Sales Manager
Resume:
Edgar R. Crothers
Dover, NH 03820
Cell # 603-***-****
*************@*******.***
Executive Summery
Extensive sales, marketing, new business development experiences delivering vertical SW applications,
B2B & B2C solutions and OEM products to Discrete Manufacturers, Government, Aerospace,
Transportation, Military, Defense, Film/Animation & Communication customers
Proven to deliver profitable business through consultive selling engagements as an individual contributor,
and developing/managing high performing sales teams
Experienced and knowledgeable using contracts to create continued sales growth – farming and hunting
in existing and new accounts
A master at listening to customers, setting goals, and developing/delivering compelling value based sales
product presentations that close business – seeks to understand then be understood
Process driven, detail oriented, highly motivated, upbeat, credible, likes to win and considered by many
as a trusted advisor
Proven to deliver sales forecasts ~5%
National and International experience – North America – EMEA and APAC
Current DoD security clearances
Comfortable with 60% travel
Key skills
C – Level Experience Key Account Sales Management Customer Relations
Team Leadership Strategic Consultative Selling Communications
Professional Experience
VP Sales & Marketing MK-IX/Hygenall Corporation, Huntsville, AL (Oct-08 to Current)
Achievements – Responsibilities:
As part of the executive start-up team launched and grew Hygenall product sales from zero to $5M
within two years
Successfully launched, sold, and delivered 15 new products - technology from the US-CDC/NIOSH
Developed/presented sales proposals, marketing and presentation materials to C level executives and
end users
Directly opened/sold new accounts FBI, US Army & Coast Guard, Johnson Controls, Exide,Doe Run,
Freeport McMoran, – others
Additional responsibilities: day to day management of a sales staff of 5, forecasts, travel expenses, P&L,
trade shows/events, lead generation key account and distribution partner relationship & management
Sales Executive (May 07 – Oct 08)
Analytical Graphics, Exton, PA
Achievements – Responsibilities:
Successfully sold AGI Graphical Simulation products to commercial, military, aerospace and FFRDC
customers
Won new business by delivered compelling product demonstrations
Developed innovative “serge” licensing contracts that increased incremental revenue in Raytheon and
BAE Systems without cannibalizing COTS product sales
Aggressively set up & presented product presentations and ran dozens of cafeteria style sales meetings
Represented AGI at national trade shows, conferences, events
Managed 3rd party ISV relationships, contracts, and deliverables
Surpassed all quota assignments ~123%, Presidents Club, winner of the coveted AGI Blue Star awar
Major Account Sales Manager ANSYS Inc., Canonsburg, PA (Nov 05 - June 07)
Achievements– Responsibilities:
Maintained overall sales responsibility for 3 Major Accounts - United Technologies - IBM and TYCO.
Increased year over year new SW product sales in IBM by 100%
Won a $500K enterprise contract in UTC – Rocketdyne for overage pool licensing
Negotiated a three year SW Purchasing Agreement with United Technologies – value $10M
Increased sales in TYCO by 90%
Achieved 123% new business quota assignment, and 100% of reoccurring maintenance assignments
Senior Director OEM Products Sales (June 03 - Nov 05)
Adesso Systems, Boston, MA
Achievements– Responsibilities:
Delivered 23 high value annuity producing contracts by selling the value of Adesso B2B & B2C rapid SW
development platform – (provisioned Views, Tables, Forms - MS.Net Framework)
Delivered ISV Business Plan template (incorporated into OEM contracts) Training Content and
certification criteria to OEMs and ISVs.
Closed the company’s largest OEM sale ~ $3.5M RFID inventory tracking system
Worked and delivered content to cross functional teams - outbound marketing and presentation materials,
business plan templates and licensing agreements
Partnered with several ISVs I.e. Raytheon, Eco Labs, CDM World, and the American Red Cross to
leverage their domain knowledge
Worked in concert with ISV partners - direct selling with them in the end user accounts to close business
Achieved all MBOs and surpassed quota assignments
Group Manager (May 01 – June 03)
Intuit, Mountain View, CA
Achievements– Responsibilities:
Recruited by Intuit to lead a start up group who was tasked to build a ISV developer program from scratch
and leverage independent ISVs - the goal, increase Quick Books upgrades and new product sales
Delivered: the QBXML framework, 8000 ISVs, 94 vertical product solutions, the Quick Books Solutions
Market Place Web Portal - within 13 months
Developed QBXML programmer certification and QBXML SDK
Managed a staff of 14 – sales, SW development, marketing, branding, contracts, developer events.
Achieved all performance objectives and “Design Win” assignments
Senior Manager/Acting Director – OEM Sales (Apr 96 - May 01)
Autodesk, Inc., San Rafael, CA
Achievements– Responsibilities:
Started at ADSK as a Senior Sales Manager within 15 months advanced to acting Director – group
responsibility responsible for OEM/UAR Sales, Royalty pricing &contracts, developer support, marketing,
trade shows & events, P&L $14M in direct and $33M indirect business – management for a staff of 19 –
hiring, reviews, expense, budget reports, setting MBO & KSOs
Contributed as part of the ADSK senior executive staff to change the direction of the company from
horizontal Authoring tools to Vertical market solutions setting the stage for growth from $700M to ~$3B
Craft customer facing business plans that became the foundation for licensing, quarterly royalty payments
that resulted in incremental revenue without cannibalizing the channel sales business
Surpassed all individual quota assignments and KSO/MBOs and made Presidents Club
Additional Experiences & Qualifications
Matra Datavision – SW - Salesman
Gerber Scientific – SW, & Systems - Salesman
The Robert E. Morris Company – Salesman
Education:
M.S. University of New Hampshire (Durham)
B.S. University of Wisconsin (Stout)
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