seema bijlani (sammy) 678-***-**** acr17s@r.postjobfree.com

Qualifications for MARKETING/ACCOUNT MANAGEMENT/SALES

A multiple award winning Fortune 500 Account Manager with fifteen plus years of experience, who is universally admired, respected and well known as an expert problem solver; possesses the knowledge, ability, and drive to lead the marketing/sales/HR effort as an innovative catalyst for small, medium and large organizations. The competitive advantages created by my leadership and superb marketing and recruiting efforts are reflected in the company’s ROI as evidenced by fifteen straight years of exceeding sales plans and earning bonuses. My passion for excellence, big picture view and expert strategic planning allow me to anticipate problems, navigate choppy waters and manage change with efficiency and finesse. Highly motivated and innovative with exceptional relationship-building skills wins top sales through promotion of tailored product solutions in various business environments. Routinely exceeds quotas and drives market share to top position due to keen ability to understand client’s specific needs.

Areas of Expertise

Client Interface

Community Markets

Business Development

Out of Box Ideas

Sales and Marketing

RFI & RFP Preparation/Response

Vendor Management

Client Relations

Strategic Planning/Direction

Information Systems Management

Territory Development

Team Building

Competitive Product Positioning

B2B sales growth

Customer Needs Assessment

Consultative Sales Process

Client Development

Project Management

Presentation Expertise

Team Building Leadership

Contributing Experience that Generate Revenue

Lanier and Associates and the Grapevine Group (Atlanta, GA) National Account Manager June 2003 till current

Demonstrated operational excellence and was chosen for mentoring new employees within services sales and delivery roles from 2003 to present. Provide assistance to business and sales teams in onboarding new sellers, reaching out to assist them with pain points. Provided technical account and situation management to focus and coordinate information and resources to address issues in the field, by delivering feedback and recommendations for service delivery issues to the appropriate members of virtual teams.

Developed and delivered post incident reports on all critical support incidents, developed and maintained customer support plans and relationships, used complex analytical skills to recognize trends and improve performance in order to assist account teams and customer objectives. Developed and implemented a Proof of Concept program, improving efficiency by 50% and reach a 100% success rate within new sales campaigns. Analyzed market conditions to target customers and penetrate accounts. Sustained strong revenue gains despite a fiercely competitive and declining market. Communicated and coordinated contracts (e.g. Service Level Agreement, Non-Disclosure Agreements, and Statement of Work) with legal team members and partners/customers.

Selected for a high-profile management role with a strategic business unit serving IT Technical customers. Directly accountable for assembling strategic partnerships and growing profitable, long-term relationships with Tier 1 and Tier 2 national customer accounts. Hold responsibility for strategic planning, employee development/motivation, and expense budget management. Work closely with cross-functional personnel (e.g., product management, technical support, contract administration, program management, finance, legal, external partners and operations) on the development of business requirements and plans for the division. Staffed, mentored and coached highly accomplished account management / technical recruiters (ranging from five to 10) selling complex products and access services solutions to marketplace. Managed overall sales team productivity for national access customers and strategic affiliates. Continued to achieve success as the number one revenue producing sales team and established a sense of positive change despite complexities with economic downturns and the mergers. Aligned focus on employee development and morale, and on inspiring others to higher levels of achievement. Emphasized importance of taking on challenges and a sense of personal accountability, and instilled a “positively affecting what you can do and moving forward” progress mantra. I led the division efforts to manage a serious extended consumer spending freeze by successfully forecasting and managing the labor costs. Full time staff was laid off, only part time and temporary help were hired to trim huge benefit and overtime expenses while we enhanced customer service; the result was a healthy bonus from meeting sales plan even during the worst of times for the economy. Recognized for my ability to analyze sales, labor and payroll reports for multiple offices, forecast hiring needs accurately for successful management of large seasonal swings in sales and for minimizing overtime expense.

ITSNS Inc.

Senior Account Manager/Sales Director/Technical Recruiter: January 1998 till June 2003

Worked on multiple search assignments simultaneously, presented senior level opportunities to potential candidates, qualified and presented them to the Managing Director responsible for each search assignment. Achieved 11 – 15 Placements monthly, and opened up major accounts.

Full Life Cycle recruiting experience from client development to candidate selection qualifying, pre-submittal interviewing, post-submittal follow-up, Salary negotiations and employee issue resolutions. Areas of strength include; Networking, Internet Recruiting, Company Representation, Applicant Processing, and Work/Time management. Working experience in the areas of employee relations, performance evaluations and succession planning.

Assisted management in the annual preparation of a detailed forecast including projected billable hours, sales, gross profit and net profit.

Provided motivation, counseling, and guidance. Created and monitored annual budget. Coordinated training opportunities and events with outside agencies. Established written competencies and standards for excellence

Improved teamwork, morale and discipline by creating competitions to encourage team-building skills, as well as a Leadership Development Program (a performance counseling system and remediation effort). The results were a decrease in disciplinary actions.

Experience in hiring consultants with the development of job descriptions, creating effective interview/offer processes, and establishing metrics which track the effectiveness and compliance regulations of recruiting.

Develop and leverage creative "Sourcing" techniques for new candidate recruitment and business leads with advanced web research. Successfully converted hundreds of new prospective leads into qualified candidates.

Identify prospective clients and their potential business requirements through numerous research methods (i.e. business contacts, Internet prospecting, trade publications and proactive marketing).

Have produced a target of new work volume and revenue each year, to build the required staff to achieve the objectives and uphold the firm's standards for technical practice.

Had built strong Network with my candidates by helping and ensuring they stay productive and happy as their careers progress.

Acted as a visionary, who is adaptable to the changing market and organizational conditions, which will be accomplished by identifying major issues and trends, and how they will affect the business, and be able to develop a shared vision with solutions to position the organization aggressively for this change.

Provided mentoring and career development to service line management by setting high personal standards of performance and fostered a team environment that encourages people to take risks and do their best.

JMD Services (Atlanta, GA, Bombay India)

Business Development Executive/Technical Recruiter February 1995 till December 1997

A team player who was comfortable working in a mission critical fast-paced environment. Responsible for generating new business and maintaining high growth rates, while demonstrating strong pipeline, forecasting and sales assessment predictability. Responsible for the development of key sales metrics, communicating marketing and business development needs to the appropriate individuals, working in tandem with existing business accounts and leveraging additional business.

Implemented the buyer focus in specific and bought a change in the thinking of the organization by defining the actual problem the clients had which they were responsible for and how to address their pain and a understanding of tasks and steps needed to bring about the change and the value of making the change, preferably expressed in money and how to empower them to make that commitment and buy.

Has the ability to lead people and to control the process of discovery and predict the likely selling effort required and combine four key elements to create and demonstrate buyer focus and ability to forecast revenues accurately and reliably, and consistently meet targets:

Situation knowledge - an appreciation of how drivers in each industry sector impact and create pressure on the individual performance of key players. For example how mergers and acquisitions create specific difficulties for marketing directors and IT directors. The specific difficulties are referred to as 'Pains'.

Capability knowledge - an insight into how the service could be used to address and eliminate the Pains

People skills - of building trust and establishing credibility and so being able to motivate and lead

Selling skills - the ability to plan, monitor, motivate and co-ordinate resources and control a selling campaign

Assisted the company in developing and defining a sales infrastructure that enables measurable growth with quality, efficiency and predictability of revenue. In addition, was responsible for documenting project progress including meeting of goal objectives, timeline, and successes. Also had full accountability for all selling functions on a day-to-day operating basis. Possessed an optimum balance of teamwork, synergy, and corporate support structure with independence and autonomy. Was given high degree of flexibility in selection and development of clients. Worked closely with senior hiring managers (Directors, VP, CFO and CEOs) regarding offer and candidate acceptance. Provided strong partnerships with other hiring managers regarding compensation reference checking and process improvement.

Effectively worked in the recruiting department, interviewing, testing and providing benefit packages to potential candidates. Handled customer services issues such as providing information to clients about our employees and handling negative or positive issues. Successfully placed employees to jobs with positive feedback from our customers.

Reviewed all financial statements on weekly bases to determine performance and branch sales. Implemented goal setting procedures and shared new ideas with staff. Reported to many job fairs to increase our employee database.

In addition, I functioned as the primary contact for all approved outside employment agencies.

Responsible for approving all submittals and scheduling interviews for qualified candidates. Communicated requirements for open positions to these agencies and worked directly with their staff to help facilitate the hiring process.

Set weekly/monthly/quarterly Recruiting Goals for my team, conducted presentations to large groups of candidates and preferred vendors, worked directly with Area VP and Project Director to develop increasingly more efficient methods of reaching our recruiting targets.

Participation in local and national job fairs and events, developing and managing recruitment advertising and implementing internet recruiting relationships.

Comprehensive international sales / account management experience demonstrated across diverse industries and markets proven background leading cross-functional teams in business development, strategic planning, marketing, and promotion.

Farico and Baggera Exports, Bombay, India.

Export/Import Marketing Specialist: September 1993 till December 1994

Did strategic planning to increase sales and do budgeting for the same. Work well with technical and functional staff at all levels of management.

Planning and supervising the total market requirement of the fabrics, with different designs, textures, fabric qualities for the local and international market according to the different trends, fashions, seasons etc. which include the following phases: From the initial cotton stage to the threads, from the thread to the fabric stage, from the fabric to the garment stage.

Manage and Approve total quality control of fabric by doing various tests both at lab and in house for example the dyeing test, the percentage of dry/ wet/ shrinkage rub in the fabrics.

Monitor various documents prepared for clearing the consignment like L/C’s have to be made and checked and consignment has to be carton packed and send to the forwarding agents for clearing and also to take into consideration that the consignment has been sent to the consignee safely. Did research in market environment and initiated new methods to maximize margins.

Placed different designs for customers on tapestry and home furnishings and gave several ideas on the different designs, textures, color and look according to the trends. Visit suppliers in different states of India to supervise the quality of the fabrics and monitor the delivery schedule for the export to Europe and US Market and local market.

MEETING PLANNING * COORDINATION* ORGANIZATION* IMPLEMENTATION - Provide extensive public relations over-the-phone and in person with members and participants of trade shows, conferences, business and/or board meetings. Achieve 80% of the total International Market and 60% of the Domestic Market.

Raj Agencies, Bombay, India.

Executive Assistant to C.E.O April 1990 till May 1992.

Scotia Bank or Bank of Nova Scotia, Bombay, India.

Chief Banking Specialist September 1989 till May 1990.

Citibank, Bombay, India.

Accounts Executive to Vice President February 1989 till August 1989

Credentials

Masters in Marketing/Administrative Management (MBA) from NMIMS - Bombay University through correspondence.

Bachelor in Commerce with specialization in Marketing, Finance, Administrative and Economics from Bombay University.

Diploma in computer science from NIIT - Bombay.

Diploma in Textile /Fabric and Garment industry from Samaria’s College - Bombay.

Management Training in banking transaction and international relations from Canara Bank – Bombay.

Proficiency in Microsoft Office Word, Excel and Power point, HTML and other technology tools.

Currently working on my PMP certification from PMI institute.

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