Sales Manager

Kenneth J. Gatlin

*** ******* *****, ** • Leesburg, VA 20175 • (C) 973-***-**** • **********@*****.***

PROFESSIONAL SYNOPSIS

I pride myself on being a proven and driven sales professional and sales overachiever. I am a consistent top

performer dedicated to the success and well-being of the organization and committed to exceeding expectations at

every level.

DISTINCTIVE QUALIFICATIONS

• Number 1 Ranked Inside Sales Manager Out of 8 2005 and 2007

• President’s Club Participant 2002, 2004, 2005, 2007

• 2007 Top Performer Award 132% of Plan

• Directors Award 4th Quarter 2004

• Manager’s Choice Award Q4 2005, Q1 2007

• 2005 Outstanding Achievers Award 135% of Quota

• Sales Rep of the Year Award 2004 – 353% of Quota

• Vice President’s Top Manager Award, Q4 2007

• 2007 Spotlight Award for Outstanding Contributions

EXPERIENCE

PANASONIC SOLUTIONS COMPANY, SECAUCUS, NJ

Area Sales Manager, Department of Justice 2009 - Present

• Area Sales Manager for the Department of Justice, covering FBI, DEA, US Marshals and ATF.

• Manage large programs including FBI PITO, DEA Firebird, supporting customers and expanding market

share.

• Grew territory by 200% from 2008 to 2009.

• Conduct meetings and develop relationships with C Level clients, Program Managers and End Users.

• Manage and grow install base with hands on management and customer service and product planning.

• Create, enhance, and manage business relationships with resellers and Systems Integrators to uncover and

drive additional opportunities and large programs.

• Attend industry functions and maintain relationships with key vendors and customers.

• Draft competitive proposals and support contract planning and large program initiatives.

• Proactively manage opportunities and customer accounts in corporate planning tool to assure accurate

forecasting and business intelligence data.

SYBASE, INC, BETHESDA, MD

Client Executive 2008 - 2009

• Serve as primary client liaison within designated territory consisting of DOJ, FBI (CJIS, Academy, HQ)

DOT (OAI, OST, FAA) and Treasury (OCC, IRS, FINCEN).

• Identify business opportunities and map appropriate enterprise software solutions to client requirements.

• Drive opportunities in conjunction with partners and support team to meet and exceed monthly, quarterly

and annual revenue objectives.

GTSI CORP, CHANTILLY, VA

Inside Sales Manager 2004 - 2008

• Developed and implemented management strategies to drive revenue and profit growth, expand market

share, develop profitable partnerships, and service client accounts.

• Identified business opportunities and drove solutions sales designed to deliver best value to customer.

• Executes initiatives for penetrating vertical markets through proactive business expansion and marketing

initiatives.

• Identifies emerging market trends and networks to understand market dynamics. Increases market share

and exceeds sales goals through effective sales techniques with an outstanding close ratio.

• Extensive experience in proposal writing, RFI/RFP preparation and presentation. Skilled negotiator who

balances the needs of the customer with attainment of corporate profit objectives.

• Forecast, track and report on attainment of key objectives using SalesForce management tool.

• Manage a team of 10 sales professionals covering four major federal agencies and contracts (DOJ, FBI

(TRP), Homeland Security (FirstSource) Dept. of Transportation (FAA, SAVES) generating $110M in

revenue with a targeted quota in excess of $18M in margin annually.

• Recruit, train and mentor team members, attend offsite customer meetings to promote best practices.

GTSI CORP, CHANTILLY, VA 2000-2004

Account Manager, NASA/DOE (04/2000 - 05/2002)

Team Leader, Homeland Security (05/2002 - 10/2004)

• Penetrated and developed initiatives targeting NASA Johnson, Stennis and Homeland Security, FEMA,

Coast Guard through aggressive sales efforts, including outbound call plans and customer/vendor visits.

• Developed NASA Johnson/Stennis Space Center from 2M revenue in 2001/2002 to over 6.5M – capturing

$2.5M lease deal at Johnson Space Center – thru the Boeing Company.

• Spearheaded account strategy that grew DHS FEMA from $200K revenue in 2002 to $1.5M in 2003 and

$12M in 2004.

• Closed $9M Cisco lease deal at FEMA Mt. Weather – unseated incumbent Verizon .

GE CAPITAL ITS, MCLEAN, VA

Onsite Account Executive 1999 - 2000

• Serviced KPMG account with sales exceeding $10M annually.

• Generated sales by interfacing directly with clients and manufacturers to ensure competitive pricing.

• Researched and presented new products aimed at increasing client production and efficiency.

ORIGINS, LLC, FREDERICK, MD

Business Development Executive 1997 - 1999

• Assisted in the successful development of two Biotech start-up companies.

• Marketed company products lines and manage customer accounts.

• Conducted market research to recruit potential corporate partners and investors.

UNITED STATES SENATE, WASHINGTON, DC 1993 - 1997

Legislative Assistant, Office of Senator Paul Coverdell (11/96 - 07/97)

Legislative Assistant, Senate Committee on Veterans Affairs, Senator Alan Simpson, Chairman (09/94 - 11/96)

Asst. Correspondence Director, Senator Alan K. Simpson (06/93 - 09/94)

• Monitored legislative hearings, Senate floor proceedings, and relevant committee hearings.

• Drafted policy papers for Legislative Director to brief Senator.

• Met with constituents, government officials, lobbyists and other senate staff to discuss matters of interest.

EDUCATION

George Mason University

Bachelor of Arts; May 1993

Graduated with Distinction, 3.89 GPA

HONORS AND CERTIFICATIONS

Dean’s List – 1991, 1992, 1993 • Golden Key National Honor Society • Top Gun Sales Training • Counselor

Sales Person Sales Training

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