Sales Manager

Kim Zertuche

**** *. ******** ***. 714-***-**** Cell

Orange, CA 92867 *********@*****.**.***

SALES OPERATIONS AND MANAGEMENT

Senior sales manager with over ten years experience in developing highly

motivated inside sales teams. Proven track record of growing revenue and

managing costs, while maintaining focus on the customer's needs.

Demonstrated ability to think strategically and act tactically, and

considers the impact of decisions on all parts of the organization.

Areas of expertise include:

. Leadership / Team Building

. Sales Forecasting / Budgeting

. Customer orientation

. Process Improvement/ Implementation

. Building Collaborative Relationships

. Analytical Thinking

. Strategic Planning

. Multiple CRM tracking systems

PROFESSIONAL EXPERIENCE

Sage Software, Irvine, CA 1993-2008

(A Billion dollar, global company, manufacturing Business Management

Software)

Director, Installed Base Sales (2005-2008)

Directed inside sales teams selling multiple accounting software programs

(including Sage MAS 90, Sage MAS 500, Platinum for Windows by Sage, Sage

Business Works, Sage MIP Fund Accounting, Sage Accpac ERP) to existing

customers.

. Led two inside sales teams (containing both local and remote

employees)-

o Customer Care team- responsible for renewing customer's

maintenance and support plans for four product lines

representing 33,000+ customers. Team consisted of 20

representatives, two supervisors and one Senior Manager.

o Customer Account Manager team- responsible for selling

additional products and services to existing customers for six

product lines. Team consisted of 22 representatives, three

supervisors and one Manager.

. Responsible for $86M in Service Revenue and $21M in Upgrade Revenue

representing over 70% of the sales revenues for the business unit.

. Increased MAS 90 Service Revenue $7.3M (4.5%) over course of three

years.

. Increased MAS 500 Service Revenue $5.8M (15.4%) over course of three

years.

. Developed and implemented annual operating plans, and quarterly

forecasts for installed based service and upgrade revenue. Developed

plans to mitigate any variances to these objectives.

. Established Sales territories, quotas and goals.

. Managed overall departmental expense budgeting process ($3M budget).

. Collaborated with Customer Marketing Manager to develop innovative,

impactful marketing campaigns to target segments of our installed base

of customers.

. Collaborated with Product Marketing and Product Management team to

insure customer focus in planning and launching new products.

. Served as a CRM subject matter expert in the business requirements

gathering phase, for implementation of new ERP (Enterprise Resource

Planning) system.

. Developed and Mentored team members.

. Created exciting incentive programs to motivate sales teams.

Senior Manager, Customer Care (2001-2005)

Led and coached contract renewal sales team in a Call center environment.

. Led the team responsible for renewing customer's maintenance and

support plans. Team consisted of fourteen representatives and two

supervisors.

. Increased team's call volume by 25% through developing and monitoring

key performance indicators for Call center.

. Increased Renewal rate for Maintenance and Support plans from 85% to

90%.

. Implemented price increase, which increased revenues by approx. $4M

across two productlines.

. Implemented Autopayment plan, allowing team to renew customers with

cash flow issues by allowing monthly payments as an option.

. Participated on two acquisition teams, integrating new software

productlines into our systems, increasing revenue for our department,

while insuring customers received uninterrupted service.

Supervisor, Sales Advisors (1993-2001)

Supervised the team responsible for sales order entry and partner inquiries

in a Call center environment.

. Started as Sales Advisor in 1993 and was promoted to Supervisor in

1996

. Developed processes and procedures for taking phone orders and sales

order entry

. Prepared daily sales reports

. Interviewed, hired and trained new representatives

. Participated in implementation of new CRM (Customer Relationship

Management) system, including business requirements, and training.

AWARDS

Sage Software:

Team award - July 2004, Nov 2000

Presidential award - 2002, 1996

Inner Circle Sales Achievement - 2005, 2004

PROFESSIONAL DEVELOPMENT

Solution Selling

Time Management (Covey)

Seven Habits of Highly Effective People (Covey)

EDUCATION

Bachelor of Science, Biology

University of California, Irvine

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