Sales Manager

PAUL E. ACKMANN

**** ******** **** ** • Prior Lake, Minnesota 55372

**********@***.*** • 952-***-**** • 612-***-****

SALES & ACCOUNT MANAGEMENT

Sales/Marketing Strategies • Relationship Management • Business Development

ACCOMPLISHED AND RESULTS-ORIENTED ACCOUNT MANAGER WITH A SOLID RECORD DELIVERING STRONG AND

SUSTAINABLE REVENUE GROWTH IN HIGHLY COMPETITIVE BUSINESS MARKETS. COMBINE EXPERTISE IN STRATEGIC

PLANNING AND PROJECT MANAGEMENT WITH STRONG QUALIFICATIONS IN PRODUCT/SERVICE PROMOTION. PARTICIPATIVE

LEADERSHIP STYLE WITH EXCELLENT SKILLS IN CROSS-FUNCTIONAL TEAM BUILDING, QUALITY PERFORMANCE, AND

PRODUCTIVITY IMPROVEMENT. ENERGIZED BY NEW CHALLENGES. KEEN ABILITIES IN GOAL SETTING, CREATIVE PROBLEM

SOLVING, AND FOLLOW-UP. KNOWLEDGE OF COMPUTERS ON A RANGE OF APPLICATIONS. EXCEPTIONAL ORGANIZER WITH

THE ABILITY TO LIAISE CROSS-FUNCTIONALLY AND CROSS-DEPARTMENTALLY.

CORE COMPETENCIES

• • •

Client Needs Assessment Tactical Sales Strategies Account Development

• • •

Market Research/Analysis High-Impact Presentations Customer Satisfaction

• • •

Relationship Building Workflow Prioritization Cross-Cultural Skills

• • •

Business Development Vendor/Supplier Relations Training & Development

PROFESSIONAL EXPERIENCE

BETTER BUSINESS BUREAU – St. Paul, MN, 3/2004-1/2011

Business Relations Representative

Represent the BBB and consult with business leaders on bureau services to grow account base and

support annual revenue of $1-2 M.

Liaise with business owners and company executives to communicate Better Business Bureau services and

advantages along with the role the organization plays in the overall business community. Utilize industry

specific knowledge to deliver presentations, ask tactical questions and present benefits to key company

decision-makers in a variety of industries. Proactively prospect for new leads, maintain close contact with

established accounts / clients; negotiate and secure contracts to close final deals efficiently. Collaborated

with the Operations Department to establish procedures and policies, including those governing new member

company qualifications, credential verification, nature of business and licensing requirements. Utilized

information from government agencies, Web sites, and legal documents to perform credential verification.

Key Achievements:

Recognized for assertive and professional demeanor, easily develop rapport with potential

clients; recognized as Top Producer within the bureau.

Consistently ranked in the top 10% of all sales representatives nationwide; key team member

implementing a full turn-around to achieve Top Five bureau status.

Acknowledged leader, repeatedly requested to train, mentor and supervise new sales

representatives.

Exceptional problem-solver, identify needs and implement process improvements designed to

maintain efficiency and expediency in account prospecting and management.

Possess an optimistic outlook and high integrity, recognized as the go-to-person for

troubleshooting challenging issues and account concerns.

…continued…

JobBOSS/EXACT SOFTWARE NORTH AMERICA – Edina, MN 1993-2004

Account Manager – Sales Department (2000-2004)

Leading developer of manufacturing, accounting, payroll, CRM, and eBusiness software solutions

for clients with 100 employees and $12 million in annual revenue.

Serviced and maintained key accounts within designated territory, ensuring customer satisfaction and

retention. Assessed individual business needs, provided viable application solutions, and facilitated timely

follow-up. Actively communicated with customers to promote JobBOSS products and services, discuss goals

and objectives, and successfully resolve technical issues and/or complaints. Conducted product informational

demonstrations via online e-seminars/webex sessions. Coordinated trade shows, regional user groups, and

on-site customer visits. Negotiated competitive pricing and payment terms with customers and product

vendors. Maintained comprehensive database integrity, tracked statistical data, and generated relevant

reports. Key Achievements:

Achieved annual savings of $120,000 in lost revenue by implementing an automated program to

track product purchases and annual service agreements.

Recognized by management for success in proactively handling customer follow-up and dispute

resolution strategies.

Consistently attained 100% of sales quota; demonstrated history of establishing strong customer

relationships built on trust, exceptional service, and responsiveness.

Production Coordinator (1993-2000)

Coordinated all production and customer sales order fulfillment process phases from ordering

essential JobBOSS product line supplies/items to timely product distribution at customer site.

Interacted with various internal departments to ensure efficient product flow and procedures.

Tracked and reported monthly/annual department operational cost as well as individual

productivity. Negotiated service levels and costs with vendors. Purchased and managed production

and supply inventories through forecasting. Trained and supervised staff.. Key Achievements:

Recipient of several annual company awards, e.g., the Department Team Player (3 years), and

Commitment to Quality and Continuous Improvement.

Increased department productivity and eliminated job replication through creatively streamlining

techniques and procedures.

Contributed to reduction in operating costs through savvy negotiations with key vendors.

Created accurate production work instructions/procedures resulting in company attaining ISO

9000 Certification.

Saved company money by maintaining minimum (just-in-time) product inventory through

accurate planning/forecasting and organization.

EDUCATION

Bachelor of Science in Public Health Education

Minnesota State University – Mankato, MN

Minor in Business Administration

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