Sales Executive
Resume:
DON FLETCHER
San Francisco
************@*****.***
SUMMARY
Seasoned software sales professional with 20-years of experience in sales,
operations and technology. Highlights include:
. 7-years of software sales experience in ERP, Customer Relationship,
Supply Chain and Distribution, including SaaS
. Top sales executive for 5 consecutive years, generating top total
revenue, as well as closing the most new accounts each year
. Successfully grew northwestern region of North America from under
$500k in gross revenue to over $3M in 3-years
. Proven sales methodology combining 7-years of software application
sales experience with formal training in Effective Negotiation,
Proactive Selling, Value Selling, Consultative Selling and
Relationship Selling
. Skilled presentation and negotiation abilities, proven capability to
solve complex sales opportunities and to close deals
. Successful experience as a user and administrator of ERP applications
as well as award winning success in account management
. Strong knowledge of and experience in manufacturing and services
environments and working with executives, finance, operations,
sales/marketing, and IT personnel
. Proven success in executive and direct employee team management
EXPERIENCE
Strategic Information Group, a QAD Inc. Channel Partner, California
2002 - 2009
Sales Executive: Top ranked sales executive for 5 consecutive years of ERP
and related software and services to small and medium sized companies,
including multi-nationals. Top sales representative by revenue and by new
account generation each year (out of all Sales Reps at Channel and QAD
Inc.). Consistently generated annual software revenue in excess of $1M
(services and add-on software sales not included). Quickly established
northwestern region and built it to be the top revenue generating region
(from under $500k in gross revenue to over $3M in 3-years). New accounts
acquired include SunPower Corp. (SPWRA), LaserCard (LCRD), BioForm,
FoxHollow (acquired by eV3 (EVVV)), and OQO.
iParq, LLC, California
2000 - 2002
Manager, Product Development: Leading member of initial management team of
this start up delivering On Demand (SaaS) Application technology for online
purchasing, tracking and fulfillment. Successfully directed team of 5
technical developers to create quick release of initial product and to
incorporate continued improvements. Provided leading directives for product
development, resulting in successful acquisition of initial accounts and
creation of cash flow.
Karl Storz Imaging, California
1994 - 2000
DBA, Systems Analyst: Successfully maximized ERP investment and maintained
ERP and related systems applications. Provided database systems development
to meet critical corporate-wide operational requirements. Program managed
and developed numerous custom systems to improve quality, operations, and
information reporting resulting in vast efficiency improvements in product
quality, on time delivery, information exchange efficiency improvements and
maximizing ERP application investment.
Applied Magnetics Corp, California
1993 - 1994
Systems Analyst, Programmer: Leading member of MRP II implementation team
to install, customize, and maintain ERP software package to automate
operations systems and reporting. Successful projects included
consolidation of information, elimination of procedural waste, and
providing greater visibility and timeliness of key information including
Key Performance Indicators.
Applied Magnetics Corp, California
1990 - 1993
Program Specialist, Production Planner: Key program management support and
production planning across customer relations, engineering and
manufacturing. Accounts included NEC, HP, and Micropolis. Success led to
increased responsibility in worldwide capacity planning and production
scheduling with support to Finance, Sales/Marketing, and Corporate tracking
of key operating indices. Promoted modernization of planning process,
developed planning system that reduced planning cycle by 80%. Received the
first and only employee recognition award for on-time, successful
implementation. Independently lead team to create systems translating a
$250M divisional revenue target into a corporate-wide, global manufacturing
plan.
Education Westmont College, Santa Barbara, CA : BS Computer Science and
Math, 1990
University of Colorado, Boulder: Electrical Engineering and
Computer Science
Work Related Training:
APICS, Effective Negotiation, Proactive Selling, Value Selling,
Presentation Planning,
Proposal Writing, FDA regulation, Relationship Selling,
Sarbanes Oxley compliance
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