Sales Manager
Resume:
Richard Phillips
Sterling, VA 20166
*********@*****.***
OBJECTIVE
With 20 years' experience in sales, developing and managing domestic and
international key account relationships throughout several industries. I am
interested in working in a sales environment where I could acquire an
intimate knowledge of the company's product lines or services. My strengths
are in my ability to take on new challenges, manage the objectives and
successfully deliver solutions. I believe in delivering work of high
quality by utilizing excellent planning and control skills. I thrive on new
responsibility and pushing myself to new limits, I am motivated by personal
achievement and a firm believer in teamwork. Thus far it has been my
ambitious, hungry and determined nature that is a key to my success,
allowing me to take on a variety of roles in benefiting a potential
employer.
PROFESSIONAL EXPERIENCE - USA
5/2011 - 9/2012 (1 year, 4 months)
SVP North America Sales (Sales Manager)
SaleCycle, Inc., Herndon, VA
SaleCycle is a European based Software as a Service (SaaS), solution
provider; the company has a unique performance based product offering to
the ecommerce sector. SaleCycle enables online businesses to track and
recover abandoned shopping carts, by automatically retargeting consumers
who drop out part way through the checkout process.
Starting with SaleCycle from inception in the US market in April/May of
2011, I was solely responsible for opening up the US office building the
team and generating a revenue stream in the North America region. Starting
in a completely new territory with a zero account base, the company now
recovers over a half million dollars a month in recovered sales for US
clients. During my time with SaleCycle the US team engaged with over 60 new
clients throughout the retail, services, hospitality, travel and leisure
sectors.
Outside of engaging in normal daily sales activities in both the direct
sales channel and our partner channel (Affiliates, Resellers, etc.) I was
also assisted heavily in the operational side of the business, including;
organizing and attending trade shows, finance, invoicing, billing, payroll,
recruitment and general overall management handling all aspects of the day-
to-day operations of the company.
5/2010 - 5/2011 (12 months)
Senior Account Manager
Starpoint Solutions, Reston, VA
Starpoint Solutions is a human capital solutions company helping clients
supplement their staff, build their project teams, and outsource specific
projects. We would engage in a number of ways, including on-site
consultants, on-site teams, outsourced on-shore, outsourced off-shore as
well as hybrid teams.
Working primarily in an Account Management role the focus of my daily
activities is new business development and revenue generation. Due to the
size of the company we have a number of offerings as well as the typical
recruitment type services including: - Professional Development Services,
Creative & Digital Solutions, Enterprise Resource Planning and Network and
Infrastructure Technology Services. These divisions require more of a
consultative approach and generally tend to be longer-term sales cycles as
with any ongoing project style service.
I have successfully engaged Starpoint as a trusted partner opening up
direct resource channels on a tier 1 vendor basis in a number of vertical
markets including: - Banking and Financial Services, Higher Education,
Healthcare, Manufacturing, Network & Infrastructure, Information Technology
& Electronics as well as many Government Corporate Partners.
3/2005 - 12/2009 (4 years, 9 months)
Business Development Manager
WinMax Systems Corporation, Palo Alto, CA
WinMax Systems Corporation was a leading information technology consulting
firm heavily concentrating on quality standards and complete client
satisfaction. As a senior member of the WinMax sales team our mission was
to provide our clients with cost efficient value added information
technology services and solutions to help clients accomplish their goals
and function more dynamically by implementing specialized, distinctive
project style staffing services.
Based out of both a field office in Palo Alto and a home office in San
Carlos, my role at WinMax was to present the array of services that the
company has to offer and to market such a message to the correct audience.
With a wealth of clients from Oracle to Cisco and Charles Schwab to Wells
Fargo, including numerous other small to mid-size clients my main focus was
being solely responsible for the Wells Fargo account, working and
interacting on a daily basis with hundreds of technical hiring managers and
technical groups including; Internet Services Group, Internet Services
Development, Systems Software Support, Private Client Services, Online
Customer Support, Secure Engineering & Implementation, Network Management,
Wholesale Finance, Business Direct Lines & Loans, Enterprise Messaging
Group, Operation Systems Engineering, etc.
Each of these groups would on many occasions have multiple openings, so a
necessity to juggle numerous projects was essential. During the course of
my time with WinMax my annual revenue stream was around $3.5m with the
majority of revenue being generated through short and mid-term contract
placement.
10/2000 - 3/2005 (4 years, 5 months)
Senior Account Manager
Bay Area Executive Search, San Jose, CA
Bay Area Executive Search was a high-end, professional search firm
specializing in delivering highly qualified individuals for high-tech
corporations at every level on an international scale. Positioned as a
boutique style organization Bay Area Executive Search was a "Retained" firm
focusing heavily within the high-tech arena, recruiting professionals from
the executive-level down to individual contributors. The majority of their
work was carried out in the e-commerce, enterprise software, Internet,
networking/data communications, computer, semiconductor and disk drive mass
storage industries.
Although it was a relatively new outfit the company's strong point was its
ability in utilizing a very focused, well-targeted and effective approach
to identify professionals for a number of clients including "Fortune 500"
corporations to very early-staged start-ups. Starting from conception with
Bay Area Executive Search I was initially based from a home location that
eventually moved into a field role. As the front line of the company I
represented all of the services available and was solely responsible for
the generation of revenues with new business accounts for the company. I
ensured as the Account Manager a smooth process was put in place for all
new projects undertaken, this obviously involves a large proportion of
project management to be carried out on client site interacting with
executive teams, directors and senior managers on a daily basis. I was
heavily involved with decisions made on new services and was jointly
responsible with the company principal in deciding what services would
drive the organization from day one.
As Bay Area Executive Search was a relatively small company, I assisted
junior recruiters with training issues and personal development programs. I
looked after all of the Marketing function for the company, making sure the
company was positioned correctly within the high-tech arena and being
responsible for the aesthetic design, content and completion of the company
website. Driving the media angle in the organization included advertising,
press coverage and any general market exposure.
One of the greatest achievements with Bay Area Executive Search was being
solely responsible for partnering the firm with an international network of
recruitment companies offering executive search in the UK, Germany, Italy,
France, Norway and the Netherlands. The "PHP International Search Group"
was founded in 1995 in Europe and allowed Bay Area Executive Search
immediate access to local information and market intelligence enabling
provision of international recruitment solutions.
1/2000 - 9/2000 (10 months)
Sales Manager
MindFinders Inc, Mountain View, CA
MindFinders was a leading low-cost, full-service executive recruiting firm
able to connect hiring professionals with first-class candidates through
superior Web-based technology and value-added processes. Due to the
MindFinders business concept being completely unique the organization
rapidly became a market leader in the search industry, their aggressive
growth rate astounded their existing client base and caught the attention
of a few highly reputable VC's.
Mindfinders was able to acquire all the assets and employees of a company
called Oryx Executive Search in October of 99' and went on to grow from 20
to 160 with 3 new office locations. Based in their Mountain View location I
initially joined MindFinders as an Account Manager but quickly attained
Sales Management status. Dealing with a multitude of high-tech companies
with contacts at every level, I held a front line position representing all
of the company's services initiating and engaging new business
opportunities on a regular basis. Consistently achieving monthly targets, I
generated a monthly average a little over $100k, with a year-end target
over $1million. Revenue generation was split among different services but
all on a retained recruitment type program.
Although the majority of the work was within the engineering field,
Mindfinders also covered all related areas in the high-tech arena, Business
Development, Operations, Sales, Marketing, etc. The "pre-IPO" world was a
huge learning curve while I was with MindFinders and I quickly became fully
aware of the highs & lows associated to it and the real meaning behind the
term "hands-on" in a start-up environment. I assisted with a training
program at our pilot offices, not only within the sales force but also the
recruitment teams. Equally there was an ongoing focus in marketing by
helping to introduce new services.
PROFESSIONAL EXPERIENCE - UK
7/1996 - 12/1999
Executive Search Consultant
Hamilton Parker International, plc, Bracknell, UK
3/1993 - 7/1996
Recruitment Consultant
Dart Resourcing, London, UK
6/1992 - 3/1993
Contract Staff Controller
City Catering Recruitment Services, Leeds, UK
EDUCATION & TRAINING
YCAT (York College of Arts & Technology), York, North Yorkshire
Certification
B.A. Graphic Design
Cambridge Sales Training Institute, Cambridge
Certification
Dale Carnegie Sales Management leadership course
Leeds Polytechnic, Leeds, North Yorkshire
Certification
Kelloggs Field Sales Introductory Program
North Yorkshire Center of Excellence, York, North Yorkshire
Certification
Duke of Edinburgh Award
PROFESSIONAL & PERSONAL REFERENCES
Available upon request
Contact this candidate