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Sales Manager

Pompano Beach, Florida, 33071, United States
May 30, 2010

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*** ********* ***** ******* . ***** Springs, Florida 33071

954.***.**** . 954.***.**** .


Award-winning sales executive with nearly 15 years of verifiable success

achieving revenue, profit, and business growth objectives for organizations

ranging from startup to multibillion dollar corporations. Expert sales

strategist and channel developer with reputation for exceeding established

sales expectations while expanding key accounts and bottom-line profits

within highly competitive, global IT and Information Services markets.

Fluent in English and Spanish.

. Proven ability to generate multimillion dollar revenue through highly

effective lead generation, channel development, and effective

identification/pursuit of new business opportunities.

. Advanced communicator and cultivator of strategic, long-term

relationships with customers, businesses, and top corporate executives.

. Strategic leader and entrepreneur with a successful background

building and motivating top performing teams focused on exceeding goals in

the areas of sales, marketing, and territory development/management.

. History of boosting corporate/product/service recognition and sales

through skillful design/launch of innovative marketing, promotions, and

multimedia communications including print (brochures, white papers,

columns/publications); radio drive time slots; and high-impact audio/visual

trade show presentations.

Sales Presentations . Customer Relations/Service . Strategic Planning .

Global Strategic Alliances

Contract Negotiation . Cost Reduction/Avoidance . Solution Selling .

Business Development

Account Acquisition/Expansion/Retention . Channel Development/Management .

P&L Administration . Government and Municipality RFP creation . Client

Retention Strategies

Team Leadership . Mentoring . Training . Change Management . Technology


Excellent Communication Skills . Sales/Revenue Growth & Forecasting .



QSGI, INC., Palm Beach, Florida . 2005-Present

$80 million Data Security and Compliance Company.

Sales Director

Provide decisive leadership and direction for corporate top-line sales and

team of 8 sales representatives across 3 branches. Generate strategic plans

to elevate sales and organizational performance; including development of

sales vision, short-/long-term strategic planning, and go-to-market

strategies. Dominate sales negotiations and favorably position sales

closing against competition. Deliver solution selling strategies and

training to enhance revenue performance. Monitor and evaluate monthly sales

results. Construct RFP responses for government agencies and

municipalities. Implement and manage Total Customer Care program and Design

multimedia marketing and promotional tools, including print

material/publications and radio drive time slots,

Financial Enhancements:

. Fueled annual revenue increase from $10 million to $80 million in 3


. Negotiated and won $4 million annual contract with world's largest


. Delivered 20% improvement in core services closing ratios by

simplifying value proposition.

. Led the Total Customer Care initiative resulting in a 98% customer

retention rate.

. Slashed operational costs by 28% by reorganizing sales support staff,

redefining organizational structure, and improving communication with

branch managers.

. Boosted margins by 22% through implementation of sliding scale

bundled pricing strategies.

. Generated $15 million in new prospects by building channel

relationships in India and Dubai.

. Positioned company for profitable acquisition by major player in the

data security and compliance arena.

. Shaped Department of Defense RFP for information sanitization and lap

top recycling resulting in a $250,000 annual award.

Operational Highlights:

. Enhanced operational performance by devising entire sales business

operating procedures and commission plan, and reengineering pricing and

Commission Plan strategy.

. Identified and cultivated key strategic national and international

channel partnerships.

. Increased efficiency by eliminating inter-divisional dependencies.

. Reduced closing cycle by 30+ days by instituting Solution Selling

training program.

. Pioneered industry's first 40' mobile eradication trailer, capable of

eradicating 1000 lap tops on-site daily.

IRON MOUNTAIN, INC., Boston, Massachusetts . 1997-2005

Largest records and information management company in the world with $2

billion annual revenue and 120,000 corporate clients.

Regional Sales Manager

Held chief leadership and management accountability for Southeast Region

top-line sales. Mentored, coached, and trained 21 strategic sales

representatives. Formulated and launched corporate sales, marketing, and

operational strategies. Compiled historical data, forecasts and

projections for comprehensive competitive market intelligence information.

Developed and managed national channel relationships. Created and launched

multi-platform marketing initiatives through print and radio outlets.

Created disaster recovery plans and coordinated data center relocations.

Coordinated events and delivered 911 operational presentations for annual

Iron Mountain Data Security Summits.

Specific Accomplishments:

. Generated $3 million+ in new Business Continuity Services and $2

million+ in Electronic Vaulting Software licensing revenue annually.

. Led high-powered negotiations to successfully capture 40 national


. Completed RFP's for municipalities and agencies including: City of

Boca Raton, Broward and Palm Beach County School Board's and North Broward

Hospital District, resulting in annual new revenue of $40,000.

. Earned reputation as top performer, achieving 6 Chairman's Club


. Cut operating costs by 15% through elimination of sales support


. Chosen to train 400+ sales executives in Miller-Heiman Strategic and

Conceptual selling methods.

. Hand-picked to coordinate roll-out of company's online vaulting

software service, Live Vault. Grew top line sales from $5 million to $35

million+ in 5 years.

. Won 2002 Company Achievement Award for creating the first Disaster

Recovery Summit in corporate history; company launched 9 summits nationally

the following year.

. Increased customer retention rate to over 98% through comprehensive

and repeatable customer retention programs.

. Drove $1,000,000 in annual data product and computer peripheral


Note: Early career history included role as Owner/Operator of Data Recovery

Services, Inc. (1989-1997). Built largest off-site vaulting facility in

South Florida, gaining 40% market share and becoming debt free in less than

3 years. Grew account base to 400 and increased annual sales by 200% from

1990-1997. Sold business to Iron Mountain in 1997


Bachelor of Business Administration

Bradley University, Peoria, Illinois

Certified Trainer for Strategic and Conceptual Selling, Miller-Heiman


EDP Auditors Association . South Florida Chapter of Business Continuity


*Willing to Relocate*

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