Sales Manager
Resume:
Kerry J. Marcheschi
Roselle, IL **172
abm6dn@r.postjobfree.com
GOALS AND OBJECTIVE
As a professional sales executive with over 23 years of successful, high-
level sales of enterprise/ manufacturing/ supply chain software solutions,
I am seeking a progressive, growth-oriented, company that will benefit from
my diverse background and experience. A true hunter, I have consistently
exceeded my sales quotas. I bring with me a Rolodex of over 12,000 senior
level contacts in the Midwest and Global 2000. I am thoroughly experienced
with selling enterprise-wide solutions, including supply chain, e-part
catalogs linked to diagnostics, service part inventory management, ERP/IT
implementation projects, Manufacturing Execution Solutions (MES and WMS),
factory floor scheduling, data collection and communications solutions, and
web-enabled technologies. These achievements have resulted in large
corporate license and SaaS sales to Information Technology, Engineering,
Manufacturing, Purchasing, Logistics, and Architectural and Publishing
organizations. Also have demonstrated ability to successfully establish,
train and manage dealer networks, VARS and direct sales reps.
EXPERIENCE
HCL- America
Strategic Account Executive
2007 - 2008
HCL is the fifth largest Indian Consulting and Offshore Engineering
company.
. Responsible for offshore engineering and development of Global 2000
Oracle and SAP accounts throughout North America.
. Left HCL on a medical leave. (Fully recovered)
Enigma
Strategic Account
Executive
2005- 2007
Enigma designs Electronic Part Catalogs and Diagnostics Integration
software and solutions similar to "On Star".
. Top producing sales rep 2006.
. Closed first opportunity with new In-Service technology solution
($800K).
. Managed major new strategic accounts including Daimler Groups (Daimler
Chrysler, Freightliner, Detroit Diesel), Textron Group (Cessna, Bell,
E-Z-GO, Lycoming and Jacobsen), as well as major heavy construction
groups including Deere, CNH Case New Holland, LBX and Link Belt.
DLOG
VP Sales, N.A.
1984-1985, 2003- 2005
DLOG manufactures software and Industrial and R/f PC's for production and
logistic applications, machine tool monitoring, paperless factory
solutions, data collection and shop floor scheduling for manufacturing and
life science applications.
Accomplishments:
. Top-producing sales rep.
. Developed marketing strategy for US division.
. Closed largest order to date at Harnischfeger Corp., and other
National Accounts, such as Parker Hannifin, Kelsey Hayes, exceeding
$700,000 sales goal and reaching 125% of quota in first year.
. Managed dealer network for the Midwest region.
Xelus, Inc., (formerly LPA, acquired by Click Commerce) District Sales
Manager (Transportation Vertical)
2000-2003
Xelus is the leading provider of service part inventory Supply Chain
Management solutions (WMS) for Global 1000 organizations. Xelus has
unmatched domain expertise in Service Supply Chain Optimization, combined
with best-practice knowledge of service operations in its targeted vertical
markets (aviation, telecommunications, high-tech, surface transportation,
energy and DOD). Xelus application software and services enable inventory
planning and forecasting, online sourcing and procurement, and business
process optimization.
Accomplishments:
. Responsible for developing and managing a new vertical (Surface
Transportation) in a new territory. This vertical focused on the
Fortune 2000 manufacturers, top tier automotive suppliers, as well as
nautical and rail, and leasers of overland equipment.
. Forecasted 3 major prospects (Cummins Engine, BNSF Railroad, Ryder) to
the 9-12 month Value Based Selling Cycle, and built a pipeline 8X
quota in 6 months.
. Brought in only major deal in 2003, with Cummins Engine, $2.2M against
a $2.0M quota (110%)
. Partnered with Mercer Management Consulting, consultants to the
Transportation / Automotive Industry.
. Inducted into the AFSMI (American Field Service Manager Institute).
Syntel, Inc.
Director of Sales
1998-2000
Syntel is an IT Consulting Company, focusing on implementing ERP (SAP,
Oracle and PeopleSoft) solutions to the mid-range and tier 1 market.
Responsible for selling the implementation and integration projects for
front office
Applications include CRM / Sales Automation, Data Warehousing, data
conversion and offshore development. Responsibilities included business
development and sales in the Midwest. Syntel is comprised of 2200+
consultants, globally.
Accomplishments:
. Top producing sales rep for 1999 and 2000.
. Managed 7 inside sales reps that sold smaller IT projects.
. Developed major accounts that included Target, Kellogg's, Safeway, CNA
Insurance, Kemper Insurance, SBC/Ameritech, Outboard Marine Corp.
. Responsible for $3.3M+ sale of a global data warehousing solution to
Cummins Engine, against a $2.2M quota (150%).
. Developed a template for an educational seminar for C"X"O's of Fortune
1000 companies, for CRM, data warehousing and E-Commerce.
Aspect Development, Inc. (aka i2 Technology)
District Sales Manager
1996-1998
Aspect is the only comprehensive Component and Supplier Management (CSM)
solution provider, with combined offerings of software, data content,
online (Internet-based) services, legacy migration and business process
consulting for the in-bound supply chain. Aspect was acquired by i2.
Accomplishments:
. Directly responsible for developing a territory focused on new
discrete mechanical product to $1B plus companies.
. Closed first major deal in territory with John Crane Co., while
focusing on Global Fortune accounts including Caterpillar, John Deere,
TI Automotive Group, Emerson Electric and American Standard/Trane
Company.
. Accomplished 110% of $1.2M sales quota first year and received Aspect
"First Blood" award for first deal of the New Year, over $1M.
. Was inducted into the 1997 and 1998 President's Club for achievements.
HK Systems (Harnischfeger Engineers, Inc.)
Senior Sales Executive
1991-1996
HK Systems had exclusive rights to market CIMITAR (a.k.a. PlantMaster), an
MES / WMS software toolkit, developed by British Aerospace, and Computer
Sciences Corporation (CSC). The "engineered" solution is capable of
managing the entire manufacturing facility and dynamically interfacing with
business/financial systems. Major accounts included Caterpillar, Diamond
Star Mitsubishi Automotive, Consolidated Paper, GATX, Merck
Pharmaceuticals, E-Systems and O'Neal Steel. Responsibilities included
marketing, and sales of new and existing accounts, as well as providing
consultants with information to prepare Report of Findings. The solutions
range in price between $250K and $3.5M.
Accomplishments:
. As top sales representative, achieved 222% of sales quota the first
year.
. Closed largest order to date with GATX Rail Leasing ($3.5M + $1.4M
hardware).
. Was awarded the HK System's Summit Award for outstanding achievement
1995.
VG Systems (Vector General) Regional Sales
Rep / Deal Network Manager
1985-1991
VG Systems developed and manufactured hardware and software for CADAM and
CATIA applications. VG also manufactured a PC-based solution that would
attach to and emulate mainframe graphics and 3270 sessions, as well as run
MS-DOS simultaneously in a Windows environment.
Accomplishments:
. Promoted to Regional Dealer Manager for East U.S., eventually
responsible for managing the entire domestic dealer program.
. Top producing sales rep maintaining $1.2-2.2 M quota with Fortune 2000
accounts such as Snap-On Tools, Rockwell Graphics, Winnebago,
Ingersoll Milling, General Motors and Black and Decker, General
Dynamics, Emerson Electric, Rolls Royce and Reliance Electric.
EDUCATION/Memberships
Bradley University, Peoria, IL, Bachelor of Science in Manufacturing
Engineering, (Production Operations).
Advanced Sales Training: Solution Selling by Mike Bosworth, the Provant
Company, (Top rated Case-Study Presentation Team), Value Based Selling,
Selling to the Very Important Technical Officer, Fox / Base Selling, Zig
Zigler Presentation Skills. Member: MESA International
(Revised 02/10)
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