Darrell A. Cope

***** ****** **** ****** ? Plymouth, MI ? abmrxa@r.postjobfree.com ? H (734)

***-****

BUSINESS DEVELOPMENT PROFESSIONAL

"Specialist in Relationship Development and Revenue Expansion"

Highly accomplished, resourceful and high-energy professional experienced

in identifying and closing multi-million dollar opportunities seeks a

senior leadership position involving business development at an

organization that wants to acquire major new global accounts. Exceptional

ability to work under pressure, offering 20+ years of sales and revenue

generation complimented by innovative marketing and business techniques as

well as hands-on expertise in negotiation and communication.

Goal: To lead business development at a results driven company resulting

in significant growth and expansion of its services.

AREAS OF EXPERTISE

New business development International Markets Business Process Outsource

Consultative selling Marketing and Networking Proposals/Presentations

techniques

Strategies to develop and Solutions-oriented sales Creative problem-solver with

maintain business approach emphasizing ability to drive revenue and

relationships customer needs exceed profit goals

CAREER PATH

Director, Business Development General Physics Corporation, Troy, MI

9/2007-2/2010

Responsible for account planning and sales growth for key GP initiatives

resulting in major new multi-national customers. By working closely with

Senior Leadership on the strategic direction of sales and marketing

activities, created and implemented a company wide sales initiative that

resulted in significant bottom line results and long term contracts for

learning and development services.

Key Accomplishments:

. Exceeded sales target quota by 30% in 2008 and 13% for 2009

. Won and oversaw the implementation of a key partnership between VW of

America and the State of Tennessee that resulted in a long term contract

for training outsourcing

. Developed and implemented a sales plan for GP Canada and GP Mexico that

resulted in winning major new training outsourcing customers such as

Canada Post Corporation

. Increased revenues by 80% in Canada and 55% in Mexico from 2008 to 2009

while training new sales representatives

Area Manager - CSM Rockwell Automation, Troy, MI 1/2002-

9/2007

Led the Ohio and Michigan territory within the Customer Support &

Maintenance (CSM) capability including Asset Management, Customer Support &

Training. Managed an internal team of sales professionals, instructors,

and field service engineers for the region. Coordinated all business

planning and sales plan development for a major distributor sales team

with award winning results.

Key Accomplishments:

. Exceeded year over year growth targets of 10% for FY04, 11% for FY05, and

14% for FY06.

. Won Rockwell Automation CSM "Top Gun" award for best team performance in

2006 with $12 million in revenue and 14% growth.

. Developed a CSM Black Belt program and led the implementation of this

team based selling approach for all 6 CSM regions across North America

. Worked closely with key RA Sales Engineers and the McNaughton McKay

Distributor Sales Team to grow targeted accounts, achieved an average of

24% growth at targeted plants.

. Establishing CSM sales goals for over 25 Distributor sales

representatives and working closely with the RA and distributor sales

teams to achieve and exceed quota.

. Received the McNaughton McKay Service Specialist award for exceeding

quota in 2006.

Darrell A. Cope

45818 Beacon Hill Circle ? Plymouth, MI ? abmrxa@r.postjobfree.com ? H (734)

454-9896

Account Executive - Major Accounts General Physics Corporation, Troy,

MI 9/1996-1/2002

Responsible for new business development and expansion of existing accounts

through teamwork and strategic selling. As the primary customer contact

for General Motors, ensured excellent customer service and continued sales

growth, gaining a significant outsourcing opportunity for GP from GM

Worldwide Purchasing.

Key Accomplishments:

. Worked closely with top GM Purchasing contacts to exceed supplier

criteria resulting in GP's award of GM Supplier of the Year for 1999 and

2000.

. Recognized by GP Senior Management for this accomplishment at GP's

Leadership Conference.

. Trained three new sales representatives for the Automotive Business Unit

and established a long term support contract for Ford Motor Company.

Senior Account Manager Mascotech Training and Visual Services, Warren, MI

5/1993-9/1996

As a senior member of the sales team, worked closely with the sales manager

on new business development and customer service. Increasing

responsibility for sales plan development and deployment of new and

innovative services related to performance improvement.

Key Accomplishments:

. Exceeded sales target by 14% in FY93, 20 % in FY94, 17% in FY95 and 22%

in FY96.

. Worked with accounts such as GM NAO Unigraphics Design Training, GM Metal

Fabrication, Powertrain Engineering, GM Truck, and Ford ACD. Planned and

monitored projects using Microsoft Project software.

. Provided sales leadership, mentoring new employees joining the sales team

through customer visits and presentations.

National Sales Manager Advanced Media Services, Livonia, MI 1/1990-

5/1993

Developed sales and marketing strategies including budgeting, media

selection, and print production.

Key Accomplishments:

. Led a team of six sales professionals, growing key accounts by over 300%.

Established sales quotas and led the team to grow sales from $8M to over

$20M in just three years.

. Opened new markets for AMS in California, bringing in new customers for

large scale events. Exceeded yearly sales targets working with such

accounts as Masco, Ford Motor Company, Chevy Creative, Oldsmobile, Lotus

Development, and IBM.

EDUCATION

Masters of Education Wayne State University, Detroit, Mi

1993

Instructional Technology

Bachelor of Arts Wayne State University, Detroit, MI 1991

General Studies

PROFESSIONAL ORGANIZATIONS

SMRP Detroit Windsor Chapter Board of Directors

Detroit Sales and Marketing Professionals Past Board Member

ASTD and ISPI Active

REFERENCES

Professional and Personal References Furnished Upon Request

Contact this candidate