Sales Project Manager

Sales Training and Curriculum Manager

Learning and Development

Proven corporate sales trainer, manager and mentor. Ability to optimize

revenue outcome through the management of the entire learning portfolio.

Specialize in the custom development and facilitation of practical sales

and operations education that results in high-level performers. Expertise

in designing national training programs aligned with organizational

development and learning strategies scaled for future growth.

Professional Experience:

Red Carpet Beading 12/2008

- Present

Founder & Chief Designer

While in transition, followed an entrepreneurial goal and launched an

online custom jewelry design business. Leveraging sales and operations

background created www.redcarpetbeading.com from visual concept to

implementation. Designed three original high-end fashion jewelry lines with

a primary market differentiation allowing clients to customize any design.

Developed e-commerce web site, promotional marketing materials and social

media presence.

EnterpriseDB 10/2007 -

6/2008

Director, Inside Global Sales New CEO - Position

moved to Boston

As a teacher, trainer and coach, designed national sales program for

startup open source Database Company. Created a scalable and repeatable

sales model that included employee orientation, product knowledge,

workflow, sales activity performance metrics, compensation and quota

management. Provided leadership and mentoring for continued development of

sales learning and sales operations. Recruited, trained and managed new

sales teams. Programs developed for inside and direct/outside sales teams.

. Designed sales training program that increased quarterly revenue from

$300K to $1.2 M

. Implemented sales and marketing best practices utilizing

Salesforce.com and Eloqua with a focus on lead generation, pipeline

development and closure rates

. Performed skill set assessments and performance planning while

identifying and mentoring high potential talent

. Reviewed and analyzed sales activity metrics against quota,

facilitated sales forecasting process to develop and meet corporate

budget. Developed and standardized sales reporting.

Patriot Consulting 5/2006 -

4/2007

Director, Sales Operations Consulting Project

Consulting project to design and execute national sales training program

for startup Oracle professional services staffing firm. Developed annual

sales business planning process including compensation plans, account

strategy, sales activity metrics and performance coaching. Designed

educational programs in all phases of the sales process from prospect to

sale. Recruited, managed and mentored new sales teams and upon project

completion, transitioned sales operations back to managing principals.

. Introduced sales operations tactics reducing sales cycle time by 25%,

increasing revenue 28% and acquisition of 22 key accounts.

. Significant planning around benchmarking sales activity metrics and

conversion rates. Hands-on management to create formula for success

and drive financial growth through metrics.

. Designed and continually upgraded toolkits to improve retention of

product knowledge

. Designed 4 week blended-learning telesales training curriculum

including targeted research, prospecting and lead generation,

qualification, relationship building, account acquisition and client

experience. Program enabled account managers to close new business

two weeks post-training.

SPHERION 1/1997 -

8/2005

Corporate reorg -

position eliminated

Nine-year progression of responsibility in training, client services and

operations management leadership roles. Drove highly effective field

based Practice Management teams whose focus was managing national

accounts and selling IT outsourcing to the Fortune 500. Led and

implemented annual national sales training curriculum development and

planning for direct sales teams. Achieved consecutive years of

"Performance Forum", recognizing client satisfaction, attainment of

revenue quota and GP growth.

Vice President, IT Managed Services, 2003-2005

. Program and Operations management of $50M+ portfolio of outsourced

technology services accounts - Call Center, Help Desk, Network

Services - each averaging $1M- $10M. Directly managed global team of

Business Development and Operations Directors responsible for pre-

sales support, on-site service delivery and engagement financial

goals.

. Led development of operational best practices knowledge vault ensuring

contract and SLA compliance and outstanding service delivery.

. Created national sales education tools including: road show

presentations, marketing sales kits and product knowledge.

Participated in large sales pitches and presentations.

. Led annual senior level client business reviews focused on scorecard

metrics performance, retention and expansion of client base. As a

client advocate responsible for customer satisfaction and 97% contract

renewal.

Director, Technology Practices, 2000-2002

. Directly managed pre-sales support activities of $30M+ national

workforce solutions services practices. Help Desk, Call Center and

Corporate Training Services.

. Mentored and managed global team of 12 Sales Directors to ensure a

growing pipeline of opportunities, effective IT solutions services

development and maximized sales results.

. Regularly evaluated and redeveloped sales and practice training

programs, resulting in improved service delivery efficiency and

exceeding annual revenue quotas by 11-16 %.

. Collaborated with sales team to position, develop and sell solutions

to solve client's business problems. Significant involvement in RFP

bid process, presenting solution to senior client buyers.

Practice Director, 1997-1999

. Individual contributor, provided sales support and solution

development for Help Desk/Call Center and Training Services Practice

within New York City/ New Jersey territory. Partnered with sales

executives, took ownership of client meetings acting as subject matter

expert on sale of IT solutions services.

. Written responses to RFI's, RFP's and performed consulting studies.

Analyzed client needs and developed outsourced services solutions.

Modeled resource requirements, developed statement of work and pricing

structure and presented solution to clients.

MAERSK, INC. 5/1985 -

12/1996

Cost Containment - Position

Moved to VA

. Regional Director, Educational Systems & Development, 1992 - 1996

. Project Manager, 1989 - 1991

. Manager of Tariffs and Pricing, 1987-1989

. Corporate Management Training Program, 1985-1987

Education: Fairleigh Dickinson University - B.S., Business Management

Professional Development: Siebel-Target Account Selling; Miller Hiemen-

Sales Training and Consulting; Digital Hatch - How To Sell Technology; Help

Desk Institute, Salesforce.com Administration, Member, Mid-NJ ASTD.

Community: President - Friends of the South Amboy Library; Board Member-

Foundation and Development Committees. Events Director/Copywriter:

Lighthouse Bay Networking Group.

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