Resume

Sign in

Sales Management

Location:
Palm Beach Gardens, Florida, 33410, United States
Posted:
May 27, 2010

Contact this candidate

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



Contact this candidate