Sales Manager
Resume:
John Long
Scarborough, ME *****
Home: 207-***-**** ******@*****.**.*** Cell: 207-***-****
SUMMARY
Accomplished and professional Sales Director with 10+ years' experience in
Technology industry. Proven track record in creating and developing highly
motivated sales teams, fine tuning and measuring sales processes, ensuring
the voice of the customer is heard, and educating and training associates
to completely understand value based selling techniques and sell in a
consultative manner. Skilled at developing teams to exceed company and
customer expectations through the execution of sales education, account
strategy, and managing customer relationships. Excellent diversified
program and product development with demonstrated success in strategic
planning, P&L management and decision making, resulting in high impact
sales programs with significant impact to bottom line results. Recognized
as an effective leader who values and champions employee development to
achieve and deliver results.
AREAS OF EXPERTISE
Sales management Personnel development
Account strategy and management Product and program development
Sales processes development / management Advertising program development
P&L management International marketing and
management
Change management Strategic planning
Budget development Partner and alliance management
Development and delivery of sales
education
PROFESSIONAL EXPERIENCE
CHECKPOINT SYSTEMS, Thorofare, NJ 2006 - 2010
Director, Sales, East Region, Scarborough, ME
Managed 11 person sales team and created / managed P&L and budget for $42M
Region while leading sales management initiatives including metric setting,
sales performance appraisal process and customer review processes.
. Grew Region 100% from $21M to $42M in 3 years, by driving associates to
move all lines of business and improve wallet share in each account.
Achieved growth by improving account / prospect assignment process and
tracking activity and progress, while dedicating significant effort to
upgrade talent within team.
. Reduced expense budget by minimum of 10% annually through careful
monitoring of travel and entertainment expenses, donations and ensuring
each associate was proactive in preparing advanced travel arrangements to
minimize flight costs.
. Developed new performance metrics and mid-year / annual performance
appraisals, providing a justifiable tool for associate training and
upgrades.
NCR CORPORATION, Dayton, OH 1986 - 2006
Director, Sales, Northeast Region, Scarborough, ME 2002 - 2006
Managed 21 person sales team in the northeastern US, P&L and budget for
$34M Region.
. Grew region 43% from $24M to $34+M in 3 years.
- Provided clear objectives to associates while measuring new business
performance against established metrics.
- Upgraded sales talent, greatly improving new business activity.
- Trained both current and 7 new associates, using extensive personal
experience in program creation to sell value proposition and secure
new business.
John Long Page Two
NCR CORPORATION (continued)
Director, Global Industry Marketing 2000 - 2002
Developed an industry focused team to drive marketing programs. Owned the
program realization process (New Product Development) serving as process
gatekeeper and editor. Served as member of Business Unit Leadership Team
and was also responsible for driving all cross business unit initiatives.
. Oversaw development and implementation of key retail, financial and
commercial / industrial product programs, yielding $20+M in revenue
annually.
. Personally developed and released 2 new products with revenue expectation
of $200+M annually.
. Managed Auto ID sales team, turning $15M in annual revenue.
Director, Marketing, Europe, Middle East, Africa, Amboise, France 1998 -
2000
Developed cohesive team of 18 marketing professionals from 12 countries
with varying cultures and backgrounds, focusing on marketing skills,
directing product and solution development and coordinating training plans
for 140 EMEA sales associates. Built Strategic Plan for EMEA and growth
strategies for each country and was active member of the EMEA leadership
team.
. Played key role in bringing EMEA from 12 separate country organizations
to 1 EMEA organization resulting in a more efficient global organization.
. Rationalized product offerings from 12 country specific sets to 1 EMEA
set, enhancing manufacturing and distribution efficiencies across EMEA.
. Streamlined pricing across EMEA allowing for more efficient order
management and improved customer satisfaction.
. Developed plan to consolidate EMEA suppliers, further improving
efficiencies.
. Introduced new product lines and software solutions to EMEA, increasing
incremental business by millions of dollars.
Director, Promotional Media Development 1997 - 1998
1. Developed unique marketing approach utilizing NCR media products to
deliver advertising messages to existing and potential customers.
2. Secured and developed advertising partners on global basis improving
program consistency globally.
3. Developed marketing plan for programs in participating countries
reducing learning curve in each region.
4. Trained associates internationally on how to support the program
ensuring global consistency for the program.
5. Teamed with manufacturing organization to develop order entry process
and manufacturing capabilities to support new programs.
6. Supported sales in customer approach and accompanied sales on initial
calls, providing subject matter expertise and improving success rates.
Senior Marketing Manager, Retail Programs 1994 - 1997
Responsible for development and implementation of targeted marketing
programs for retail industry.
7. Developed and trained associates on promotional media program, yielding
$1M in revenue in 1st year.
8. Created comprehensive Pharmacy solution driving $20+M in incremental
business.
District Sales Manager, Raleigh, NC 1991 - 1994
Senior Account Manager, Portland, ME 1986 - 1991
EDUCATION
BS, Business Administration, Concentration: Marketing and Management,
University of Maine
ADDITIONAL ACHIEVEMENTS
Awarded 4 US patents
Sales plan achieved 13 of 15 years
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