Sales Manager

ANA GREENSPAN

*** ***** *****

Branchburg, New Jersey 08853-4045

Mobile: 908-***-****; Home: 908-***-****

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

SUMMARY

Licensed Insurance Producer Trainer/Instructional Designer/Training

Sales and Sales Management Professional Manager

Recruiter

EXPERIENCE

Bankers Life & Casualty Company, Somerset, NJ June 2009 - Current

Insurance Agent - Contractor

Insurance Producer licensed in Life and Health, selling Life Insurance,

Annuities, Long Term Care Insurance and Medicare Supplements primarily

to the senior market.

Kinley & Manbeck, Inc., Hampton, NJ May 2006 - September 2008

Sr. Manager - Client Solutions

K&M is a woman-owned management consulting and training firm, primarily

supporting the pharmaceutical and telecommunications industries. In

this self-directed role as a senior sales manager, accomplishments

included:

Sales:

. Heavy networking to promote company. Networking included attending

procurement events, industry specific events, women organization

events, business association events, chamber of commerce events, and

learning and organizational development events. Volunteered at golf

outings to give back to the community, and to promote the company to

new lines of businesses to attract new and varying customers.

. Registration of the company with Fortune 500 companies and state and

federal governments. The combination of networking and

registrations resulted in company receiving a significant number of

invitations to participate in RFPs/RFIs/RFQs.

. Authoring of all RFP/RFI/RFQ and Discussion Documents. Setting

prices for services in RFP/RFI/RFQ and Discussion Documents.

. Obtaining master service agreements with new clients. Grow business

with existing customers, resulting in additional master service

agreements for new services with existing customers.

. Establishing relationships with Prime Contractors to participate in

multi-year, extensive consulting opportunities, or opportunities

outside the scope of our services. Obtaining teaming agreements.

Marketing:

. Creation of marketing materials including brochures, PowerPoint

presentations, detailed project overviews.

. Getting articles published featuring CEO and company in the Courier

News and NJ Entrepreneur.com.

. Obtaining award for CEO in Enterprising Woman Magazine, further

promoting CEO and company.

. Obtaining advisory board position for the CEO with the New Jersey

Small Business and Development Center.

. Arranging speaking engagements for CEO with women organizations to

promote company.

Recruiting:

. Recruiting for a variety of positions: clinical trial project

leaders, clinical research associates, trainers, instructional

designers, training managers, data entry personnel, programmers,

testers, documentation specialists, scientific writers, etc.

ePath Learning, Inc., Somerville, NJ February 2005 - November 2005

Account Executive - eLearning Specialist

As an eLearning specialist, responsible for all phases of client

interactions from sourcing the client, demonstrating the product,

RFI/RFP, contracts and closing the deal.

OSS Nokalva, Inc., Somerset, NJ April 2000 - November 2004

Director of Sales

Director of sales; responsible for motivating and leading sales team in

selling ASN.1 software to customers in the United States and

internationally. ASN.1 is an international standard language for

communication devices, ranging from small-embedded systems through

enterprise systems.

. Increased sales by 50% within first four months of employment.

. Member of the OSS Nokalva Board of Directors.

. Set prices for OSS Nokalva and subsidiary company; set company sales

policies.

. Managed staff of five sales and shipping personnel.

. Managed sales of five million dollars, writing 360 license

agreements.

. Interfaced with engineers, developers, lawyers and VP levels to

close deals.

. Developed sales material for distribution.

. Set priorities for development team based on needs of customers.

Participated in technical discussions.

. Wrote proposals for enterprise licensing agreements to Fortune 500

customers.

. Customers included major telecommunications companies, government

agencies, chip manufacturers, engineering companies, software

development companies, ranging from Fortune 500 companies to small

start-up companies.

. Monitored sales telephone and monitored email 24X7 with sales staff.

AT&T / Alert Staffing / Greenspan Consulting, Inc., Piscataway, NJ March

1980 - November 1999

Trainer/Instructional Designer

Instructor and Course Developer/Technical Writer as a contractor for

AT&T, for two pass/fire courses geared for newly hired employees

(described below under Instructor/Developer section). Instructor in

web related courses such as HTML and CGI Programming using PERL.

Sales/Marketing & Site Manager

Customer Account Manager/Site Manager for Corporate Information

Technologies Services Business Unit, responsible for managing training

contract, direct interface between customer and curriculum managers,

analysis of training reports, negotiating annual contracts.

. Negotiated a 12,000 student-day commitment for the Training Center.

. Saved the Business Unit 12% on their training budget.

. Wrote proposals to deliver AT&T training to external customers.

. Contributed to professional trade shows, job fairs and on-site AT&T

shows.

. Created organization budget and handled miscellaneous projects for

manager.

Instructor/Developer

Instructional Designer/Technical Writer and Instructor for two

pass/fire courses geared for newly hired employees.

The UNIX course teaches design techniques, UNIX, Shell and C. The MVS

course teaches TSO, JCL, and COBOL II.

As an Instructor:

. Managed 12-24 students during a three-month training cycle.

. Documented performance, administered tests, and handled Code of

Conduct Violations.

. Determined trainees' future employment with AT&T.

. Successfully prepared students for their new job assignments.

. Consistently received excellent ratings from students.

As a Course Developer:

. Team Leader and lead developer responsible for re-engineering the

UNIX course to include new methodology and enhanced materials.

. Team Leader and lead developer responsible for converting the MVS

course from COBOL to COBOL II, improving quality and technical

content.

. Both courses consistently received excellent feedback from students.

Programmer

1. Programmer for marketing and budget application for Dataphone

Digital Services using MVS, COBOL and RAMIS.

EDUCATION

Queens College, New York, NY - B.S. - Mathematics; Minor - Education -

Graduated Magna cum Laude

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