Sales Real Estate

Pat Crosby

**** ******** ***** *********, ** ****1 M: 612-***-**** ***.*******@*****.***

• Executive Management Professional

Accomplished professional with track record of success in company start ups,

organizational development and turnarounds coupled with extensive experience in product

launching and brand building. Decisive leader skilled in creating customer focused teams

and cultivating strategic partnerships with Fortune 500 companies, resulting in increased

sales performance, and market share. Combine Bachelor’s Degree in Finance and

Economics with proven ability to create and execute tactical business plans to drive

revenue and exceed goals in competitive markets.

• New Business • Company Branding • Sales Management

• Process Improvement Initiatives • Client Relations

Development

• Change Management • Product Launch / Positioning • P&L / Budget Control

• Operations Start-up • Channel Development • Sales & Financial

• Mergers & Acquisitions Leadership & Team Building Reporting

Company Turnarounds Strategic Business

Planning

•

Professional Experience

ACCESS MEDIA 3, Minneapolis, MN 2009 Present

AM3 is a technology company that provides DirecTV, high speed internet and telephone

service to condominiums and apartments. AM3 recently completed the strategic

acquisition of AVVID technologies.

• Director of Sales

• Hired to lead transition of company assets thru acquisition and ensure

successful integration of 3 companies. Accountabilities range from

consolidation of facilities, creating standard and streamlined processes and

building one team. Oversee hiring and sales force development to increase

sales, raise customer service and increase quality.

• Successfully signed 10 new contracts YTD 2010, totaling more than 1500

new subscribers, resulting in $40k per month of MRR (monthly recurring

revenue) and nearly $300k in NRR.

• Increase in MRR of 20%

• Developed personal sales funnel worth $150k

• Successfully hired 2 new sales reps, interviewing for 2 additional.

• Streamlined and automated the pricing process, resulting in decrease in

errors and eliminated redundancy between departments.

• Prioritized existing account strategy plan, implemented strategy for renewals,

upgrades and new products.

• Developed process for lead generation utilizing interns, resulting in warm

leads for the sales team.

• Organized and developed sales collateral for entire sales team.

• Work in collaboration with Vice President of Sales to develop a clear and

rewarding commission structure for sales team. Resulting in increased

employee morale and productivity.

• Established AM3 within industry trade organizations resulting in increased

awareness and referrals.

• Organized and develop Minneapolis Team structure, resulting in increased

communication across company departments.

AVVID, Minnetonka, MN 2007 2009

Technology company providing telephone, internet, and DIRECTV services to

residential and commercial markets.

• President

• Hired to lead company turnaround, assessing current state of business to

develop and execute new vision and strategic plan. Manage shareholder

group and settle all claims filed against company. Negotiate payment terms

on trade payables, unpaid sales tax, and new terms with secured note

holders and credit facilities. Oversee staffing / re-staffing to enhance

productivity.

• Created and launched new sales plan and marketing campaign which

resulted in 25% increase footprint enabling revenue growth.

• Improved system performance and reliability by stabilizing properties and

standardizing equipment.

• Developed and implemented plan to decrease expenses 50% while holding

revenues flat.

• Reduced accrued losses by nearly 50%, from $3M to $1.23M.

• Developed plans and recommendation to sell company, receiving Board of

Director’s approval.

•

• Successfully completed an asset sale to Access Media 3, a competitor, as

part of a strategic acquisition

•

Pulse Products, Minnetonka, MN 2000 – 2008

• $35M manufacturers’ representative firm serving the electrical products

market.

Partner / President (2001 – 2008)

• Directed all aspects of sales, marketing, finance, operations credit line, and

P&L. Developed, implemented, and completed turnaround plan, negotiating

$2.2M in debt, trade payables, unpaid sales tax, pending lawsuits, and

existing job problems by creating plans with credit facilities.

• Consistently captured new contracts with companies including GE Power

Quality division, Fastenal, and Leviton Building Controls and Automation,

launching company as a leader in energy conservation, expanding market,

and increasing annual revenue by over 15%.

• Negotiated partnership with Cooper Lighting adding North Dakota territory to

our selling territory resulting in immediate revenue of $3.5M.

• Established national accounts group which resulted in a $2M increase in

revenue.

• Organically grew revenue by 23% over 2004, achieving EBIDTA of $375K.

• Created and implemented expense reduction plan to cut expenses 33% while

holding revenues flat.

Vice President of Sales (2000 – 2001)

Recruited by competitive manufacturer to start company, developing vision, sales plan and

strategy, business plan, processes, procedures, and proposal development system. Hired,

trained, and supervised sales, marketing, and design teams to drive revenue growth.

Established relationships with network of real estate developers, brokers, and architects.

Negotiated credit lines with product suppliers.

• Successfully grew sales to $2M within first year while establishing Pulse as

top competitor in market.

• Increased revenue 25% by establishing contract with Teknion LLC, a world

class designer and manufacturer of office furniture.

•

Dayton’s Commercial Interiors, Minneapolis, MN 1996 – 2000

Contract furniture sales firm offering a variety of products including, interior design

and design consulting.

Business Development Leader

Established relationships with Fortune 500 companies to understand strategic real estate

plans and partnership with real estate developer / broker in order to market the Dayton

solution and build up client database. Conducted seminars with architects and interior

designers as well as corporate visits with manufacturers to discuss product capabilities.

Scheduled appointments to present products, launched new products, and developed

innovative solutions to issues. Reported to Vice President of Sales.

• Developed sales of $9M of office furniture, carpet, and interior design.

• Cultivated strategic alliances with local real estate developers, brokers, and

general contractors, architects, and large end users.

• Promoted to team leader for launch of integrated architectural products,

positioning and selling them to architects, real estate developers, and high-

level executives of end users.

• Successfully launched and sold a fee-based consultative software planning

tool targeted at high-level executives to demonstrate connection between

office environments and employee performance.

•

• Schering Pharmaceuticals, Minneapolis, MN 1993 – 1996

• Leading research-driven pharmaceutical products and services company.

• Territory Manager

• Oversaw territory comprised of over 500 doctors, developing call frequency

plan and selling products to all physicians, nurses, and assistants. Hosted

lunch presentations and educational seminars for doctors, pharmacists, and

their staff to equip them with product knowledge to address patient

questions / concerns.

• Directed launch of Claritin in my territory while growing market share for 5

additional brands.

• Promoted to product trainer for new antibiotic line.

• Created priority system based on number of prescriptions written by doctors

in territory, resulting in expansion of sales to include national retail accounts.

•

Education & Training

B.A., Finance and Economics, Bethel University, St. Paul, MN

• Enhanced Performance Systems – TAIS Training Dale Carnegie Training

• Xerox – Professional Selling Skills III Wilson Learning – Social Style Selling

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