Sales Manager

Innovative and results-driven sales professional with 15 years of

exceptional results in highly competitive environments.

Proven ability to quickly analyze key business drivers and strategies to

over-achieve quotas and deliver superior client value.

Dynamic sales and marketing career with over 15 years of delivering cutting-

edge, state-of-the-art technology and business solutions. Consistently

achieved strong record of outperforming sales quotas, developing new

business, and strengthening customer relationships with advanced knowledge

of innovative IT and e-commerce solutions. Expert presentation,

negotiation, and communication skills with keen abilities to set goals,

plan, and implement. Energized by new challenges! Areas of Excellence

include:

Solution Selling Account Development Key Account Management

Business Development High Impact Sales Customer Needs Assessment

Presentations

Prospecting Lead Closing / Negotiation

Generation/Conversion

SKILLS & ACHIEVEMENTS

Built solid track record of success leading start-ups, turnarounds, and

rapidly growing companies

. Sales Management & Leadership - As acting national sales manager, leading

out-sourced sales teams, have recruited (29 sales professionals),

trained, and led 5 sales teams in 5 unique industry segments, generating

~$1.5M in new sales over 6 month period of time.

. Business Development & Sales Leadership - Personally closed 20 private

and public sector contracts for up to ~$30M with organizations such as

AT&T, Bell South, EMC, Flextronics, GE Capital, IBM, Microsoft, WMS

Gaming, and Government/Military.

. Comprehensive Sales Experience - Grew revenues by ~80% YOY. Improved

gross margins from 22% to 28% while improving customer satisfaction

rating from average of 6.8 to 7.3. Re-organized outside sales team,

established pre-sales engineering support team, and launched an inside

sales team that was critical to capturing service contract renewals.

. New Business Start-up - Established an innovative digital-based medical

imaging company focused on the small physician business segment which

grew to 30 clients, ~$1M in sales within 24 months, and achieved

profitability break-even.

CAREER HISTORY & ACCOMPLISHMENTS

New Paradigm, Inc., Vancouver, WA 2010 to Present

New Paradigm delivers sales outsourcing solutions that dramatically

increase sales, revenue and profits by combining recruiting, sales

training and resource development services into a powerful offering

Director of Sales

Act as national sales manager to recruit, develop, train and manage

'outsourced' sales teams for client companies. Established 5 sales teams,

in past 6 months, in Human Resources, Print/Online Media, Enterprise

Software, and Financial Services market sectors.

Medical & Therapeutic Professional Solutions, Inc., Milford, MA 2008 to

Present

A New England startup focused on providing physician solutions including

mobile imaging, electronic medical record software, and billing services.

Sales Manager

Senior Executive with strategic planning, operating, sales, business

development, marketing and P&L responsibility for the start-up of a new

company. Participated in all aspects of company formation including seed

funding and partner/vendor relationships.

. Grew revenues to $500,000 on annual run-rate basis and achieving

profitability break-even within 24 months.

. Established all aspects of sales organization and processes from

inception: including lead generation, prospecting, sales process, and

closing.

. Created marketing and sales campaign to identify, market, and acquire 30

private physician practices (e.g., cardiology, vascular surgery, primary

care, general care, and obstetrics/gynecology).

. Sold innovative technology including PACS and EMR software to deliver

state-of-the-art digital solutions to private physician practices in

Massachusetts, New Hampshire, and Rhode Island.

Oliver Wyman, Boston, MA 2006 to 2008

A premier corporate strategy firm (revenues $1.3B) helping technology

enterprises develop, build, and operate strong businesses that deliver

sustained shareholder value growth.

Associate Partner, Communications, Media, & Technology Practice

A successful track record helping clients develop sustainable value through

effective business strategies, focused business design, operations

optimization, and effective change management. Sold client engagements

representing $3.75M of revenue and include IBM, Hirschmann, Belden CDT,

SAP, Microsoft, WMS Gaming, Inc.

. WMS Gaming - $600M slot machine and gaming manufacturer. Developed a new

value-driven business design that transformed a hardware manufacturer

into a software provider with significant channel opportunities in both

brick-and-mortar and online.

. IBM Support Group - $9B maintenance and support business. Evaluated and

selected new business models to provide higher level customer

satisfaction and maintain financial integrity of its core business in the

face of growing competitive pressures.

. Microsoft - $58B software provider. Assisted online ad group to identify

new business designs driving $600M of incremental revenue.

Parametric Technology Corporation, Inc. (PTC), Needham, MA 2005 to 2006

Leading software company (revenues $1B) enabling discrete manufacturers,

services, publishing, and government organizations to optimize the

development of physical and information products.

Vice President, Global Services - North America Delivery

Senior Executive with strategic planning, operating, and P&L responsibility

($98M) to deliver process, and technical software implementation services,

training, and intellectual property to over 10,000 customers. Managed 275

direct and 200 indirect consultants in a distributed field organization.

Built and optimized a pre-sales support team to drive sales efficiency.

. Grew revenues by ~80% YOY ($13.5M per quarter to $24.5M). Improved gross

margins from 22% to 28% while improving customer satisfaction rating from

average of 6.8 to 7.3. Launched an inside sales team that was critical

to revenue growth by capturing service contract renewals.

. Reorganized North American organization creating communities of practice

with vertical and domain expertise while growing direct employee base

from 110 to 275 and adding a flexible staffing capability through a

network of 200 indirect consultants.

. Developed an on-shore solution center providing customers with post-

production support and at a 50% reduction in operating cost

Teradyne, Inc., North Reading, MA 2004 to 2005

Leading global supplier of Automatic Test Equipment and Interconnection

Systems (revenues of $135M) to the world's leading semiconductor,

military/aeronautical, electronics, automotive, and network systems

companies.

Vice President, Global Services & Support - Assembly Test Division

Senior Executive with strategic planning, operating, sales, business

development, marketing and P&L responsibility ($44M) for a global services

and support organization. Managed 119 global, direct reports in

hardware/software field support, field applications, spare-parts, and

professional services.

IBM, Inc., (former Diligent Technologies, Inc.), Framingham, MA 2002 to

2004

Global storage software startup delivering enterprise-class virtual tape

solutions for Mainframe and Open Systems

Vice President, Customer Services and Support

Senior Executive with strategic planning, operating, sales, business

development, marketing and P&L responsibility ($2M) for a pre- and post-

sales service and support organization. Participated in all aspects of

company formation. 14 global, direct reports in pre-/post-

sales/engineering support, and professional services. Managed all aspects

of OEM and VAR two-tier channel development.

Speedline Technologies, Inc., (former Cookson Electronics Equipment Group,

Inc.), Franklin, MA 2000 to 2002

$180M Global capital equipment manufacturer serving electronics assembly

and semiconductor packaging companies

Vice President, Assembly Products & OEM Relations - Global Operations

(2001 to 2002)

Senior Executive with strategic planning, operating, sales, business

development, marketing and P&L responsibility ($25M) for the start-up of a

new value added services business to electronic assembly and semiconductor

packaging companies. Oversaw 12 cross-functional direct reports and

managed a $6M budget. Streamlined distribution channel and improved

technical sales by developing pre-sales team.

Accenture LTD, (former Anderson Consulting), Wellesley, MA 1995 to 2000

World's leading management and technology services organization (revenues

$23.4B)

Senior Manager, Strategic Services (1999 to 2000)

Fast-tracked promotion. Advanced from managing key consulting projects to

selling and leading large strategic initiatives across critical client

engagements. Managed project teams of up to 25 personnel and budgets of

up to $3M. Client list included AT&T, BellSouth, First Energy

Corporation, GE Capital, Microsoft, and SBC Communications.

. Manager (1998 to 1999), Senior Consultant (1997 to 1998), Consultant

(1995 to 1997)

Kurt Salmon Associates, Atlanta, GA 1991 to 1994

Global management consulting firm for retail, consumer product and

healthcare companies

Manager, Distribution & Logistics (1992 to 1994)

Quickly promoted to provide expertise in operations, process redesign,

productivity improvement, service and quality for consumer product

companies. Planned and managed the entire engagement cycle - from initial

contact with executives, to defining/presenting scope of work and

negotiating fees, to providing services and producing deliverables.

Client list included Borders, Fingerhut, Thrifty Drug, and Jones New York.

. Consultant (1991 to 1992)

EDUCATION & OTHER ACCOMPLISHMENTS

M.B.A., Dartmouth College, Hanover, NH.

B.S., Business Administration/Finance, University of Utah, Salt Lake City,

UT

Military Service: Lieutenant / Surface Warfare Officer - United States

Navy (1987 - 1991)

Sandler Sales Institute - Sales Training & Leadership

Frequent speaker at key industry conferences and published in industry

journals.

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