VP or Director of Solution Sales Business Development Director Senior

Technology Executive

Lead sales organizations that build B2B relationships, forge trust with

executive decision-makers, and solve problems with innovative technology

solutions. An award-winning industry executive for Enterprise supply-chain

software solutions utilized in asset and product track and trace functions.

Business development expert with a strong history of: growing key accounts;

penetrating new territories; expanding sales teams and channels; and

building business alliances. Certified in mobile Enterprise wireless AIDC,

RFID, and coding/printing devices. Certified in advanced

telecommunications products, data center applications, and managed IT

services.

. Lifetime quota attainment of 119% from gross profits exceeding $52M

. Top performer; rewarded as a President Club member; received the Eagle

Award, to recognize the highest sales level

. Progressively Key Roles: Business Development Manager, Channel Manager,

Strategic Account Manager, and Sales Manager

. Representative accounts managed: Pharmaceutical/Healthcare - Alcon,

Baxter Healthcare; Food and Beverage - Beringer Blass Wine, E&J Gallo,

Ghirardelli Chocolate; CPG - Blockbuster, Duracell, Tiffany & Company;

Government - US Air Force, State and Local; and Manufacturing and

Distribution - Beretta, Bassett Furniture, Kellwood, Parker Hannifin,

Wells Lamont, and WL Gore

. International Experience: Opened, managed, and hunted business

opportunities in 9 EMEA countries and in South Africa

Professional Experience

Midwest Office Technology, Lenexa, KS

Midwest Office Technology is a 50-year old technology provider of office

hardware and office automation software solutions.

SALES MANAGER 02/2009 - 05/2010

Managed a multiple state, multimillion dollar sales team of ten;

responsible for P&L, sales training, and sales revenue attainment.

Focus on office automation, document tracking, and document

distribution at small to mid-sized local companies.

. Improved gross profit by 20% by transforming sales team focus and

training from products to bundled solutions

Markem-Imaje Business Group, Keene, NH

Markem-Imaje is one of the world's largest providers of industrial

AIDC/RFID tagging equipment and Enterprise RTLS software.

MANAGER OF STRATEGIC ACCOUNTS 09/2005 - 12/2008

Sold and marketed Enterprise coding software and AIDC/RFID technologies

to key accounts: Procter & Gamble, Unilever, Kraft, Abbott Labs, and

others. Target markets: food & beverage, CPG, pharmaceutical, and

healthcare. Focus on real-time product tracking solutions (RTLS),

product coding (serial numbers, BBD, etc.), and mandated retail-

compliance labeling.

. Added $3.5M in profits in three years by penetrating and expanding

strategic accounts

. Achieved an 8% market-share increase by using innovative branding

tied to software product launches

. Largest single transaction: $600K in revenue for an integrated coding

and RTLS tracking solution - Starbucks Coffee

Manhattan Associates, Inc., Atlanta, GA

Manhattan Associates is one of the world's leading supply-chain and

transportation lifecycle software solution companies.

SENIOR ACCOUNT MANAGER 12/2004 - 06/2005

Sold and marketed software solutions for supply-chain distribution

management, inventory optimization, planning & forecasting,

transportation lifecycles, and RFID mandated-compliance to Fortune 500

CPG accounts with over $400M in revenues. Sold professional project

consulting and project management. VAR for: Intermec, Motorola, Zebra,

and others.

. In six months, added over $750K in revenue from four new major

accounts

. Typical transaction size: $250K in revenue for a retail mandated-

compliance tracking solution

Data Systems International, Overland Park, KS

DSI provides mobile Enterprise supply-chain execution software with

interfaces to all major ERP systems world-wide.

REGIONAL ACCOUNT MANAGER 02/2003 - 06/2004

Sold and marketed solutions including mobile Enterprise supply-chain

software utilizing AIDC and RFID technologies for track & trace

functions, WIP, and asset tracking. Managed and hunted accounts within

a 14-state West Coast territory. Sold professional project consulting

and project management. Focus on users of: JD Edwards, SAP, and Oracle

software. Alliance coordinator for: Deloitte, Accenture, and others.

VAR for: Intermec, Symbol (Motorola), Zebra, and others.

. Grew cumulative profits from $0 to over $35M in ten years

. Aggressively helped grow account base from 0 to over 700 in ten years

. Typical transaction size: $300K in revenue for an inventory and

supply-chain product tracking solution

Qwest Communications, Overland Park, KS

Telecommunications giant Qwest provides IP, voice, video, and data

services across America and the world.

Channel Sales Manager 04/2002 - 02/2003

Managed and expanded a reseller sales channel program in three-states.

. Expanded channel partners from 20 to 34 and doubled annual revenues

to nearly $5M

Major Accounts Sales Manager / Business Development Manager 02/2001 -

04/2002

Managed and directed major account sales team of eight in Kansas City.

Focus sales effort on managed IT services; remote data centers for

SaaS; remote business continuance and disaster recovery applications;

VOIP; web-hosting; telecommunication services, and Long Distance (LD).

Sold professional project consulting and project management. Targets

were mid- to large-sized local companies.

. Typical transaction size: $120K in managed IT project revenue; $8K in

monthly recurring revenue

Data Systems International, Overland Park, KS

DSI provides mobile Enterprise supply-chain execution software with

interfaces to all major ERP systems world-wide.

SENIOR SALES EXECUTIVE 02/1993 - 02/2001

Sold and marketed solutions including mobile Enterprise track & trace

software and AIDC hardware technology. Managed and hunted accounts on

the East Coast; and, for six years, opened and managed EMEA markets.

Sold professional project consulting and project management. Focus on

users of: JD Edwards, SAP, and Oracle software. Alliance coordinator

for: Deloitte, KPMG, Accenture, and others. VAR for: Intermec, Symbol

(Motorola), Zebra, and others

. Added $4.5M in revenue in EMEA countries in six years

. Largest single transaction: $2M in revenue, which grew to $12M in

cumulative revenue in five years - Johnson & Johnson

Earlier Professional Experience

Intermec Corporation - Senior Account Executive, 1987 - 1993

Apple, Inc. - Senior Sales Representative, 1983 - 1987

Tecmar, Inc. - Regional Sales Manager, 1981 - 1983

Payless Cashways, Inc. - Director of Corporate Communications, 1978 - 1981

Jerry Horne & Associates - Owner: Blogger, Free-lance Journalist, Creative

Marketing, Novelist, Business Writer, 1978 - Current

Education, Certifications, and Training

Master of Arts, Mass Communication - Central Missouri State University,

Warrensburg, MO

Bachelor of Arts, Speech Communications - North Carolina State University,

Raleigh, NC

Certifications / Sales Training:

AIDC/RFID and Coding certification and training: Intermec, Motorola,

Alien, Zebra, and Markem-Imaje.

Telecommunications: Qwest Essentials certification.

Sales courses: Apple SWAT, FinListics, Miller Heiman: Strategic Selling,

SPI: Solution Selling, Wilson Learning, and others.

Books: Strategic Selling, Who Moved My Cheese?, Raving Fans, Hope Is Not

A Strategy, and many others.

Seminars: Career Dynamics (Zig Zigler, et al), and various sales and

motivational seminars.

Publications and Presentations

. October 2008, Pack Expo in Chicago, "Recall Strategies," - a seminar

presentation

. October 2007, Pack Expo in Las Vegas, "Managing Recalls with

Effective Tagging," - a seminar presentation

. April 2007, Quality Assurance Magazine, "Beyond Compliance," - a

published article on recalls, track and trace

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