Sales Manager

Susan L. Halvorsen

*** ************ **** - ****** ****** Farms, MI 48236

Phone: 313-***-**** - ***************@*****.***

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Sales Management / Sr. Marketing Development Professional

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Profile

Proven business leader in the marketing services industry with 12 years

experience in sales management, business development, and marketing program

management. Excellent track record of profitability in both turnaround and

start-up operations. Adept at building high performance, high morale teams

focused on achieving results. Strong career progression based upon

exceeding expectations, increasing profits, and uncovering new revenue

opportunities. Extensive experience in recruiting, training, and coaching

sales organizations to exceed quota. Exceptional sales and presentation

skills utilized to secure and expand consulting services/solutions to the

F500. A consistent track record of selling into highly competitive

industries including: manufacturing, retail, finance, healthcare,

automotive, CPG, and utilities.

Sales Management Qualifications:

* Assemble High Performance Sales Teams *

Compensation & Incentive Planning

* National Account Team Management * Budgeting and

Forecasting

* Market Planning, Product Management * Change

Management

* Training Program Development * Solutions

Selling / ROI Optimization

* P & L Management / Accountability * Strategic

Alliance Development

* Strategic Account Planning / Penetration * Proposal

Development / Pricing Analytics

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Professional Experience

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STANDARD REGISTER January 2006 - November

2009

Regional Sales Manager - Michigan

Sales manager for national document management firm to F1000 organizations

including Healthcare providers. Hired to turn-around an underperforming

region. Managed 10 -13 sales representatives across three vertical markets

managing $25 MM.

* Secured two of the largest corporate contracts in first 12 months of

hire. Whirlpool ($25 million) - National contract for U.S. and Mexico

manufacturing facilities for labels, user guides, and warranty cards.

Volkswagen / Audi ($6 million) National contract for all Automotive Recall

Notification throughout North America and Puerto Rico for highly complex

variable print communication program with strict NHTSA requirements.

* Improved operating margins within 18 months by 15% through document

outsourcing sales focus and increased acquisition by 25%.

* Received highest coaching / employee satisfaction ratings of any manager

within Standard Register in 2008 and 2009.

* Performed highest out of 36 managers in an 8 hour DDI Executive

Management Assessment simulation to identify "Fast Track" talent.

* Exceeded Revenue/Profit targets two consecutive years and won Sales

"Club" trip to St. Thomas, USVI.

* Focused on development and re-positioning SR with Group Purchasing

Organization relationships (GPO - Novation, Premier, HealthTrust,

Broadlane) and Managed Care institutions. Won Open Enrollment Contract for

membership fulfillment (Priority Health).

* Aggressively pursued technology sales to healthcare clients to automate

clinical forms and admissions process with electronic/digital solutions for

data capture to support 2014 EMR (Electronic Medical Records) initiatives.

Increased opportunity pipeline by 400%.

The Experts Bench, Atlanta May 2003 - January 2006

Managing Director / Vice President Business Development

Business development executive to a start up Marketing Consultancy focused

on delivering data mining, analytical, research services, and decision

support engagements. The only U.S. firm dedicated to providing highly

skilled analysts to F500 corporate marketing departments on a project-

basis. Created strategic alliance with Canadian-based analytics firm to

launch micro-level data (zip+4, 60,000 differentiated variables and

segmentation systems), automated analytical data mining technology, and

offshore opportunities within the U.S. market. Responsible for all

Proposal Development and Scope of Work statements.

* Developed solution offerings to include: advertising effectiveness,

forecasting, multi-tier segmentation systems, LTV, market-basket, share-of-

wallet, predictive modeling, channel optimizations, up sell/cross-sell

identification, risk scoring, customer profiling and targeted response

campaign management. Additional engagements included: brand optimizations,

trade marketing, customer insights, and innovations.

* Devised targeted account strategy and development into the 36 most

marketing information intensive F500 organizations. Verticals included:

Financial Services, Retail, Banking, CPG, Pharmaceutical and

Telecommunications.

* Developed market positioning and brand, "The Data Mining People".

* Established a Client advisory board of Decision Support Experts to

identify trends and best practices.

* Sold consulting engagements to Home Depot, Cox Enterprises, PepsiCo,

Kraft Foods, Reckitt Benckiser, Cingular, and BellSouth. Sold into

Decision Support, Consumer Insights, Brand Research, Supply Chain, and

Forecasting divisions of corporations.

CPRi (Aquent) - Metro Detroit, Metro NY/NJ May 1997 -

May 2003

Vice President - Business Development / Operations, North East Regions and

Midwest

Sales manager for a national marketing services firm providing Sales,

Marketing and Business strategy consulting to the F500. Reporting to the

CEO, managing three key markets with a broad scope of responsibility for

sales, business development, operations, market planning, program

management and budgeting/forecasting. Managed 6-8 sales representatives

and $15MM budget.

* Promoted December 2000 to North East Region VP ; grew revenue buy over

300% in a 20-month period in the NY/NJ Metro Area and managed profits to

33% of revenue.

* Consulting engagements sold into CPG firms for Syndicated data

analysis; R&D for new product development; and shopping insights.

* Sold Multi-million return-on-investment variable marketing model to

Ford Motor Company to track contests/incentives.

* Sold and negotiated company's first BPO solution to AT&T Consumer Long

Distance; deliverables including direct mail print production and letter

shop management of over 100 million pieces of direct marketing collateral

annually; multi-product management; campaign management; local access

marketing; and customer sciences. Three-year contract worth $10 million

in revenue.

* Replicated BPO model into the company's largest 50+ supplemental staff

for the analytics group within General Motors (GMIA).

* Expanded the scope/deliverable of consulting engagements and business

process outsourcing (BPO) to include customer insight, database

management, analytics, modeling, and strategic planning, thereby raising

the average billable rates by over 50% and lengthening average engagement

by 40%.

* Approached by William Blair Venture Capital to manage firm upon CEO and

founder's departure.

* Hired in 1997 as Branch Manager for the Detroit office; profitability

reached within the first 12 months of entry to market; grew revenue 30%

year-over-year thereafter for 4 consecutive years.

* Optimized client relationships by aligning sales strategy and

execution with client CRM initiatives.

AON Consulting - Metro Detroit, Michigan July

1993 - May 1997

Associate Consultant (H.R. Consulting Group)

Client liaison to F500 corporations as Ford, Chrysler, General Motors,

Philip Morris International, British Airways, Kraft Foods, assisting in

the selection procedure administration for corporate, sales and

manufacturing. Extensive national and international travel.

* Observed and evaluated potential candidates' performance according to

established behavioral criteria; such methods including various test

batteries, small group assessment / job simulations, management

assessment (in-basket exercises) and executive interviewing.

* Managed on-site the test administration and assessment centers for the

structural downsizing of Phillip Morris International's largest tobacco

manufacturing facility in the Czech Republic. Conducted Assessor and

Interviewer Training and managed ten multilingual independent contractors

used through Lithuania, Hungary, and Russia. Compiled and analyzed test

data utilizing SPSS and assisted in the oral presentation of results to

the plant management. Downsizing reduced workforce to 35% of previous

staff.

* Reviewed all assessment and interview reports as Quality Control

Coordinator to ensure proper documentation and legal defensibility.

* Assisted in the design and roll-out of the Salaried Selection

Validation Process for all Vehicle Engineers and Project Managers at

Chrysler; implemented Nationwide January 1997.

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Education

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Bachelors of Arts in Geography and Urban Planning, Double Major, Wayne

State University, Magna Cum Laude 1989

M.A./PhD. Coursework - Wayne State University, Dean's List/Graduate

Teaching Assistant 1990-1992

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