Sales Manager

DENNIS KERCHER

**** ******* ***

Sacramento, CA *5818

(M) 916-***-****

Global Account Manager responsible for Sales, New Business Development and ongoing

Qualifications

Account Management of top tier Brand Companies. In depth experience in successfully

handling complex sales cycles from inception to completion working with matrixed

organizations both internally and externally. Worked for large multi-national organizations as

well as start up companies. Active in industry associations.

• Impact Performer

Skilled at developing and handling complex sales cycles with multiple levels of

influencers requiring coordination of cross company resources. Have been in the upper

echelon of sales performance in every position in my career, with exceedingly difficult

tasks and roles in a highly competitive marketplace.

• Innovator

Successfully broke into fledging marketplaces introducing visionary concepts and

utilizing financial selling skills and business acumen to deliver successful programs

achieving dominant marketshare and high profitability. Proficient at building and

delivering value propositions and mitigating competitive advantages.

• Leadership and Team Building

Well rounded knowledge of business that enables me to work with C-level

professionals. Demonstrated strengths in developing and motivating sales teams and

colleagues in an ever challenging environment. Exceptional work ethic and

organizational habits.

Experience Eastman Kodak Company 1996- 2009

Global Account Manager, Security Solutions 2007 – 2009

Start up business unit, growing sales and new market development in field of anti-

counterfeiting and product authentication specializing in the following areas –

Pharmaceuticals, Premium spirits, Cosmetics and Luxury Apparel.

• Managed European reseller relations improving their performance by 150%.

• Within start up, grew account base 5 fold in two year period. 2009

performance at 116% of quota.

• Renegotiated key Strategic Pharma Account contract, improving revenue by

50%.

Strategic Account Manager, Consumer Packaging 2003-2007

Ongoing sales and account development, new product placement and customer relations

for 12 of the largest consumer packaging companies in the world.

• Attained preferred vendor status and solidified position as strategic partner,

2006 performance 120% quota, 2007 = 131%.

• Sought out and delivered annual equipment & consumable sales >$17

mil/year.

Director of Sales, Northwest Region, Creo 2002-2003

Responsible for sales activities of direct reports and indirect reports with:

• Annual revenue of $12.4 Million covering 9 States and 3 Provinces dealing

with all aspects of the companies business.

• Development of the sales team to successfully incorporate new initiatives and

provide differentiation of our products and services in a highly competitive,

economically challenged market. Attained year over year improvements >15%.

Director of Sales, Western Zone, Creo 2001

Responsible for sales of

• 3 direct report regions (22 states and 5 provinces), 43 indirect reports and

revenue of $70 mil annually.

Provided leadership and guidance through 2 reorganizations as economic

•

climate and 9/11 impact on Creo core business.

Strategic Account Manager, Creo 2000-2001

Communicated vision and industry leadership of Creo. Adopted selling strategy to

leverage Creo position to the largest printing conglomerates in the industry. Attained

100% marketshare in named accounts.

• Developed economic justification system demonstrating success of companies

with Creo equipment that was adapted by named account showing member

companies reduced operating expenses by 3-5%.

• Successfully negotiated Master Buying Agreement for $12mil.

• Member of Strategic Account Managers Association.

District Sales Manager, Northern California, Creo 1996 – 2000

Became top performing sales manager exceeding an ever-increasing quota year after

year. Attained dominant marketshare in highly competitive emerging technology field.

• Presidents Club 2000 #2, #3 in sales 1999, #5 in sales 1998, #6 in 1997.

• Evangelized new technology, trail-blazed the success of company in 7 Western

States.

Agfa Graphic Systems South San Francisco, CA 1993-1996

Systems Sales Rep, Western Region

• Became Agfa’s top electronic prepress systems sales rep for Northern

California in my first year finishing 1994 at 107% of quota.

• Developed and successfully implemented a strategy for selling value added

services that contributed to exponential increase in margins.

Professional Associations

Brand Protection Council, American Apparel and Footwear Association

International Anti-Counterfeiting Coalition

Strategic Account Management Association

Professional Development

Eastman Kodak Co. – Seibel OnDemand

Creo – Salesforce.com Training, Revenue Storm

Agfa Graphic Systems. - Systems Selling Training

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