Dave C. Parkerson
**** ****** *****, **** ***** Gardens, FL 33410
Office 561-***-**** Cell 561-***-**** e-mail abmq1a@r.postjobfree.com
Senior Sales, Marketing, Management Executive
Seasoned professional with extensive broad based sales, marketing and
management experience in the management consulting, recruitment, legal,
advertising/media, financial services, and retail industries
Proven, entrepreneurial, high-performance sales and marketing team builder
and leader who has consistently delivered highly profitable revenue and
revenue growth in the process and information technology management
consulting industries for more than a decade
Elite caliber prospecting, cold calling, presentation, negotiation, and
closing skills and a unique talent for interfacing with C-level executives
at major corporations across most industries
Accomplished sales & marketing area, outside the box conceptual thinker,
innovator, executer
Professional Experience
2008-present Renoir Corporation Herndon, VA
SVP, Sales and Marketing
. Reporting to the COO, President of U.S. Operations, built a nascent front
end and the attendant processes, systems and talent into a robust,
dynamic top performing organization in the process/operational management
consulting space
. Renoir Group doubled revenues in 2008 and registered a 30% revenue gain
in 2009 in the face of austere economic conditions
. Refocused the sales matrix toward securing multi-million dollar projects
with Fortune 1000 C-level targets, effecting growth in the average
forward sales calendar from zero to more than 120 meetings with these
targets
. Held accountability for development of extensive collateral, web site,
and marketing programs to support
Renoir's entry into and penetration of the U.S. Fortune 1000 market
. Developed and implemented ongoing business development training and
coaching for new and experienced sales team members
2006-2008 Brooks International, Inc. Palm Beach
Gardens, FL
EVP, Director of Sales & Marketing
. Reporting to the CEO/Owner, instrumental in the acquisition, design
and installation of corporate systems,
resources, and processes as well as strategic hiring to support a
dynamic new front end, financial and IT
infrastructure
. Drove a dramatic 78% revenue increase in 2006, from $14 to $25 Million,
primarily by streamlining processes
and systems, positioning new world-class business development talent, and
growing the forward calendar of
sales meetings with Fortune 1000 CEOs from 25 to more than 200
. Accountable for development of extensive collateral, web site, and
marketing programs to support Brooks'
"accelerating strategic priorities" signature capability in the
process/operational management consulting space
. Proactively collaborated on development, structured, and led ongoing
business development training and
coaching for new and experienced sales team members
. Charged with executive management responsibility for attainment of
specific revenue, profit and utilization
targets that yielded significant improvement in productivity,
efficiency and profitability
2001-2006 REL Consultancy Group Purchase, NY
SVP, Director of Sales Support, Americas
. Reporting to President of the Americas, developed the blueprint,
including staffing, supporting collateral, metrics, and training
syllabus, creating a world-class internal business development capability
at REL to support the account directors in surfacing new business
opportunities for REL's Collaborative Working Capital service offering
that targets process improvement in the areas of accounts receivable,
accounts payable and inventory (C2C, P2P, F2F optimization) across the
value chain
. Held accountability for REL recruitment efforts in sales and operations
areas in addition to development and coordination of internal and
external PR and marketing programs, administration of the ACT prospecting
CRM database, and training development, coordination and delivery for the
sales and business development teams
. During this period, the business development team, targeting C-level
executives at Fortune 1000 companies with over $1 billion in revenues via
a Solution Selling approach, raised its contribution to total revenue
from 0% to 67% which represented over $15 million revenue in the Americas
in 2005
. Personally introduced an average of $4 million in revenue annually
composed of major projects in retail, automotive, publishing,
advertising, transportation, consumer goods, and industrial manufacturing
industries
. REL's extraordinary revenue growth, profitability, and robust funnel were
major factors in its late 2005 acquisition by Answerthink/Hackett Group
2000-2001 Cap Gemini Ernst & Young, LLC Miami, FL
Principal, Consulting Services Sales and Marketing,
EEA/ERP Service Line
. Collaborated with the Sales Vice President to develop and execute a
direct marketing plan targeting C-level executives in the Fortune 1000 to
ensure the ongoing success and viability of the Enterprise Effectiveness
(ERP ROI, business benefits and process improvement) service offering
. Solicited and arranged initial C-level (70% converted to follow on
meeting) appointments and presentations while assisting in management of
the sales process, as well as assuming responsibility for development and
detail for the strategic marketing plan and the attendant databases and
collateral
. Acquired in just over 12 months 8 new clients from the chemical, energy
and paper industries (average size $3 billion) and $35 million new
revenue comprised of operational effectiveness and e-business related
engagements
. Additionally, positioned another 22 potential clients in the funnel
representing $48 million in near to intermediate term assessed revenue
potential
1998 - 2000 Management Alternatives, Ltd. Ocala, FL
Director, Business Development
. Reporting to President and CEO, conducted analysis and segmentation
exercises to identify specific vertical and horizontal market targets for
the firm's management consulting services - primarily maintenance,
energy, and supply chain related
. Compiled extensive research data on specified industries and target
companies which, upon analysis, enabled definition of a go to market
strategy
. Authored and edited related sales and marketing materials and tools,
including scripts, letters, e-mails, fax pieces, experience capsules,
case studies, presentations, proposals, training materials, and metrics
. Trained, mentored, coached, and monitored new business development
associates
. Personally set-up four to five sales presentation meetings per week with
C-level and other senior executives of Global 2000 target companies
resulting in $5.1 million in management consulting engagements in
conjunction with team results exceeding $20 million
1997 - 1998 Proudfoot Company (USA) West Palm Beach,
FL Business Development Associate
. Compiled market segmentation data to identify specific vertical and
horizontal market targets for management consulting services in assigned
regions
. Gathered in depth research data on selected industries and target
companies which was utilized in strategy formulation and subsequent
sales process tracking utilizing Miller-Heiman methodology
. Developed and edited related marketing materials, including scripts,
letters, e-mails, fax pieces, experience capsules, presentations, and
proposals
. Set four to five sales meetings and/or presentations per week with CEO's,
presidents and other senior executives of Fortune 1000 target companies
resulting in $6.2 million in operational management consulting
engagements
1995 - 1997 Career Network, Inc. Jupiter, FL
Partner, National Sales Director
. Facilitated development of the strategic business plan and creation of
the value proposition to drive the launch
of a start-up technical and professional career fair event company
. Initiated contact and negotiated partnership agreements with major
newspaper and/or television media in major cities throughout the United
States
. Identified and directed solicitation of targeted senior sales, technical,
and human resources executives and maintained personal production of
over $100 thousand per month while recruiting, developing and managing a
high-performance sales team
. Designed and created marketing/advertising materials in addition to
guiding show production and management
. Ramped up the revenue stream to a run rate of over $4 million annually
resulting in an opportunistic sale of the company
1994 - 1995 Law Offices of Frederick J. Keitel, III Palm Beach,
FL
Managing Director, Practice Development
. Conceived and executed a highly effective marketing and development plan
for securities litigation practice resulting in 1,800 individual and
corporate contracts representing $54 million in claims
Early Career
A.G. Edwards & Sons, Inc. - Vice President, Investments
Prudential Securities, Inc. - Vice President, Investments
Recourse Communications - National Sales Director
Smith Barney, Inc. - Senior Financial Consultant
Sears, Roebuck & Co. - Various Management
. Built a stellar reputation over a number of years in the retail,
advertising and investment securities brokerage industries as an
outstanding manager and top producer, earning peer and senior management
respect, while garnering numerous regional and national level management
effectiveness and sales performance awards
Education, Training, Misc.
. University of Mississippi, Political Science
. Sales, Marketing, Management Training - Miller-Heiman (Strategic Selling,
Conceptual Selling, Large Account Management), CGEY, SPI (Solution
Selling), Rackham's Spin Selling, Sears, Xerox, Bill Good, Smith Barney,
Prudential Securities, et al
. Qualifying member - American Mensa, Ltd.
Technical Competency
. Familiarity and facility with most major commercial CRM, database,
spreadsheet, presentation, and word processing software:
o Maximizer, ACT (database administration), SAGE, Access, Siebel,
Intellisell, Goldmine
o Excel, Lotus, Powerpoint
o Word, WordPerfect