
ABC BUSINESS SOLUTIONS – Portland, Oregon
Sales / Program Manager (1994-2000)
Hired to coordinate startup of new Document Outsourcing Department and develop strategic sales and marketing programs. Recruited and hired 11-person sales team. Created new operational infrastructure to support sales force. Coached and managed the Outsourcing and Major Account teams; supervised eight direct reports.
Increased sales by 140% (to $5.2 million in billable revenue).
Expanded market share by over 253%.
Marketing Executive (1988-1994)
Strategically managed key accounts and complex sales bids totaling $14 million annually. Conducted on-site consultative studies and needs assessments. Translated customer requirements into supplier specifications and created value-added document management solutions involving process re-engineering and technological enhancements. Managed internal and external resources to support all phases of the sales cycle.
Closed the largest single sale in ABC iness Solutions' history.
Opened the Portland market and doubled orthwest sales volume every year thereafter.
XYZ COMPUTER CONSULTANTS – Issaquah, Washington
Account Manager (1985-1988)
Recruited to develop high-end strategic marketing programs targeting a complex major account market. Coached and trained a sales team of five.
Delivered strong sales growth and exceeded sales quotas by 137%.
Ranked in the top 5 percent nationally for consistently exceeding annual sales targets.
DEFGAM CORP. OF PORTLAND – Portland, Oregon
Account Manager / Program Manager (1981-1985)
Initially hired as account manager. Promoted to management position and developed strategic marketing programs for new product line. Supervised, trained, developed and motivated a sales team of eight.
Cultivated value-added relationships with the legal community.
Increased sales by 200%.
Consistently produced at 150-200% of sales plan.
Ranked as a top producer four consecutive years.
PORTLAND STATE UNIVERSITY – Portland, Oregon
Master of Business Administration (1984)
OTHER TRAINING:
Negotiation Skills Training – Dale Carnegie
SPIN Sales Training
Xerox Professional Sales Skills Training
Xerox Management Skills Training
Leadership Through Quality Training – Baldridge Quality Training
