Sales Customer Service

Toby Burleson

***** ******* . ******, ** *****

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

512-***-**** cell 512-***-****

Sales Professional

STRATEGIC PLANNING & EXECUTION / PRODUCT PRICING & SERVICES / MARKET

PENETRATION / PROFIT OPTIMIZATION

CUSTOMER RELATIONSHIPS / REVENUE GROWTH / BENCHMARKING & REPORTING

ANALYTICAL AND CREATIVE PROFESSIONAL WITH COMPREHENSIVE BACKGROUND IN SALES

AND MARKETING. SKILLED CRITICAL BUSINESS DEVELOPMENT SUPPORT FOR COMPANY

WITH GLOBAL FOOTPRINT. DYNAMIC PERFORMER WITH VERIFIABLE RECORD OF

ACHIEVEMENT INCREASING PROFITABILITY. CONSISTENTLY SUCCESSFUL IN

PENETRATING NEW TERRITORIES, IDENTIFYING TARGETS, AND CAPTURING NEW

ACCOUNTS. EXPERTISE ESTABLISHING AND CULTIVATING STRONG CUSTOMER AND

PARTNER-CENTRIC ENVIRONMENTS, CONTINUOUS IMPROVEMENT OPPORTUNITIES, AND

EFFECTIVE CLIENT RESPONSE SCENARIOS TO CRITICAL BUSINESS ISSUES. OFFER

EXPERTISE IN HARDWARE / SOFTWARE SOLUTIONS FOR HEALTHCARE SEGMENT WITH IN-

DEPTH KNOWLEDGE OF MEDICAL APPLICATIONS, END-USER TRAINING, AND TECHNICAL

SUPPORT SERVICES.

OPERATIONS AND MANAGEMENT STRENGTHS:

KEY ACCOUNT MANAGEMENT Driving Brand Equity / B2B

Strategic Partnership Creation Sales & Operations Analysis

Margin Enhancement Product Management / Service

Contract Development / Team Building and Leadership

Negotiations

Professional Experience

DELL INC. - AUSTIN, TX MAY 1995 TO JULY 2010

Delivered focused relationship management for new accounts, client

retention, customer service, business support, and product positioning for

major supplier of home and business computer equipment and product

bundling.

Healthcare Account Executive (August 1999 to July 2010)

Spearhead sales operations, performance growth, and brand expansion for

diverse product line. Serve as highly visible contact between client and

company, responsible for building client trust in brand and the Healthcare

vertical, Drive sales through needs-based, client-focused interaction and

comprehensive product knowledge, including, Healthcare products such as

Meditech, Cerner, McKesson, GE, Phillips, Fuji and Seimans. Identify target

markets, initiate contact with prospects and create account relationships.

Coordinate best practices policy to enhance marketing standards, grow

customer retention and loyalty, and increase margins. Track client files

and make necessary adjustments to improve service delivery. Review

operational records to project sales, determine profitability, and maintain

Ensure quality delivery of customer management.

Selected Contributions:

- Trained and developed inside sales representatives, honing skill in

sales technique, communications, client interaction on telephone, and

managing territory mining strategies.

- Responsible for sales increases of $2M; 20% in FY10 through 2nd

quarter over FY09.

- In charge of developing territory strategies to maximize margin in

down economy while continuing to grow market share in competitive

Healthcare market space.

- Major client roster of 20 to 30 accounts over multi-state territory;

includes Humana, St. Jude Children's Hospital, Jewish Hospital, Misys

Healthcare, Commonwealth Healthcare Corporation, and University of

Tennessee Medical Center.

- Designed roadmaps, financing proposals, and fully developed

presentations with articulated qualitative and quantitative data for

delivery to C-level executives.

- Created revenue forecast and tracked performance vs. plan; produced

consistent quota retirement in all areas measurement.

- 10+ years of 75% travel while managing various geographical

territories.

Inside Sales (May 1995 to July 1999)

Drove sales of computers, software, peripherals, and services to Federal

government and healthcare organizations. Collaborated with in-house service

teams to provide exceptional customer experience and total product support.

Assisted in creation of promotions and branding events that generated

revenue and enhanced awareness of product integrity and presence.

Researched market trends and developed competitive analysis, highlighting

unique product features, flexibility, cost, capacity and economy of

operation.

Selected Contributions:

- Successful oversight of client relationship including product

roadmaps, platform transitions, and technology shifts.

- Managed evaluation unit program for Dell and non-Dell branded

products.

- Coordinated custom factory integration program with clients for

imaging and 3rd party product integration.

- Recipient of multiple promotions, advancing from Sales Rep II through

Sales Rep IV.

Education

BACHELOR OF ARTS IN JOURNALISM

West Texas State University - Canyon, TX

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Solution Selling

Salesforce.com Sales Transformation

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