Sales Manager

David I. Apseloff

( ** Clay Manor Court - Springboro, Ohio 45066 ( Phone: 937-***-****

( *************@*****.***

Summary of Qualifications

Highly-skilled Client and Business Development Manager with a track record

of progressive responsibility and superior performance driving business

results, through efficient and effective client and business management

processes. Acknowledged for exceptional capacity to spearhead new business

development and lead change. Business growth orientation with "big-picture"

vision, customer service focus and sensitivity to the bottom-line combine

to drive account and business growth and deliver projects stamped with a

blend of detail, efficiency and profitability. Seasoned client facing

account management professional with the unique ability to identify,

evaluate and resolve issues by facilitating communications and influencing

outcomes. Inspired by creating new business growth, assembling talented

teams and passionately improving processes to meet business objectives.

Core Competencies & Professional Strengths

Business Development Management:

o Tenacious commitment to driving profitability, sales and market-growth

and proven ability to influence client decision making activities by

quickly analyzing key business drivers and developing successful business

solutions that drive profitable growth

o Responsible for the management and negotiation of the RFP, SOW, and

contractual agreement process

o Responsibility for the growth and protection of the $38 million per year

Data Services communication business

. Consistently grown annual revenue year over year by 10 - 25% by

focusing on building and extending the long-term recurring revenue

streams and drive client investments in projects that are able to

realize client's aggressive ROI goals

. Consistently exceeded responsibilities for the delivery of $5 million

per year of new one-time revenue while also focusing on the continued

growth of the recurring revenue stream

o Generated in excess of $9 million in new regional Professional Services

Consulting sales and delivered regional services in excess of $8 million

annually

o Reversed a five year trend of inadequate sales and delivery goals for the

Midwest Consulting Region. First year Regional Manager resulted include

the transformation from a last place ranked region to second in the

country and a first place in strategic product sales for North America.

o Improved Midwest Consulting region sales orders 5x over previous years

sales

Client Account Management:

o Interact effectively with a wide range of client resources including C-

level executives, business owners, front-line managers, and technical

resources of various socio-economic backgrounds

o Diverse functional experience managing software development and

implementation projects at the OEM, Enterprise, and Dealership levels

o Manage the engagement of client resources for contract negotiations,

client support liaison, and project/program management

o Responsible for building the overall account strategy

o Manage the process of defining client requirements for potential new

solutions and modifications to existing solutions

o Proven ability to analyze complex business situations, envision potential

engineering solutions and drive decisions from inception though

deployment creating successful outcomes.

o Successfully enhanced customer satisfaction scores to an excess of 97%

positive

Project Program Management:

o Effectively identifies and resolves problems, mitigates business risk

using creativity and available resources. Tackles tough problems and

follows through to satisfactory conclusion

o Experienced in the management of a broad range of client and internal

Software Development Lifecycle (SDLC) and deployment methodologies

. Software development experience includes both RUP and Agile environments

. Project management experience includes PMP/PMI and PRINCE environments

. Experienced in a broad range of data movement protocols including ebXML,

HTTP(S), and FTP(S)

o Creatively design strategic software deployment plans to maximize revenue

and income potential while minimizing expenses and inefficiencies

Business and Process Management:

o Prioritizes workload and multi-tasks, flexible to changing priorities,

direct in approach to discovering information. Makes objective decisions

after analyzing data. Considers ramifications of decisions

o Thrives in high-pressure, variety-oriented environment, valued team

player who keeps others on task

o Implemented a portfolio management process which drove a shift from less

than 25% of effort against revenue generating projects to greater than

50%

o Formulated software estimation process and models which reduced the time

and effort to create and deliver RFP and SOW responses by 28 days

Employment History

OEM Business Development Manager Data Services, Reynolds + Reynolds 2006 -

( Kettering, Oh Present

< Work directly with OEM (Toyota, BMW, Porsche, GM, Chrysler, etc.) and

Enterprise Automotive C-level executives, business owners and technical

resources to create and drive business opportunities

< Overall responsibility for all global automotive Data Services business

development opportunities

< In charge of project approval recommendations and presentations to the

CEO and executive team

< Negotiate, influence and approve contractual terms and pricing of new

business opportunities

< Drive the crafting, approval and response to RFI, RFP, and SOW requests

< Establish and maintain senior level OEM and Enterprise client

relationships

< Provide product pricing analysis for new and existing Data Services

solutions

< Act as a liaison between internal groups and client sponsors

< Directly lead the software project, product and program management teams

< Cultivate and capitalize on opportunities from existing and new projects

that drive incremental business growth

< Manage joint vendor and client meetings

< Conceptualize and implement risk mitigation plans

< Oversee software development projects to meet established deadlines and

budgetary requirements

Regional Manager of Software Implementations Reynolds + Reynolds ( 2003 -

Kettering, Oh 2006

< Ownership of all customer implementation related issues from action

plan identification to resolution

< Support the sales team through the selling cycle with the creation and

delivery of software training and installation presentations and

proposals

< Facilitated customer installation planning meetings and internal

project status meetings to assess installation/project status, assess

issues, risks and establish mitigation plans

< Led the change from an installation "cost center" to a revenue

producing team by providing direct report coaching and partnering with

regional sales team leaders

< Direct joint internal solution review meetings between internal groups

such as sales, product development, field engineering, data

conversions, and operations

< Strategically augmented regional software installer productivity from

67% to over 88% by focusing on filling open ancillary blocks of time to

meet client needs with value added revenue generating activities

< Reduced CRM software installation "sale to install" time from 180 to 45

days by focusing on internal touch points and hand offs

< Managed direct reports including performance reviews and management,

recruiting, interviewing and hiring

< Directly managed software implementation project teams ranging in size

from 5 to 50 members

< Directly managed a team of 15 - 25 direct reports

< Operated and managed an $8 million annual budget

Regional Manager of Professional Services Consulting Midwest 2001 -

Region, Reynolds + Reynolds ( Kettering, Oh 2003

< Monitored and approved customer sales presentations and proposals for

appropriate pricing and profitability

< Actively participated in the sales cycle and closing of new business

proposals

< Managed the regional and individual sales growth and delivered revenue

goals

< Augmented 2002 consultant delivered and recognized revenue 2x over

2001 recognized revenue

< Increased 2002 consultant utilization % by 21% (100% maximum) over

2001 consultant utilization

< Mentor and coach business process consulting team members

< Led the change in the sales presentation and revenue delivery model

from a daily rate model to an overall project value based model.

< Trained team members and the supporting sales organization on the

value and ROI of solution offerings

< Partnered closely with regional sales leaders to drive incremental

revenue opportunities

< Directly managed a team 10 - 15 delivering and selling consultants

Early Career, Reynolds + Reynolds ( Kettering, Oh

CRM Software Product Manager, Reynolds + Reynolds ( Kettering, Oh 2001

Senior Consultant, Reynolds + Reynolds ( Kettering, Oh 1997 -

2001

Onsite Customer Training Professional, Reynolds + Reynolds ( 1995 -

Kettering, Oh 1997

Technical Assistance Center Representative, Reynolds + Reynolds ( 1992 -

Kettering, Oh 1995

Certifications

Microsoft Certified Professional (MCP) - W2K Server, W2K Professional

Network + Certification

A+ Computer Technician Certification

Certified Technical Trainer (CTT)

Certified Public Accountant examination (CPA)

Education

Masters of Business and Administration - Wright State University, In

Dayton, OH Process

Bachelor of Science in Accounting and Finance Wright State 1992

University, Dayton, OH

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