Sales Manager

Duane Dungee

Value Based Technology Business Executive

Duane has a positive can-do collaborative attitude toward information

technology that motivates others. He has trained high tech teams on

consultative and value based positioning of alternative technology

solutions. His persistence, intellect, and analytical abilities allow him

to diagnose and solve complex business problems. Duane is a powerful

communicator and presenter to large and small audiences. He is focused on

strategically positioning value to senior executives and peers. He is

skilled in the art of effectively engaging clients at the VP level and up.

A product of a military family, Duane is citizen of the world, well able

to meet and work with people from all walks of life. He is goal oriented

with a competitive nature that leads him to attack new challenges with an

aim to be the best at everything he does.

Track Record

. Justified a $2 Million mainframe system to Dow Chemical Systems Research

Lab.

. Sold the value of a $3 Million mainframe system to Dow Chemical

Corporate.

. Helped determine the value of a $1Million Pharmacy solution to Revco

Drug Stores.

. Sold the value of a $3 Million EDI solution and consulting services to

Roadway Services.

. Sold $3 Million Nursing Order Entry solution to The Cleveland Clinic

Foundation.

. Helped close financial books more efficiently by use of $1.8 Million

Oracle e-Business solution and consulting to Sherwin-Williams.

. 5 Systems Engineering Symposiums, 3 100% Clubs, 4 First Cabin Clubs,

Sales Representative of the Year.

Key Professional Skills

. Integrated use of the Strategic Selling Process, Consultative Selling,

SPIN, and Holden Power Base Selling for selling and contract

negotiation.

. Detailed and creative analytic thinking skills and methods with strong

financial analysis, opportunity analysis, and problem solving skills.

. Translation of complex concepts so that clients can understand what

economic value and ROI it brings to their organization.

. Active listener, responsive to client needs.

. High technical aptitude. Constant learner.

. Articulation of compelling value propositions to align with client

strategic goals.

. Cultivation and management of long term trusting client management

relationships.

. Excellent interpersonal communication and public speaking abilities.

CEO, D. Alan Dungee Consultants, New Philadelphia, OH 4/2007 -

present

IT Consultancy. Currently engaged at Glomark-Governan as the Client

Relationship Director. Provide software tools, consulting, and training to

buyers and sellers of complex software business solutions/projects that

enable them to construct, analyze, and track robust ROI Enterprise Economic

Value based business cases to solve complex business problems.

National Sales Manager, San Juan Pools, Lakeland, FL 8/2005 -

4/2007

Managed 12 person national sales force. Established sales analysis, rep

objectives, and commission/bonus administration program. Led the creation

of the Customer Advisory Council, the Customer Satisfaction Survey, and the

Sales Bluebook designed to increase sales and profitability. Executed

dealer incentive program. Led the sales training program offered to

dealers. Drove quarterly sales meetings and bi-weekly conference calls,

and dealer conferences. Collaborated with business partners to increase

sales.

American Express Financial Advisors, Cleveland, OH 12/2003

- 5/2005

Integrated high level sales skills to successfully acquire high net worth

clients. Performed detailed long term personal financial analysis and

planning for clients.

VP of Sales, Growth Development Associates, Richfield, OH 5/2001

- 10/2003

Collaborated with client senior sales management teams to develop and

execute best in class consultative technical solution sales training

workshops. Coached and delivered training to client's inside and field

sales teams to become more effective and profitable. Established a

professional sales training curriculum based on GDA courses with Cuyahoga

Community College. Negotiated contracts. Clients included Tellabs,

Gateway, and Marconi.

Account Manager, Oracle, Cleveland, OH 2/1998 - 5/2001

Led our sales team to sell e-Business Suite, Consulting, database, and tool

software offerings to Fortune 500 CPG accounts. CPG Industry Specialist.

Closed over $1.8 million at Sherwin-Williams. Accounts included Kellogg,

Smucker, Super Value, ADM, and K-Mart.

VP & GM, Ashman Smith and Associates, Brecksville, OH 4/1997 -

2/1998

Spearheaded sales and operations for this document management systems

integration startup. Sold Filenet and Dassualt software. Streamlined

scanning services division resulting in increased throughput. Created a

professional sales culture. Established sales territories, sales plan,

trained the reps, and implemented performance planning system.

Information Builders, Senior Account Exec, Cleveland, OH 4/1996 -

4/1997

Sold business intelligence, iWay middleware, and reporting software tools.

Implemented N.E. Ohio sales program to penetrate Fortune 1000 with internet

offerings. Sold the SAP Data Migration tool to TRW to improve

implementation of SAP.

Senior Marketing Rep, Tandem Computers, Cleveland, OH 4/1989 -

4/1996

Drove sales in N.E. Ohio in the Fortune 500 Healthcare, Transportation,

Manufacturing, and Retail Industries. Created the District Healthcare

marketing and demand generation program focused on top tier institutions.

Partnered with ISV's to deliver customer solutions. Led customer executive

briefings. Generated over $15 million in revenue.

Systems Engineering Manager, IBM, Cleveland, OH 6/1977 -

5/1988

Broad leadership role in large complex systems pre and post sales support

to Fortune 100 accounts. Major emphasis on customer satisfaction,

recruiting, personnel development, and people management. Led the Branch

Office Quality program initiatives. Actively participated in community

programs. Sat on United Way Allocation Board. Career included lead SE role

on Dow Chemical. Inroads Student Advisor. Instrumental player in

maintaining IBM dominance and customer loyalty. Team generated over $150

million in revenue.

Education

B.S. major in Mathematics, Central Michigan University

Graduate studies, Computer Science, Central Michigan University

Undergraduate math tutor and Graduate Assistant

4 Year Letterman, Track and Field

Professional Training & Development

Oracle Sales Training Program

CPG Industry

Health Care Industry

Transportation Industry

Process Industry

Tandem Computers Sales Training Program

Holden Power Base Selling

IBM Sales & Marketing Training Program

IBM Systems Implementation Program

IBM Management Training

Information Builders Sales Training

Demand Generation

Preferred Partner

Quantifying Benefits

Consultative Selling

Excellent Computer Skills

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