Sales Representative
Resume:
Robert Barker Harrison IV
Baltimore, MD 21212
Email: ***********@*******.***
Professional Experience
Senior Account Executive
December 2007-Present
CT Corporation, A Wolterskluwer Company, Washington D.C.
. Responsible for managing, defending and increasing sales in a six
million dollar territory covering Washington, DC and Virginia.
. Sell entity management software, contract management software,
corporate new business solutions and UCC solutions to the general
counsels, chief financial officers, IT managers, tax directors,
controllers, chief operating officers, attorneys and paralegals of
Fortune 500 and 1000 corporations and Am Law 100 law firms.
. The corporations include: Volkswagen North America, Altria, General
Dynamics, BAE Systems, Computer Science Corporation, Verizon, Mantech
International, Mars Incorporated, Quad C Management, Quadrangle
Corporation, The Washington Post Companies, Norfolk Southern, LandMark
Communications, Dominion Resources, Philip Morris, Apple REIT, Gannett
Company, Dollar Tree Stores, Sunrise Senior Living, The Brink's
Company, Amerigroup Health Insurance, Markel, J.E. Roberts Companies,
K12, Navy Federal, Booz Allen Hamilton, SRA international, Eplus, AES
Corporation, Sallie Mae, Freddie Mac, and Smithfield Foods.
. The law firms include: Akin Gump, Arent Fox, Pillsbury Winthrop,
Hunton & Williams, Hogan & Hartson, DLA Piper, Patton Boggs, Steptoe &
Johnson, Baker and Hostetler, and Goodwin Proctor.
. Achieved 100% of quota in 2008 and 103% of quota for 2009.
. Major software and solution wins for 2009 include wins at Volkswagen,
Mars Inc, Serco, Long and Foster, Altria, Apple Reit, Baker and
Hostetler, Hirschler Fleischer, Patton Boggs, Dominion Resources,
Sallie Mae and Swedish Match.
. Manage a team of seven employees including a service consultant,
business consultant, and five service members assigned to my
territory.
. Network and prospect to develop new business through relationship
building and extensive follow-up.
. Met and exceeded all growth targets, including generating new business
through several new accounts.
. Determine and formulate pricing and profit margins on products and
services.
. Use exceptional presentation skills to conduct webinars and website
demonstrations, as well as face-to-face and group presentations, to
educate and train customer base. Excellent power point presentations.
. Work with Crystal Reports, Cognos Reports, Hoovers, Kadient proposal
software, Salesforce.com, and Excel spreadsheets to target
opportunities, complete territory analysis, and increase sales.
. Present a comprehensive territory business review in person to Company
executives twice a year.
Field Sales Representative August 2003 -
November 2007
All-State Legal, Cranford, New Jersey
. Responsible for managing and increasing sales for an annual one
million eight hundred thousand dollar territory covering all of
Maryland and the District of Columbia. This territory has over two
hundred active medium, large and NLJ 250 law firm accounts.
. Ranked in the top ten percent of sales force in gross sales. Highest
producer in new graphic sales.
. Sold several products and services to national and local law,
accounting, and brokerage firms, including legal commodities, web
design services such as NextClient, graphic communication products,
and software such as LetterMark. Clients include some of the largest
law firms and accounting firms in the United States: Venable, LLP; DLA
Piper; WilmerHale; Sterne Kessler Goldstein and Fox; Jones Day; Patton
Boggs, LLP; Sidley Austin, LLP; and Reznick Group.
. Networked and prospected to develop new business through relationship
building and extensive follow-up.
. Met and exceeded all growth targets, including generating new business
through several new accounts and increasing revenues of existing
accounts by approximately five percent.
. Worked extensively with comprehensive order management data system and
internal sales staff to manage all client interactions and pricing.
. Determined and formulated pricing and profit margins on products and
services.
. Maintained order flow processes and managed customer inventory, supply
control, and customer satisfaction.
. Educated and trained customer base on use of company website for
ordering purposes.
Senior Account Executive February 1997
- July 2003
Maryland Office Relocators, Linthicum, Maryland
. Sold commercial relocation services to CEOs, CFOs, CIOs, office
managers, purchasing agents, and facility managers of Fortune 100 and
500 companies, federal and state government agencies, hospitals, and
medium to small size companies.
. Consistently ranked as the top salesperson for gross sales in the
Northern Virginia, Washington, DC, and Maryland territories.
. Grossed over $5,000,000 in sales from 1997 to 2003, comprising 25% of
Maryland Office Relocators' net profit.
. Achieved a 2.0 profit margin yearly on gross sales.
. Ranked number one salesperson in Maryland for obtaining new client
accounts. Clients included: Lockheed Martin; Johns Hopkins Health
System; Johns Hopkins School of Medicine; Erickson Retirement
Communities; Citifinancial; Fidelity & Guarantee Life Insurance
Company; Aerotek; Comcast; Advertising.Com; Four East Madison Group
(orthopedics); E-magination; Pepsi; Department of Diplomatic Security;
Mass Transit Administration; United States Probation Office; Lucent
Technologies; Maryland Aviation Administration; Royal Farm Stores; US
Internetworking; Espire; Price Modern; and several hundred other
private and public sector companies.
. Networked and prospected to develop new business relationships,
marketed Maryland Office Relocators through extensive business and
commercial real estate contacts, met with prospective clients, and
built relationships through diligent follow through.
. Wrote detailed business proposals, responded to requests for
proposals, performed financial analyses on project costs and
profitability, and planned timelines, supply needs, storage
specifications, and labor and truck requirements.
. Met with clients' senior executives to review business proposals,
including detailed explanation of costs, operational timelines, and
project sequencing.
. Held relocation pre-meetings with up to two hundred and fifty client
employees to explain phases of the relocation and to communicate the
responsibilities of all employees during the move.
. Sold and managed installation of systems furniture, such as
Steelecase, Hayworth, and Herman Miller, for projects consisting of up
to two hundred workstations. Provided the highest volume of systems
furniture installation projects to Maryland Office Relocators.
. Performed crisis management, multi-tasking, and high-level problem
solving on a daily basis, which involved being on-call weekends and
after hours as needed.
. Prepared billing and performed accounts receivable functions as
required.
Teacher June 1994 -
February 1997
Carter G. Woodson Elementary, Baltimore City, Maryland
. Instructed first, second and third grade students in mathematics,
reading, and writing.
. Implemented the highly structured Calvert School curriculum, planned
daily lessons, and monitored and assessed students' progress.
. Communicated and held conferences with parents to encourage parental
involvement.
Education
Master of Science in Criminal Justice May
1994 - May 1996
University of Baltimore, Baltimore, Maryland
24 credits completed
Bachelor of Arts in Political Science
September 1988 - May 1993
Loyola College, Baltimore, Maryland
. Varsity lacrosse player. Selected as team captain for the 1993 season.
Participated in NCAA national championship playoff 1990-1993.
Nominated for John R. Mohler Award, the highest athletic/academic
award in recognition of achievement in athletics, scholarship, and
character.
References available upon request.
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