Brian P. Cornwell

acvncc@r.postjobfree.com (***) ***-***2Cell http://www.linkedin.com/in/briancornwell

PROFILE:

High-energy operations, sales and account management professional with excellent negotiation skills and 20+ years of experience creating solid business relationships. Maintains strong knowledge of HCM offerings, payroll, time and attendance, HR, benefits and tax software solutions, as well as a solid understanding of payroll, employment law, recruiting practices, and OSHA regulations. Has cultivated excellent presentation and communication skills. Adaptable across a variety of industry categories, sizes and cultures.

STRENGTHS AND COMPETENCIES

10+ years success selling complex software (HCM, EDM, payroll, HR, tax, benefits, etc.) and IT service solutions

12+ years performing new business development and operations in the area of staffing and SaaS based solutions

Strong problem solving, organizational and presentation skills. Able to manage multiple projects and accounts simultaneously, re-prioritizing tasks accordingly

Excellent communications skills - written and verbal. Easily builds comfortable relationships with clients, prospects, executives and stakeholders at all levels

Team player with a record of cross-functional collaboration and partnering

Formal sales training throughout career, effective Sales Manager, RVP, Account Manager

Proficient in Salesforce, GoldMine, MS Office; advanced in Excel and PowerPoint

Met or exceeded personal as well as team quotas in each sales position.

PROFESSIONAL EXPERIENCE:

IST Management Services, (Atlanta, Georgia) (June 2014-Present)

National Director of HRIS Services

Responsibilities:

The sole account executive selling DocStor- IST’s fully SAAS based Document Management system. As well as manage the introduction of IST’s new SaaS solution - DocStor HRIS and conducting all new business development for both. Sales territory is national in scope. Work with marketing on brand design and sales collateral for DocStor HRIS solution. Performing all hiring, training and developing of a sales force to introduce our HRIS product to market, attend all trade shows, and position this product moving forward.

Selected Accomplishments

Conducting all new business development for the document management division as well as pre-selling the HRIS SaaS solution.

Account Management for all existing DocStor accounts and performing first tier support.

Growing client base by conducting all sales activity for this SaaS solution

Perform “needs analysis” for all prospects, providing personalized demonstration of the SaaS solution, both for document management, and HRIS.

Create all contracts presented to prospects

Project Management of client’s implementation

Overseeing all operational activities in order to create new division

Ceridian Dayforce - HCM, Atlanta GA (2010- 2014)

Account Executive

Responsibilities:

Ceridian is a global product and services company delivering trusted results and transformative Human Capital Management technology. I help organizations save time and money, improve employee engagement and increase productivity. Our offering includes payroll, benefits, tax

services, compliance, human resources including employee assistance programs and Dayforce Human Capital Management. Specialties include: Human resources (HR), business process outsourcing (BPO), payroll, compensation, employee benefits administration, staffing, compliance, tax filing, HR administration, HRO, employee assistance programs (EAP), work-life, health & wellness, productivity.

Selected Accomplishments

Initially my position was to conduct account management and grow each account organically, the duties shifted so that I was doing more new business development and replacing the small/medium/large sales force that was eliminated.

Met or exceeded quota attainment 3 out of 4 years (implementations pushed out to 12-18 months after sales efforts delayed quota attainment for last year at Ceridian).

Selling across multiple verticals (Health Care, Manufacturing, Legal, etc.) I’ve achieved quota every year since starting with Ceridian, Presidents Club member in 2012, 2013 and AE of the month on several occasions.

Selling all aspects of SaaS payroll/HR services from our HCM (Human Capital Management), tax solutions, health and welfare, and most recently our workforce management software known as WFM.

Maintained a $2.2 million book of business while increasing revenue to over $4.4 the last full year.

Increased the number of accounts I managed by 87.5%

Cultivate trusted advisor relationships with C-Suite, Directors and functional contacts through an in-depth understanding of client strategy, initiatives, industry, and culture.

Solve complex business challenges via Consultative Engagements (Six Sigma Lean Methodology).

Responded to all RFP’s, RFQ’s and managed our team to provide responses.

Plan, prepare and deliver value-driven solution presentations to client audiences.

Asked to become mentor to new employees as well as to call on prospects out of my territory while new Account Executives were being hired to manage those territories.

Kept my retention level at 93% the entire time I was working in sales for Ceridian.

Signix, Inc. Atlanta GA (2008- 2010)

National Account Manager

Responsibilities:

My position was to drive revenue and sales through effective management of partner engagement, business development, internal collaboration, and marketing. Conducted prospecting, cold calls, penetrated further into existing accounts across numerous verticals. I was able to establish, manage and grow relationships with key sales and marketing executives and stakeholders both internally as well as externally. Recommended ideas and strategies that was to contribute to the growth of Signix. I was able to effectively build rapport with C-level executives, directors and managers, resulting in long-term productive relationships.

Selected Accomplishments

(Software Sales, Electronic Signature, PKI) Develop partnerships and direct sales opportunities for Signix; a hosted service providing identity authentication, digital certificates, electronic signatures and work flow capabilities for signature invitation and dunning notices. National vertical market responsibility for Finance (Banking, Broker/Dealer, Insurance), Human Resources and Healthcare with direct and VAR customers.

My sales verticals are HR, Healthcare and F/A. Sales activity such as: cold calls, prospecting research, networking and competitive analysis.

Conducting “GoTo Meetings”, Webinars as well as face-to-face presentations to sell large national accounts to companies across the country while conducting new business development.

Presented business development, operational improvement/analysis and recommendations directly to CEO, CTO and CIO to garner approval of strategic plans and direction. Personally worked with Executive Accounts and C-level professionals in our market verticals and partner relationships.

WillStaff Worldwide Atlanta, Georgia (2004-2008)

Area Vice-President, Regional Vice President – On Site Director

Responsibilities:

WillStaff, Inc., along with 4 other “sister” companies rolled into what is now

Advantage Staffing. The rollover was part of an international re-branding of all operating companies in what is now known as Advantage Resourcing. Duties include hiring, training, managing and developing leaders while supporting sales for

all branch/on-site locations at the same time exceeding Area budgetary goals in terms of top line revenue, gross profit, EBITDA and SG&A cost reduction.

Leadership responsibilities include directly partnering with Office Management and team in all of my territories to sell large volume multi-million dollar contingent staffing business.

Selected Accomplishments

As an AVP, I managed and sold for six offices within the middle Tennessee market. Increased their monthly hours as well as increased their revenue by 15-45%.

Hired/trained/sold with all staff for each location. Negotiated partnerships with other national staffing agencies to maintain the highest level of customer service. Managed all P&L’s for each location

Grew each market 15-45% in sales while maintaining the lowest amount of internal turnover. Grew market share by conducting personal sales activity. Participated in sales activity to drive the division to a $35million status.

RVP for On-Site Division consisting of 23 On-Sites within 7 states throughout the US. Responsible for the largest single contract to date ($22 million)

Implementation of all new clients as well as the overall operational set up of each on-site. Hiring/training of staff, increasing revenue within existing account. Conducted all marketing and sales efforts. Two direct reports (Area Sales Managers). Worked as the direct sales lead for companies such as Pactiv, OfficeMax, and APS.

Managed $16 million in revenue from seven branches located throughout TN.

MarketPro, Inc. Atlanta, Georgia (2003-2004)

Director of Business Development

Responsibilities:

Executive Search Firm that provides: Marketing, Advertising and Communications professionals (contract and direct hire). Firm’s client base is made up of only Fortune 500-1000 clients with emphasis on Senior Level –Mid Senior Level marketing positions. My position was to perform new business development and grow the client base while managing a sales team. Responsible for identifying, negotiating and selling all business relationships with our clientele.

Selected Accomplishments

Consistently achieved 125%+ of monthly goals.

Provided leadership, mentoring, coaching and guidance to junior level recruiters.

Conducted sales, networking, and contract activities. Networked with: AMA (American Marketing Association), TAG (Technology Association of Georgia) and TMA (Technology Marketing Association). Clients included: Bank of

America, Humana, Delta, MCI, EarthLink, BB&T, LoyaltyWorks, WebMD, Circuit City, Indus and Southern Company as well as others.

Adecco, Inc. Atlanta, Georgia (2000-2003)

Branch Manager / Client Service Manager / Manager of VMS

Responsibilities:

World’s largest staffing organization providing personnel in the areas of: LI, Admin, IT, F/A, Office Clerical Key staffing contact for all managers within UPS regarding all professional positions temp/temp to hire. Client advocate on all matters dealing with invoicing, contract compliance, training and succession planning for temp staff. Created all instructional, marketing and reference material for this account, Managed this VMS the first for Adecco.

Selected Accomplishments

Created $300,000 to the revenue, on day one of going “live” with our WorkCard vendor management software. Contact for vendor relationships (contract negotiations, insurance requirements, etc). Assured all sub vendors were compliant to the UPS insurance/workers compensation standards and UPS’s liabilities were lowered.

Sales person for this branch and successful at growing the hours to a range of: 10K-15K per week. Management of: Operations, Profit and Loss statements, Staffing, Training,

Hiring, Budgeting, Networking, Sales, and Collections. Prepare development plans for branch staff and measure results. Consistently producing 85-146% increase in sales, hours, GM$ and PBT (Profit Before Tax). Consistently the #1 or #2 office in sales increases or increases in PBT for Atlanta

Espo Corporation Atlanta, Georgia (1996-2000)

Branch Manager

Responsibilities:

Staffing firm offering: consulting /contract / placement services in the areas of IT and Engineering. Provided all sales, operations and marketing activities in the Atlanta, GA market. Hired the administrative and recruiting staff to support my sales efforts.

Selected Accomplishments

Managed the office (P&L responsibility), sold, recruited, salary negotiations and placement as well as all business development. Grew billing to over $100k/month within the first six months. Negotiated a long-term contract with Hartsfield Airport providing Oracle DBA’s and C++ contractors, one of the few non-minority companies in Atlanta able to do so.

PROFESSIONAL/PERSONAL AFFILIATIONS: Chamber of Commerce, Business Development Committee, non-profit organizations. WERC, Georgia Economic Department, Quickstart, SHRM, C3G, RUMC, AUMC, SAMS, 11 Various Groups Within LinkedIn

Education: University of Alabama at Birmingham, Columbus College (Columbus, GA) Business Finance Chattahoochee Technical College: Business Management

Software Skills: Computer literate with extensive use of multiple, client/candidate database packages, multiple CRM packages (OS2, Sugar, SalesForce.com, Act, Goldmine) as well as proprietary software applications. Well versed in all MS Office Products, SAAS and Networking.

References Available Upon Request

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