Sales Manager

Steve schoonmaker

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

Stillwater, Minnesota 55082

Home: 651-***-****

Mobile: 651-***-****

E-mail: *****@********.***

Web: www.MktgPros.com

SALES & MARKETING MANAGER

Entrepreneurial manager with sales and marketing experience at a regional,

national and corporate level for start-up and established technology and

manufacturing companies. Expertise in turning company vision into sales

growth by pulling teams together, collaborating to assure business needs

are met, and executing an integrated plan.

EXPERIENCE

SELF EMPLOYED, Management Consultant, Stillwater, Minnesota, April 2010 -

Present

. Interim General Manager for a small manufacturing and recycling

company; improving company performance by collaborating with owners

and managers on business performance management, financial plans and

controls, sales and marketing strategies to increase company profits.

. Establishing best practices and tools for decision-making, problem-

solving, and improving internal and client communications.

FLIP SCREEN, National Sales Director, Stillwater, Minnesota, August 2009 -

February 2010

. Delivered a 50% increase in new customers in the United States for a

niche construction equipment manufacturer by developing sales

opportunities, negotiating, and securing purchase agreements.

. Increased the 2H09 opportunity pipeline 276% to $3.32M by delivering

value propositions to target contacts through advertising, direct

marketing, telesales, product demonstrations, sold with and through

dealers and resellers, managed customer relationships.

. Co-produced a 5 minute segment on construction recycling solutions for

the Inside Business Report's television news network.

SELF EMPLOYED, Sales Management Consultant, Stillwater, Minnesota, April

2009 - July 2009

. Delivered a 60% increase in new customers in North America for a niche

start-up construction equipment dealer; developed sales opportunities,

negotiated and secured purchase agreements.

. Created a new $1.2M opportunity pipeline by delivering value

propositions to target contacts through advertising, direct marketing,

telesales, product demonstrations, and implementing best practices for

customer relationship management.

IBM, June 1979 - February 2009

Channel Marketing Manager, Minneapolis, Minnesota, September 2008 -

February 2009

. Impacted $2.6 billion annual software sales revenue in the Americas

Geography by influencing internal channel marketing investments in the

software brand.

. Increased awareness and stimulated new sales efforts by creating a

virtual team and implementing a plan that focused on key business

partners to engage in new co-marketing/co-sales efforts, improving the

lead pass process, creating new sales tools, and conducting marketing

and sales training.

Manager of Software Marketing, Minneapolis, Minnesota, March 2008 -

August 2008

. Impacted $2.6 billion annual revenue, with specific responsibility for

$408 million in new revenue generation; led the Americas Geography

Program, Channels and Regional marketing teams in driving the Software

Business Results while meeting expense and headcount objectives.

. Achieved $59 million on a $51 million revenue plan, 115% attainment, by

directing the deployment of programs targeting mid-sized companies in 7

major industries.

. Administered $750,000 operating budget and supported all Software

brands to enable the execution of sales and marketing campaigns.

Steve Schoonmaker

Page 2

EXPERIENCE

IBM, June 1979 - February 2009

Regional Marketing Manager, Minneapolis, Minnesota, March 2006 - February

2008

. Impacted $1.8 billion annual software sales revenue by creating and

leading software brand marketing and partner co-marketing campaigns in

10 Central Region states for mid-sized companies in 7 major industries.

. Achieved $59 million on a $61 million revenue plan, 30% YTY growth in

2007 by establishing best practices for customer acquisition and

retention programs, creating sales tools, and training sales teams;

earned a Vice President's Award for "Perseverance in the face of

challenges. Integrity, resilience and excellence in delivering results

to the business" in 2007.

Marketing Manager, Minneapolis, Minnesota, April 2002 - March 2006

. Generated $40 million in new sales opportunities in 10 Central Region

states that contributed to sales team 11 % year over year performance

in 2004 and 40% in 2005 impacting 1.2 billion in annual sales revenue

by increasing brand awareness and creating new marketing programs.

. Administered $100,000 operating budget, and led

software/hardware/services brand, retail, wholesale distribution, and

insurance industry marketing and partner co-marketing programs,

strategized and delivered sales tools and training programs, and earned

a Vice President's Award in 2004 for "enhancing the value of marketing

in the Central Region."

Service Delivery Manager, Minneapolis, Minnesota, May 2000 - March

2002

. Improved service delivery in three data centers, increased on-time

project completion from 25% to 90% of plan, and delivered 40% service

cost reduction.

. Impacted $80 million in annual IBM revenue by directing an Information

Technology Team including 100 Technical and Account Service

Specialists, and coordinated delivery of 24/7 continuous mainframe

support to a leading general merchandising retailer.

Program Manager, Minden, Nevada, October 1998 - April 2000

. Recovered/completed a behind-schedule Y2K readiness project by

directing a 15-person Subject Matter Expert and Project Executive Team

in North America, Latin America, and Asia Pacific business segments

with 27,000 worldwide personnel, and earned a Vice President's Award

for achieving objectives under "very difficult circumstances."

Solution Sales Manager, Minden, Nevada, January 1997 - September 1998

. Delivered $500,000 in new software, hardware, and services revenue by

selling inventory management and workforce management extensions for

SAP and JD Edwards Enterprise Resource Planning systems to new account

client executives, and earned a Vice President's award for "high

customer satisfaction."

Channel Sales Manager, San Jose, California, January 1993 - December

1996

. Earned Western Region Sales Team Top Producer status in 1994 and 1996

by exceeding sales objectives for PC hardware and software supporting

distributed process control, inventory management, manufacturing

execution and workforce management applications.

EDUCATION

University of Phoenix, San Jose, California

Bachelor of Science Degree, Business Administration, Marketing

concentration, 1990

PROFESSIONAL CERTIFICATIONS & DEVELOPMENT HIGHLIGHTS

IBM LEADERSHIP DEVELOPMENT PROGRAM, April 2008 - January 2009

CERTIFIED PROJECT MANAGEMENT PROFESSIONAL, Project Management Institute,

2001-2004

PUBLICATIONS

IBM FORWARDVIEW MAGAZINE, Sync Up to Get Ahead, October 2007[pic][pic][pic]

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