Sales Management

Barrie Carrano, AM.APMP

*** ********* ****** *********, ** 06615 203-***-****

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

PROFILE

Over twenty years of experience directing and performing sales/marketing

support functions with expertise in proposal development, project

management, strategic planning, and bottom-line business development.

COMPETENCIES

. Proposal Development

. Sales Support

. Needs Analysis

. Sales Strategy Development

. Marketing Communications

. Project Management

. Cross-Functional Management

. Training and Development

. Recruiting/Staffing

. Performance Management

_______________________________________________________________________

EXPERIENCE

.

. Accredited and active member of the Association for Proposal Management

Professionals.

. Built and managed a sales support group that supported 500 sales reps and

assisted in generating over $27 million in annual sales.

. Delivered an average of 50 strategic, client-focused proposals per month

on time. Led large bid teams through the bid process; assessed each

opportunity, facilitated the creation of the overall proposal strategy,

reviewed terms and conditions, obtained approvals, assigned other

contributors, wrote responses, monitored progress, coordinated pricing,

and ensured a quality proposal was produced.

. Developed and implemented a streamlined proposal development process,

improving our response time. Implemented tools (RFP Express, RFP

Machine, Sant Suite 9), established RFP writing style guidelines, and

developed marketing content for centralized database.

. Used data collection, analysis and trending to capture win loss data and

report back to senior management.

. Implemented a Bid/No Bid process to ensure that we focused on the right

bid opportunities that would result in achieving our sales objectives.

. Managed a successful consulting firm specializing in delivering a broad

range of quality writing services, including proposal development for two

local software companies.

. Thorough knowledge of the business development and sales processes.

. Strong strategic management, project management, people management, risk

management, budgeting, presentation, and administrative skills.

. Skilled at managing and transitioning staff through acquisitions and

organizational changes, including downsizing exercises.

. Hands-on manager that understands how to motivate and develop the

capabilities and expertise of teams.

BARRIE CARRANO Page 2

WORK HISTORY

7/04 - Present OC NORTH AMERICA - A CANON GROUP CO., Trumbull, CT

A $3.5 billion company that manufactures and sells printing

equipment and software, which is now owned by Canon, Inc

Director, Proposal Development

11/89 - 7/04 HYPERION SOLUTIONS, Stamford, CT

A business performance management software company, which is

now owned by Oracle

4/03 - 7/04 Proposal Writer (Consultant)

12/98 - 11/02 Manager, Training & Development

4/97 - 12/98 Senior Proposal Developer

11/89 - 4/97 Director, Product Development

2/87 - 1/89 ASHTON-TATE, Westport, CT A

software company known for developing the dBASE database application

Documentation Manager

EDUCATION/CERTIFICATIONS

ASSOCIATION OF PROPOSAL MANAGEMENT PROFESSIONALS

Foundation Level Accreditation

UNIVERSITY OF PHOENIX ONLINE

Pursuing B.S. in Business/Management

References available upon request

Contact this candidate