Sales Manager

Kristian Holmberg

Director of Sales

**********@*****.***

Summary

EXECUTIVE PROFILE

Dynamic, forward-thinking executive with an exemplary record of leading national and regional sales for small

and mid-sized global companies. Recognized for visionary leadership in spearheading the turnaround of

under-performing sales organizations to generate multi-million dollar revenue increases and grow sales in a

declining market. Accomplished motivator in building and leading award winning teams that function

synergistically, as well as identifying and retaining top talent. An innovator in developing strategic sales

initiatives that maximize profitability, expand and grow market share, and optimize account retention. Highly

skilled in developing effective systems and processes that drive sales production. Academic credentials include

a Master of Arts in Psychology.

NOTABLE CONTRIBUTIONS

- Have a rich history of Sales and Sales leadership success spanning across multiple market verticals and

multiple sales climates.

- Am well versed in the use of formalized sales methodologies (Including: Solution Selling, Miller Heiman

Strategic and Conceptual Selling, Value-Based Selling, Spin Selling, and Consultative Selling) for opportunity

planning and management.

- Most recently drove a restructured sales team (2012) to over 250% revenue growth, year over year, in new

business online learning content sales with Cengage Learning, a learning and research company.

- Increased sales 53% over previous year (2010) and more than doubled previous year’s net new

customers,while working with Elsevier, a medical information technology company.

- Grew sales from $7M to $24M in less than a 3 year period while working with ProQuest (2003-2009), an

information research company. This was accomplished through reorganization, application of processes, and

new innovative customer selling techniques.

- Received numerous awards throughout entire career for directing sales teams in overachieving their sales

quotas and for own personal sales accomplishments.

Specialties

Executive Level Selling of Software & Information Technology - P&L Management/Multi-Million Dollar

Revenue Responsibility - Developing & Executing Sales Processes - Establishing Distributor Partnerships &

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Strategic Alliances - Creating Sales Strategies for Numerous Market Segments Across Multiple Channels -

Territory Planning - Developing New Sales & Growing Existing Accounts - Consultative & Solution Selling -

Forecasting & Business Planning - Coaching & Counseling

Experience

Regional Sales Manager at Cengage Learning

2011 - 2013 (2 years)

Led an 8 person executive sales team across a multi-state region. Manage the sales of online diverse media

content, course-ware, simulation software and LMS into the e-learning marketplace. Provide guidance and

coaching in the development of new accounts as well as recurring customer accounts of content, software and

online systems throughout the Midwest and Eastern Regions. Accountable for P&L, expense budgets, quota

management of up to $18M. Developed and reformed a Sales Organization in a region that had significant

underperformance, low revenues and decreased profitability.

- Developed a professional sales structure including refined business process, forecasting, pipeline

development and territory management to prompt and sustain a deliberate account focus and overall increased

sales.

- Drove sales team in first full sales year (2012) to a 262% increase in new business subscription sales over

previous year and a 160% of goal performance without any new products or geography.

- During current sales year led a 35% increase in sales year over year in total sales, leading all other

western divisions.

1 recommendation available upon request

Executive Sales Director, CPMRC at Reed Elsevier

November 2009 - 2011 (2 years)

Led North American sales efforts for the CPM Resource Center division of Elsevier. Directed a National

Sales team of 7 direct reports across all 50 states and Canada. Led and managed content and software sales

for the Education and Healthcare market with Evidence-based point of care, performance management,

competency tracking and reference solutions. Accountable for P&L, quota management of up to $20M.

Developed and implemented a sales organization in a division that had low revenues and sales production,

and decreased profitability.

- Created a culture of sustained sales organizational structure. Recruited, hired and developed National sales

team across multiple sales regions. Developed key processes and structures to promote an increase of 53% of

year over year growth as well as doubling net new customers year over year.

5 recommendations available upon request

National Sales Director at ProQuest

May 2003 - November 2009 (6 years 7 months)

Led United States content and software sales of research and e-learning resources for several vertical markets.

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Accountable for P&L, expense budgets of up to $4M, and quota management of up to $60M. Lead up to 17

direct and up to 35 indirect reports. Directly managed national medium-sized software and content sales

teams concurrently. Provided guidance and coaching in the development of new accounts and renewal

accounts in the healthcare, public, academic, government, and other specialty markets. Took over an

organization with an underperforming sales force, low revenues and sales production, and decreased

profitability.

- Turned around underperforming sales force to produce over 56% sales growth ($7M in revenue to over

$24M) in the first three years and to generate consistent double digit growth in following years. This was

accomplished by restructuring an existing staff, implementing new organizational and sales processes,

creating fundamental foundations, eliminating under-performing sales associates, and implementing key

processes to modernize and standardize team production levels.

- Held leadership role in decision making for the implementation of two sales CRM enterprise systems.

- Streamlined approach for upper level sales projections by creating numerous new sales forecasting

guidelines.

- Created, implemented, and managed several incentive programs, which drove quarterly and annual sales by

up to 50% over regional targets.

- Created growth programs, which grew pipeline by an additional 35% per quarter.

5 recommendations available upon request

Director of Sales at Askesis Development Group

2000 - 2003 (3 years)

Led sales staff in sales of enterprise-wide healthcare software through prospecting, presenting, negotiating,

and closing sales with medium to large medical clinics and hospitals.

ADG are the providers of software solutions for a wide range of health care providers and institutions. It

offers provider applications that provide various functionalities, such as call center, scheduling,

registration/intake, front desk/reception, caseload manager, inpatient, treatment planning, clinical

documentation, billing/accounts receivable, and general financial for integrating clinical workflow and

revenue cycle from the initial call and appointment scheduling through the receipt of payment for services.

The company also provides a revenue cycle manager that facilitates member services, provider referral and

authorization management, provider location mapping, credentialing, provider relations, call center/triage,

and care management functions.

The Company is based in Pittsburgh, PA and owned by the University of Pittsburgh Medical Center (UPMC)

National Accounts Executive at Centromine

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1998 - 2000 (2 years)

Responsible for annual multi-million dollar quota management. Developed and delivered detailed

presentations on Healthcare Internet Technology to potential clients. Conducted client needs assessments.

Directed clients and other sales staff throughout the entire sales process.

Privately held company headquartered in Ann Arbor, Michigan that offered browser-based, Internet accessed,

enterprise-wide software applications and applications services for the healthcare market. Using Internet

technologies, Centromine's applications were the first of their kind to allow healthcare programs and

providers to manage the delivery, associated quality and cost of services completely over the Internet.

2 recommendations available upon request

Program Therapist/ Intervention Team Coordinator at Livingston County Mental Health

Board/Commission on Children and Youth

1996 - 1998 (2 years)

Joint Commission accredited provider of emergency services, assessment, health and medication services,

client services management, individual and group therapy, assertive community treatment, older adult

services, respite, substance abuse services, community supported living, wraparound and psychosocial

rehabilitation.

Their staff includes trained and licensed social workers; psychologists; psychiatrists; occupational, physical,

and speech therapists; nurses; support staff; administrators and others who maintain professional licensure or

certification as required by law.

Director of Facility Operations at Rainbow Rehabilitation Centers

1993 - 1997 (4 years)

Since 1983, Rainbow Rehabilitation Centers, Inc. has provided quality care and therapeutic rehabilitation

services for individuals with brain and spinal cord injuries. Their comprehensive programming draws

individuals from various locations throughout the United States.

They apply the transitional philosophy to brain and spinal cord injury recovery, which covers virtually every

aspect of the rehabilitation process. Whether an individual requires intensive therapy, ongoing medical

attention or behavioral retraining, the ability to access Rainbow's vast network of programs and professionals

during recovery ensures getting the right care at the right time.

Skills & Expertise

Sales Process

Solution Selling

Sales

Marketing Strategy

Business Planning

Leadership

Sales Management

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Salesforce.com

Sales Operations

Sales Presentations

Siebel

Training

Strategic Planning

Publishing

New Business Development

Systems Thinking

Coaching

Counseling

Team Leadership

Process Improvement

Organizational Behavior

Quantitative Analytics

Psychotherapy

Competitive Analysis

Account Management

Healthcare

Product Management

Business Development

Lead Generation

Management

Selling

CRM

Recruiting

Customer Retention

Forecasting

Program Management

Strategic Partnerships

Negotiation

Budgets

Cold Calling

Direct Sales

Performance Management

B2B

Project Management

SaaS

EMR

Evidence-based Medicine

Product Marketing

Talent Management

Start-ups

Education

Eastern Michigan University

Bachelors of Science, Psychology and Business

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University of Detroit Mercy

Masters, Counseling Psychology

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Kristian Holmberg

Director of Sales

**********@*****.***

13 people have recommended Kristian

"Kristian excels at using systems to strategically analyze his territories and coach for compliance and sales

success. He has the ability to lead representatives to drive sales by using multiple techniques including

constant communication and collaboration."

Kara Bombelli, Sr. Manager Learning and Development, Cengage Learning, worked with Kristian at

Cengage Learning

"I had the privilege of recruiting sales talent for Kristian during his time at Elsevier and nothing is a better

indicator of the quality of an individual than how they treat one of their vendors. Kristian treated my time and

efforts as valuably as I treated his and that is not always the case in my business. He was prompt, diligent and

always followed through on his commitements. If he treats his sales team the way he treated me, anyone in

this business would be lucky to work for him."

Michael Silverstein, Director of Healthcare IT Practice, Direct Recruiters, was with another company

when working with Kristian at Reed Elsevier

"Kristian brings a dynamic personality and attention to detail to his work. His management style is supportive

while providing the freedom to utilize ones best attributes and skill set."

Lonnie Helfand, Sales Executive, CPMRC/ Elsevier, reported to Kristian at Reed Elsevier

"I had the honor to be part of Kristian's Sales Team when he was the Executive Sales Director at CPM. He is

a head's down, roll your sleeve's up Manager who fights the good fight for his Team as well as the clients he

works with. His mantra was not to just Sell a client a solution, but to understand their pain points as to why,

because it was more than just about selling today but to preserve a client connection tomorrow as well. He

understands it's more than the sale and integrity is still the most important thing at the end of the day."

Candace Katta-Liptrot, Sales Consultant, CPMRC, an Elsevier business, reported to Kristian at Reed

Elsevier

"I have known Kristian for over a year and have been very impressed by his intelligence and enthusiasm

while working for him. Kristian is a very bright individual who strives for excellence in all he does. He is

articulate,and displays the ability to think strategically, clearly and creatively on his feet. He is very motivated

and approaches work in a conscientious and hard-working manner with tremendous passion. I learned a great

deal from Kristian while engaging customers in the sales process and implementing customer specific

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solutions that would fit their needs. Kristian is a consumate professional and anyone who has the opportunity

to work with him will greatly benefit from his input, past successes and strong leadership. Jim Doyle"

Jim Doyle, Business Development, Elsevier, reported to Kristian at Reed Elsevier

"Kristian is a manager who has high ethical and moral standards along with a strong work ethic. He is a

strong leader who is willing to mentor and coach his team as needed. He ensures that his work is of the

highest quality and is willing to adapt to manage multiple projects and people while maintaining his

composure in difficult situations. Kristian is a true leader and I strongly recommend him to anyone that is

looking for a dedicated leader that has qualities of leadership not found easily in the workplace. Kristian's

knowledge of the sales process is solid and he can look at situations in a mult-faceted way. The company that

hires him, will find they have truly found a strong leader, mentor and sales manager of the highest quality.

Terri Ellen Dover"

Terri Ellen Dover, Clinical Practice Sales Consultant, Elsevier, reported to Kristian at Reed Elsevier

"Kristian is one of the most outstanding Sales Directors I have ever worked with. He has a unique ability to

produce team results while providing a postive, collaborative, and fun work environment. Kristian's sense of

humor and ability to help his direct reports sift through the minutiae that can impede sales progress

consistently results in his team's reaching/exceeding their sales objectives. Leading his teams to success year

after year, though, is not truly the hallmark of his leadership. In these times, when a sales team's worth is

often based solely on performance to goal, Kristian acknowledges the human component of his employees.

He always leads with compassion and an unmatched integrity. As a result, Kristian's teams have a fierce

loyalty to him and they strive to be their very best. Anyone who works for Kristian comes away a better

individual, not only professionally, but personally. It has been a pleasure working for Kristian and others that

work for him will most definitely benefit from his strong leadership."

Lisa Rimanelli, Team Lead, U.S. Community Colleges Library Sales, ProQuest, reported to Kristian at

ProQuest

"Kristian is an insightful and thoughtful person who uses his collegiate training to the benefit of everyone he

meets. His hard work and dedication to exceed goals is only surpassed by his willingness to help others

succeed. It would be my distinct pleasure and hope to work with Kristian again one day."

Jeff Grover, Account Executive, ProQuest, reported to Kristian at ProQuest

"Kristian is by far the best manager I've had yet in my career. He's one of the most down-to-earth, genuine

leaders I've ever met. His open-door policy and ability to mentor each of us individually makes him more

than just a "manager." He continuously helps us to strive for success. Kristian is so skilled at working

one-on-one with each of us to help us exceed our sales goals, career goals and personal goals. He's highly

respected by his colleagues... he's a man of integrity... he's got a great sense of humor... and I would consider

anyone who gets the opportunity to work under him/with him a very lucky individual."

Maria Josey, Regional Account Executive, ProQuest, reported to Kristian at ProQuest

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"Kristian is one of the best managers I have ever reported to. Kristian listened to the concerns that would

come up in day to day business. He would be willing to work with me to provide out of the box solutions for

customers. Not only did Kristian taken a strong interest in my territory to reach goal but also help me reach

my personal goal of moving into the Product Management team. He was a strong champion for me. Kristian

encouraged not only me but others on his team to reach their professional goals with in the organization.

Would I ever work for Kristin again yes!"

Kim Harrison, Library Sales Representative, ProQuest Information and Learning, reported to Kristian at

ProQuest

"Kristian is an outstanding leader. He possesses the integrity and professionalism that all managers should

strive to achieve. Kristian always has his “eyes on the prize” and his enthusiasm is infectious. He is truly a

motivational force to those around him. It was a sincere pleasure and an honor to work for Kristian."

Stephanie Curry, Account Executive, ProQuest Information & Learning, reported to Kristian at ProQuest

"I have known Kris for over almost 20 years. We originally meet while in college. While still remaining a

personal friendship with Kris, we began working together at Centromine(later the Echo Group) in 2000. We

worked in different divisions of the company but our roles would often interact during the transition between

the sales process and the implementation/training process. While working with Kris I found him to be

professional, prepared, dependable, hard-working and knowledgeable. I would gladly enjoy the opportunity

to work with him again in the future as he would be a great asset to any organization he joins."

Corrie Barron, Senior Training Specialist, The Echo Group, worked with Kristian at Centromine

"At Centromine, Kris was always seen as being responsive to customer's needs, issues, and future plans. His

industry and product knowledge aided him in doing so and the clients he worked with appreciated his ability

to get the job done right. They knew he had their best interests in mind at all times and were seen as a partner

more than a customer."

Chuck Dixon, Project Manager, The Echo Group (formerly Centromine), worked with Kristian at

Centromine

Contact Kristian on LinkedIn

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