Sales Manager
Resume:
Paul Smith
Glendale, Arizona 85310
***********@*****.***
Qualifications
Experienced call center sales & service director with a track record of
consistently exceeding performance objectives in both sales and service
environments.
. Launched and successfully managed inside sales for numerous Silicon
Valley-based ASP's;
. Managed service/sales staffs from 3-75 agents and as vendor manager
of both marketing and service environments for Ogilvy clients;
. Worked as Director, Client Relations for two call vendors, and in
vendor management for Turbo-Tax, managing 130 outsourced agents;
. Six Sigma process trained leader who excels in documenting and then
replicating best- practice methodology;
. Developer of solution-based sales training programs and author of
the book- Marketing is a Science; Selling is an Art.
Employment History
3/2010 - Current - Inside Marketing Manager, SAP
Launched SI SME lead generation team for SAP, supporting Retail,
Healthcare & Public Services/ Utilities industries.
. Established effective partnerships with both field sales and inside
sales organizations to drive attainment of lead generation goals; -
(Achieved 160% of Pipeline objective)
. Implemented lead scoring process to enable more effective pipeline
management by Inside Marketing Representatives;
. Developed and delivered training to improve tele-vendor's
identification of qualified leads and handling of Gatekeeper
conversations.
4/2007 - 3/2010 - Consultant, Ogilvy Advertising
Supported approximately ten Ogilvy corporate clients (pharmaceutical,
high tech and shipping industries) with vendor call center management,
sales training and customer support applications. This included role
as Interim Vendor Manager for DHL Express Delivery, overseeing
operations and performance of outbound telemarketing unit.
. Increased conversion rate on outbound lead generation calls by
70%;
. Improved Contacts/Hr rate by 40%;
. Improved cost efficiencies by over 20% on outbound calls.
2/2006 - 11/2006 - Director, Inside Sales, Welcome Wagon
Managed ramp up of b2b Inside Sales group, developing training
materials and processes; also, streamlined appointment setting and
reporting processes for both internal and external sales and marketing
resources.
. Drove over $5 Million in revenue thru appointment setting program
2006.
11/2002 - 9/2005 - Sr. Manager, Direct Sales, Intuit
Successfully managed multiple sales channels to exceed sales objectives
in both QuickBooks and TurboTax and led development of skill and
learning programs for sales agents.
. Managed 70-person QuickBooks Registration Sales organization,
achieving $26M in revenue against plan of $14M; over $5 Million in
revenue thru appointment setting program 2006;
. Interim Sales & Service Manager for TurboTax- '03 Tax Season- (130
Outsourced agents-two sites) increasing sales performance by 32%
for 3 of 4 targeted SKUs;
. Managed, Direct Sales Learning & Development, operationalizing
agent-choice for learning for '06 Product Launch Training,
directing development of customer-centric sales training, including
web-delivery of Needs-based Selling exercises, also launching
competitive training and preparedness initiative;
. Achieved Six Sigma Green Belt Certification.
2/2002 - 11/2002 - Manager, Inside Sales, Nexion
Successfully re-built and managed inside sales team for Travel industry
ASP.
. Exceeded quota and broke 3-year old company record for new account
acquisition;
. Re-engineered sales and account set up process, reducing cycle time
to close by over 35%;
. Developed complete training program for inside sales
representatives.
8/2000 - 10/2001 - Sales Director/ Consultant, Intelegy Outsourced Call
Vendor
Led in the sale, development and launch of inside sales operations for
Intelegy ASP clients including; online training company, K-12
technology vendor, IBM Printer Systems business partner and web
shopping portal.
. Successfully integrated inside sales with field sales;
. Led in the development of product series and formulation of selling
methodologies;
. Successfully trained ISRs in selling skills and consistently met
and exceeded client channel goals.
10/1998 - 8/2000- President, The SellingAdvisor
The SellingAdvisor consulting firm assisted organizations in developing
fully integrated direct marketing solutions, focusing on call center
development and sales training.
. Authored the book Marketing is a Science; Selling is an Art;
. Managed sales and marketing initiatives for large regional
insurance broker.
5/1998 - 10/1998 - Director of Consulting Services, ACTS Corporation
Managed solicitation for and performance of consulting/market research
engagements with mainframe technology clients.
. Led focus groups in US and Europe and authored study for IBM to
evaluate customer reaction to software pricing changes;
. Conducted study and authored reports for auto parts aftermarket
manufacturer on ERP implementations on the mainframe platform.
6/1995 - 5/1998 - Sales Representative, IBM
Marketed and sold IBM products to both mainframe customers and
competitively installed accounts as member of inside sales center and
as a field rep.
. Successfully implemented account coverage strategy for mainframe
accounts from inside sale center;
. Exceeded sales quota every year.
Education 1984 - Bachelor of Arts Degree, Liberty Baptist College,
Lynchburg VA Graduated Summa Cum Laude with degree in Interdisciplinary
Studies.
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