Sales Representative
Resume:
jim whiteley
Wilmington, NC **412
910-***-**** cell
abh125@r.postjobfree.com
SENIOR SALES PROFESSIONAL
Sales professional with an extensive background in selling complex IT
Infrastructure and Services solutions. Demonstrated experience in account
management, business development, channels and partner sales with a focus
on Fortune 500 companies. Proven ability to align solutions and products
with client needs, implement new initiatives, create and lead teams, grow
and maintain executive relationships, and deliver results.
Core Competencies:
. Demonstrated Account Management
. Channels and Partner Sales Experience
. Creating and Building Executive Relationships
. Demonstrated Business Development
. Proven Team Leader
. N.C. Geography and Accounts Knowledge
EXPERIENCE
Rx Express Marketing, Inc., Wilmington NC
April 2010 to Present
Advertising Sales Representative - Wilmington, NC
. Inside sales representing pharmacies to all business segments (doctors,
lawyers, education, trades, restaurants, healthcare, churches, real
estate, and insurance, among others.
. 100% commissioned sales position.
Hewlett-Packard Company, Wilmington, NC
2002 - 2009
Commercial Account Manager -Wilmington, NC (2008-2009)
. Accountable for a channels and partner lead model for selling HP products
and services to assigned accounts in North and South Carolina.
. Focused on developing new accounts and representing HP to the customer
and the customer to HP in all sales oriented activities.
. Responsible for establishing executive relationships, understanding the
unique business needs of the client within their industry, then tailoring
a sales strategy and solutions to meet the explicit and anticipated needs
of the customer.
. Lead a virtual team of both HP and partner resources
. Established and maintained a pipeline of over $28 million compared to
quota of $8.5 million.
. Accounts included:
AbitibiBowater, Carlisle Companies, Moses Cone Health System, Novant
Health, Rexam, Inc., Ruddick Corporation, Southeastern Freight Lines,
Southeastern Regional Medical Center, and The Pantry, among others.
Enterprise Account Manager - Wilmington, NC (2006-2008)
. Responsible for eight key accounts, with both direct and indirect HP
relationships
. Focused on retaining and penetrating existing accounts and representing
HP to the customer and the customer to HP in all sales oriented
activities.
. Responsible for establishing executive relationships, understanding the
unique business needs of the client within their industry, then tailoring
a sales strategy and solutions to meet the explicit and anticipated needs
of the customer.
. Lead a virtual team of both HP and partner resources
. Consistently met annual sales goals; finished fiscal 2008 at 171% of an
$18.5 million quota.
. Key accounts included:
Blackbaud, R. H. Donnelley, Delhaize America, LabCorp, Quintiles
Transnational, Reynolds American, SAS Institute, and Stock Building
Supply
Enterprise Account Manager - Wilmington, NC (2002-2005)
. Responsible for successful transition of named accounts and territory
customers from Compaq to the new Hewlett Packard.
. Focused on retaining clients and helping them understand the product
roadmaps and transitions between HP and Compaq product lines.
. Enterprise product focus, including servers, storage, software, and
services.
. Consistently met annual sales goals.
. Major accounts included:
BB&T, First Citizens Bank, General Parts, Jefferson Pilot, PPD, and
Progress Energy. Territory development included commercial accounts each
of I-95.
Compaq Computer Corporation, Wilmington, NC 1998 - 2002
Territory Account Manager - 1998-2002
. Managed both named accounts and territory accounts, including both
"direct" and partner led engagements.
. Responsible for enterprise products and services, as well as personal
systems.
. Established BB&T's Compaq Direct relationship to eliminate competitive
threat.
. Sold branch refresh at First Citizens bank.
. Consistently met or exceeded sales quota during this period, while
averaging over $15 million in revenue generated.
. Major accounts included:
BB&T, First Citizens Bank, General Parts, Jefferson Pilot, PPD, and
Progress Energy. Territory development included commercial accounts east
of I-95.
Digital Equipment Corporation, RTP, NC 1981 - 1998
Sales Executive (1987 - 1998)
. Direct sales responsibility for all Digital products and services for
major accounts.
. Cross-functional team leader for all functions including sales, sales
support, customer services, finance, and consulting services.
. Negotiated "Concord buying agreement", which resulted in over $4 million
of revenue at Corning's new facility.
. Protected large proprietary installed based at Corning, while developing
new business based on UNIX and Windows operating systems.
. At Corning, sold over 8 man-years of consulting to assist in solution
implementations
. Sold consulting engagement at Cape Industries to develop a "5 Year
Strategic CIM Plan", which resulted in over $1 million of follow-on
business.
. During period, averaged over $3.5M per year and over 140% of goal,
earning 10 "DEC100" and 2 "Circle of Excellence" awards.
Senior Sales Representative - Wilmington, NC (1984- 1987)
. Relocated to Wilmington to develop 11 county territory covering all
markets.
. Generated over $8 million in first year, helping justify second sales
representative and a sales support specialist for the area.
. During period, averaged over $4.4 million per year and over 145% of goal,
earning three DEC100 and two DECathlon awards.
Senior Sales Representative - Chapel Hill, NC (1983- 1984)
. Direct sales responsibility for educational market and targeted
commercial accounts.
. Sold nationwide network of systems to Hardee's, resulting in over $1
million in revenue and replacing incumbent and largest competitor.
. Partnered with educational software ISV to win a $1 million order at UNC-
Wilmington and established the solution as the standard for the UNC
System.
. Sold $5.1 million and attained 207% of goal, earning both DEC100 and
DECathlon awards.
Sales Representative - Chapel Hill, NC (1981 - 1983)
. Direct sales responsibility for all products and services for assigned
territory.
. Developed and executed Engineering Systems Group sales plan for North
Carolina, in 1981.
. Developed and executed Educational Computer Systems sales plan for North
Carolina, in 1982.
. Sold to higher education in 1982, with sales of $2.2 million and achieved
128% of goal. .
NCR Corporation, Raleigh, NC - 1978 to 1981
Account Manager
. Represented Commercial/Industrial Division in eastern NC.
. Sold hardware/software solutions, primarily to wholesale/distribution
accounts.
. Prospected, surveyed, and qualified accounts.
. Proposed and demonstrated turnkey solutions.
East Carolina University School of Business, Greenville, NC - Fall Semester
1978
Lecturer
. Developed and delivered introductory business course covering a variety
of areas of business curriculum.
. Advised freshmen business majors.
Lawrence Behr Associates, Greenville, NC - 1976 to 1978
Assistant to Broadcast Consultant
. Duties included calculating radio engineering values, completing FAA and
FCC forms, drafting, graphics, and light computer work.
Education
Master of Business Administration, East Carolina University, Greenville, NC
- 1978
Bachelor of Science in Industrial Technology, East Carolina University,
Greenville, NC - 1976
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