Sales, Sales Management, Consulting, Project Manager
Resume:
DONALD A. WILLIS
Burlington, NC 27215 ***.******@************.*** Cell: 336-***-****
PROFILE
Sales and strategic consultant with track record of expanding market share and growing revenue; skilled in matching business needs with appropriate product offerings and maintaining superior client relationships. Extensive experience in consultative selling and account management. Professional experience as small business owner, Sales and Marketing Vice President, and Sales Director provides strong sales and project management ability along with financial and managerial business acumen.
PROFESSIONAL EXPERIENCE
PORTER WILLIS, INC., Burlington, NC 2007 – present
PRINCIPAL, SALES AND MARKETING
Custom software application development and web technology firm.
• Design ecommerce solutions and digital strategy.
• Provide adaptation and repurposing of existing client content for use in emerging technologies.
• Plan, direct, develop, and support integrated, enterprise-scale systems.
• Advance sales opportunities through a consultative solution based sales approach.
• Research and promote strategies to identify marketing opportunities and new project development.
• Provide ROI analysis to clients, resulting in further consulting fees and/or contract extensions.
• Manage projects and review operating model across the team; provide project updates, manage review process, improve and manage company operations.
• Manage programmers and creative talent to provide development expertise for client projects and operations.
TREBAX SOFTWARE, Morrisville, NC 2004 – 2007
VICE PRESIDENT, SALES AND MARKETING
Software company specializing in application development and implementation.
• Designed, created and implemented sales programs and business plans for the company.
• Increased sales growth each year, positioning the company attractively for acquisition in 2007.
• Managed sales force of both internal and external representatives, set quotas, sales metrics, and sales plans.
• Transitioned the company away from traditional marketing efforts using print and radio to a more progressive and effective marketing plan utilizing web based technologies.
• Directly managed major client accounts; coordinated management of all other accounts.
• Developed strategic partnership opportunities to provide integrated services and increased billings.
• Established and implemented short- and long-range company goals and objectives.
• Implemented a coordinated sales selling cycle and methodology. Analyzed and evaluated the effectiveness of sales, methods, costs, and results.
• Initiated the development of company marketing and communications projects.
DPSI, Greensboro, NC 2003 – 2004
SALES AND ACCOUNT MANAGER
Business process software company specializing in facilities and equipment management. Responsible for developing new accounts and managing existing accounts with a focus on relationship building.
• Developed customized, forward-looking strategy for clients.
• Supervised and managed customer account managers.
• Monitored company’s sales performance versus monthly objective in order to achieve forecasted sales and determine departmental profit centers.
INDEPENDENT BUSINESS CONSULTANT, Burlington, NC 2001 – 2003
Filled a market niche by providing technology and software solutions and business process consulting to companies left without a trusted vendor due to the collapse of the dot com industry. Clients included marketing, software, IT, and financial services companies.
• Developed and presented door opening presentations matching client business needs with technology product offerings.
• Surveyed businesses to determine areas of inefficiency and ways the business could respond to customers quicker, eliminate waste, reduce costs, and increase profits.
• Conducted financial surveys and assessed company records and processes to determine: organizational problems, key operating ratios, cost control effectiveness, break-even point, growth potential, profit potential, quality systems status.
EXTREME LOGIC, INC., Atlanta, GA January 2001 – September 2001
SALES AND BUSINESS DEVELOPMENT MANAGER, High Point, NC
Software application development and data integration company. Microsoft Gold Partner company purchased in 2001 by Hewlett Packard.
• Developed new business accounts among high-end and Fortune 1000 accounts.
• Sold IT Services, consulting and other concept sales using a consultative and relationship sales approach.
MERANT, INC., Rockville, MD 1995 – 2001
Global presence as a web-based technology solutions provider. Purchased Marathon Group in 1998.
DIRECTOR OF SALES, E-solutions and Business Strategist (1998 - 2001)
• Promoted from Sales Manager to Director of Sales to manage the Southeast Region sales team.
• Promoted from Sales Director for Southeast Region to Sales Director of National Accounts.
• Designated President’s Club member for sales achievement.
• Charged with developing sales to new accounts and management of existing accounts in competitor -dominated markets by presenting complex custom products and services.
• Maintained consultative relationship with diverse clients and individual lines of business.
• Developed new major accounts resulting in over $1.5 million in new annual sales revenue.
• Developed and implemented sales strategies delivering value-added solutions.
• Generated and developed all accounts later used as corporate references in marketing materials.
SALES MANAGER (1995 - 1998)
• Responsible for new business development for Marathon Group before purchase by Merant, Inc.
• Promoted to member of management team and awarded equity position in Marathon Group.
• Developed sales that propelled Marathon Group into one of Dun and Bradstreet’s “fifty fastest growing companies” in North Carolina for 1999, a designation that made the company an attractive acquisition for MERANT.
EDUCATION
BA, Magna Cum Laude, University of North Carolina at Greensboro, NC
Executive Education, Kenan Flagler Business School, UNC Chapel Hill, Chapel Hill, NC
Solution Selling, The Business Development Group, Rockville, MD
The Complex Sale, Alpharetta, GA
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