Sales Manager

SUMMARY High performance Business Development leader and Sales Manager

with 12 years of experience in sales, client development and

recruiting, including contract, direct placement, IT consulting,

staff augmentation and project services. Successful history of

full-desk development, including cold calling, relationship

development and management, and production staff training and

leadership. Strong aptitude in consultative sales, training,

management, process and project management across a wide range

of disciplines and market verticals.

EXPERIENCE

ProFidelis, Euless, TX March 2010 - Present

Start-up search and consulting firm providing direct-hire financial,

accounting, tax and technology professionals to the Dallas/Fort Worth

market.

. Successfully sourced and placed three financial candidates and one

technology candidate within three months in business, through new and

prior relationships.

. Currently working toward gaining the ability to fund payroll for contract

employees for clients' financial and technology operations.

Systems Source, Inc., Dallas, TX Aug 2007 - Feb 2010

Systems Source is an IT consulting, project services and staffing firm,

specializing in the engagement of IT resources for conversion, migration,

upgrade and system development initiatives, within the Insurance, Financial

Services and Healthcare vertical markets.

Director of Sales and Client Services

Reporting to the President, hired initially as the single business

development manager and recruiter, to manage, develop and expand client

base, while building internal production staff for the solicitation,

fulfillment and delivery of IT consulting services.

. Entered Healthcare IT vertical in April 2009, calling on Hospitals and

Healthcare providers for EMR implementation and support; successfully

penetrated market in under 60 days, achieving more than $1.4mm in

annualized billings within 120 days of entry.

. Closed over $6.4mm in annualized billings within first 24 months,

averaging a 46% gross margin, totaling approximately $2.9mm in annual

gross profit.

. Established Professional Service Agreements (PSA's) with multiple new

accounts, expanding existing client base by over $3mm in new business.

. Developed and maintained relationships with IT senior management

(Director, VP and CIO) within the Fortune 1,000 Insurance market, for the

delivery of IT staff augmentation and project services.

. Re-engineered company's project engagement approach, from traditional

staff augmentation to project / program consulting, resulting in higher

market share per client account.

. Closed first engagement in less than two weeks from start, with no prior

experience in contract placement within the Insurance IT vertical.

. Conducted "cold calls", client visits, needs assessment and conference

meetings, for client development, relationship management and expansion

of existing business opportunities.

. Hired, trained and managed internal personnel for Business Development,

Fulfillment / Recruiting, Production Support and Administration.

. Developed training methodology and documentation for internal process

improvement and quality control, RFP response, engagement and attrition

management, and new hire ramp-up for recruitment / fulfillment.

. Key clients included: Transamerica/Aegon, Jackson National Life, CUNA

Mutual, Genworth Financial, American National, National Western Life,

Paragon, CSC, Jefferson Pilot, Ameriprise and more.

Givens Group Agency, McKinney, TX May 2004 - July 2007

The Givens Group Agency, is a three-person start-up insurance brokerage,

selling a wide range of Property, Casualty, Health and Life Insurance

products, to consumers and business owners, achieving sustained year-over-

year double digit growth, earning multiple awards for production volume and

achievement, including attaining #1 in district for Commercial production

two consecutive years.

Insurance Broker - Commercial and Personal Lines

. Built Commercial book of over 200 policies and over $500,000 in premium

in less than two years, through relationships with Banks, Mortgage

Brokers, Commercial Real Estate Agents, Retail Insurance Agents and

direct account solicitation.

. Built Personal Lines book of over 1,000 policies within 24 months,

through relationships with Realtors, Mortgage Brokers, and Home Builders,

while spending the majority of my time developing commercial accounts.

. Experienced in the sale of Commercial Property, General Liability, BOP's,

TCPP's, Workers' Compensation, and a variety of specialty products, to a

broad range of industries and markets.

. Good understanding of field underwriting and assessment practices for

commercial account profitability through CNA, AIG, Safeco, Zurich, St

Paul/Travelers, Farmers' and other market leaders.

. Responsible for direct sales and service of accounts from inception

through renewal, achieving a first year retention rate of over 93%.

. Responsible of all aspects of policy processing from initial pre-

qualification, applications, money collection, submission and

underwriting, through binding, issuance of certificates and renewal.

. Negotiated with underwriters with carriers, brokers and MGA's in the

negotiation of prospective insureds' qualification and rating.

Affinity Partners International, LP, Addison, TX Jan 2001 -

Feb 2004

Co-founded start-up executive search firm, specializing in the placement

of senior management, within sales, applications and operations, for

Fortune 1,000 and venture funded start-ups within the Semiconductor

industry.

Founder / President / Executive Search Consultant

. Co-founder of a four employee, start-up executive search firm during the

most tenuous staffing market in the history of the semiconductor

industry.

. Responsible for all business development activities, including direct

solicitation, negotiation and relationship management with venture

capital partners, senior executives, and board members.

. Managed hiring process from search initiation to offer acceptance, for

the placement of six senior level executives and 10 staff level sales

engineers, within emerging technology markets.

. Responsible for 100% of revenue attainment through business development

and marketing efforts, achieving over $500,000 in consulting fees in 18

months of business.

. Responsible for all start-up and marketing operations for boutique

executive search firm, including marketing errata, business practices,

web-site development, contract negotiations and financial management.

. Key clients included: E2O Communications, Azanda Network Devices,

Internet Machines, AMD, Clearspeed Technologies, Vitesse Semiconductor,

NEA / Worldview, LSI Logic and PMC Sierra.

Management Recruiters International, Dallas, TX Dec 1995 -

Dec 2001

30+ year office within MRI, consistently ranking in the top 10% nationally

out of 800 offices, focused on the direct-hire placement of management

staff across a wide range of disciplines and industry segments.

Producing Manager / Senior Search Consultant

. Built financial / accounting desk from start-up to $500,000 in fees per

year, within two years, calling on start-up to Fortune 1,000 companies in

the DFW market.

. Managed two teams in business development (6) and recruitment (16), while

running one of the highest volume specialty desks, maintaining

production within top three Account Executives in the office.

. Responsible for the training, hiring, development and management of over

40 recruiters and business development personnel.

. Took on responsibility of hiring, training and management, within 18

months of employment, while managing one of the top producing desks in

the office and region.

. Increased average fee from $14,500 to $37,500 through calling on senior

management, executive leadership, venture capital partners and board

members, for the placement of more senior financial discipline levels.

. Earned multiple national awards for production, from Presidents Club

($350,000+ revenue), to the highest honor of Platinum Club ($450,000) for

three consecutive years.

. Key clients included: Zales Corp, Blockbuster, PFS Web/Daisytek, Centex,

Tricon, Daltile, Banktec, Comp USA, ACS, ICL Retail Systems, Applied

Materials, Neiman Marcus, PWC and more.

The Finance Company, Dallas, TX June 1993 - Nov 1995

Account Manager / Sales

Mutual of Omaha, Richardson, TX Dec 1989 - Apr 1993

Insurance Agent

EDUCATION University of Texas at Dallas, Richardson, TX Aug 1989 -

Dec 1992

68 hours toward Bachelors Business Administration, with

emphasis in Marketing and Psychology.

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