Sales Management

Duane M. Welesko

*** ******** *** ? Macon, Georgia 31210

478-***-**** ? abk7u0@r.postjobfree.com

career objective

To secure a professional sales management position in an innovative and

growing organization keen to emerging markets and technologies, that will

offer a challenging and lucrative career opportunity. To utilize my

extensive sales management, consulting, key account and operational

management experience in a role that will provide leadership and potential

for market share growth, revenue and profitability.

Executive Sales and Technology Experience - Sales, Consulting & Technical

Operations

Executive Sales & Consulting Marketing

Administrative Management Personnel Management

Project Management Customer Service & Relations

Processes & Methodologies Team Building

Budget Administration Technical Service Operations

Expertise in executive sales management, marketing, consulting, and the

design of custom client solutions. Provides consultative and supportive

technical services integrating state of the art technologies to automate

and improve processes using various methodologies. Confidently establishes

and continues to build strong relationships with customer executives.

Represents Corporation as a highly skilled technical and management

professional/consultant with extensive knowledge and expertise in designing

solutions by positioning staff, systems, and networks for optimum growth

and usage while controlling overall costs.

EXPERIENCE

CITY PUBLICATIONS CORPORATION, Atlanta, GA 2009 - Present

Consulting and Executive Sales

. Provide organization executives with detailed business analysis,

marketing solutions, and project management expertise in the development

of a business solution.

. Manage all aspects of a sales cycle including leads generation, sales

presentations, solution proposals, executive relationship management,

contract negotiations, and post sales account management.

. Responsible for the delivery of high quality services on schedule and

within budget.

. Hire and train sales consultants in lead generation, marketing

strategies, and overall management of a sales cycle in a small business

environment.

. Collaborate with Business Executives in the development of strategies to

expand territories and increase market share.

mckesson corporation, Alpharetta, GA 2004 - 2009

Sales Executive / Senior Consultant - Managed Services Division

. Executive Managerial selling and operational consulting for IT

outsourcing and remote hosting.

. Performs pre-sales meetings with customer Executives to discuss the goals

of the healthcare organization, the IT department, and assess from an

executive level the performance of the IT group.

. Directs teams of Sales and Technical Consultants working on technology

assessments in facilities throughout the nation.

. Performs detailed post assessment IT analysis of operating budgets,

business practices, staffing levels, and technology infrastructures.

. Interprets IT requirements as Project Administrator providing clear

recommendations for long term strategic project plans.

. Develops and presents IT outsourcing and remote hosting solutions with

long range multi- million dollar budget forecasts.

. Builds teams of highly qualified IT executives and project managers to

facilitate system, network, and programming enhancements.

. Facilitates all executive management directives by positioning client and

customer interfacing, quality controls and facilitating administrative

briefings and reporting criteria to keep high-level management informed.

. Develop and manage sales contracts and SLA documentation.

. Played key role in the sales efforts in the planning, construction,

negotiations, and final contract signing of over $35M in business for

McKesson's Managed Services Division in fiscal years 2007 - 2009. These

contracts included Baptist Pensacola Hospital and Health System in

Pensacola, FL, Good Samaritan Hospital in Lebanon PA, Solaris Health

System in New Jersey, and Memorial University Medical Center in Savannah,

GA.

. Led in the sales efforts to obtain a 97% renewal rate for McKesson's

existing Managed Services outsourcing and remote hosted customer base.

. Directed Implementation Teams accomplishing the outsourcing of

Information Technology functions in the areas of network, desktop,

helpdesk and system analysis for Good Samaritan Hospital in Lebanon, PA.

. Devised outsourcing teams to fulfill the transition of IT outsourcing in

the areas of application support, network, desktop, helpdesk and system

analysis for Baptist Hospital and Health System in Pensacola, FL.

Assisted in the efforts to transition to McKesson a staff of 67 on-site

managers, analysts, and technical professionals to fulfill the terms of a

10 year outsourcing contract.

. Served as a key participant in the creation of Service Level Agreements

(SLA), cost of computing, budgetary standards and methodologies to insure

consistent and accurate tracking of project directives and respective

reporting.

siemens medical systems, Malvern, PA 2001 - 2004

Director of Planning Management / Sales Executive - MSD - Southern Region

. Executive managerial selling and operational consulting for IT

outsourcing.

. Directed teams of IT Technical Managers and Consultants working on

technology assessments in facilities throughout the nation.

. Directed complex IT staffs through the Siemens Manage Services transition

process.

. Performs detailed analysis of business practices and technology

infrastructures.

. Interprets IT requirements as Project Administrator providing clear

recommendations for strategic and project plans.

. Develops long range multi-million dollar budget forecasts.

. Builds teams of highly qualified IT executives and project managers to

facilitate system, network, and programming enhancements.

. Facilitates all executive management directives by positioning client and

customer interfacing, quality controls and facilitating administrative

briefings and reporting criteria to keep high-level management informed.

dAOU systems, inc., San Diego, CA 1997 - 2001

Director of Implementations

. Managed teams of National Implementation Managers and Technical

Consultants working on multiple IT related projects simultaneously

throughout the United States.

. Retained full financial accountability for multiple budgets in excess of

$7.5M dollars.

. Established and tracked project budgets, reconciliation's and performs

periodic project analysis oversight.

. Interpreted IT requirements as Project Administrator providing clear

recommendations for strategic and project plans.

. Built teams of highly qualified project managers to facilitate system,

network, and programming enhancements.

. Recruited, hired and built teams of highly qualified senior management

professionals to directly oversee projects.

. Facilitated all executive management directives by positioning client and

customer interfacing, quality controls and facilitating administrative

briefings and reporting criteria to keep high-level management informed.

medical center of central georgia, Macon, GA 1990 - 1997

Director of Network Services (1993 - 1997)

. Conceptualized, strategically planned and converted an antiquated IT

network to a state of the art network incorporating cutting edge

technologies and methodologies.

. Created an Enterprise Network facilitating main campus and all remote

facilities covering a multi-county area for one of the Top 100 hospitals

in the United States.

. Maintained accountability for entire IT network and supported the overall

performance and growth of a 200 to over 3500-device, high-speed fiber

optic Enterprise Network within a 3-year timeframe.

. Designed all facets of system implementation from vendor selection and

contract negotiation, long-term maintenance agreements, budget

development and management through all final and continuous disciplines.

. Utilized ATM, FDDI, Ethernet, and Token Ring topologies in a LAN/WAN

environment.

. Designed and coordinated the installation of a seven county

telecommunication network utilizing Frame Relay, SMDS and ISDN

technology; and secured Enterprise Wide Internet connections.

. Built a highly motivated and skilled technical team to support network

growth and maximize operating capabilities.

Manager of Computer Operations (1990 - 1993)

. Managed operations and capacity planning on an IBM ES9000 mainframe and

RISC 6000 UNIX processing environment running both MVS and AIX.

. Retained accountability for production workflow, selection and contract

negotiation of new software and hardware integrations, system integrity

and long-short term budget planning and cost containment.

. Led a qualified staff of technical professionals consistently responding,

meeting and overcoming system challenges.

dekalb medical center, Atlanta, GA

Operations Manager

EDUCATION

Bachelor of Science, Management Information Systems, Kennedy-Western

University, Cheyenne, WY

Associate Degree, Computer Science, Pittsburgh School of Computer

Technology, Pittsburgh, PA

TRAINING & PROFESSIONAL DEVELOPMENT

. Team Building & Employee Motivation

. IBM Educational Services: Network Planning & Installation; Structured

Wiring; Disaster Recovery Planning

. CareerTrack Management Courses

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