Sales Manager

Jerry Ciarpelli

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

Rochester, New York 14626

585-***-**** (home)

585-***-**** (cell)

********@*********.**.***

Top producing sales and marketing executive with proven new business

development, B2B and B2C sales and marketing experience

Objective

A position enabling me to apply my strong management, national

experience, marketing savvy, and digital imaging knowledge.

Professional Profile

. Solutions-oriented, consultative sales professional with a proven

record of delivering results in super-competitive lines of business

characterized by long sales cycles and limited customer loyalty.

. Competitive. Experienced setting achievable stretch goals,

developing the go-to-market strategy and delivering results up and

down the channel.

. Marketing savvy. Astute as to what it takes to build the backbone

of an effective sales-driven organization from collateral to sales

training.

. Ethical and honest. A people-first, principled leader adept at

motivating a team, mentoring and inspiring commitment.

. Relationship driven. Eager and enthusiastic at the prospect of

reinvention and the opportunity to apply years of experience and

sales success to a new endeavor. Open to relocation.

. Outstanding Judgment. Former White House Advance Man.

Summary of Qualifications

National accounts experience. Extensive B2B, new business development and

account service working with Fortune 500 companies on sales as large as

$105 million.

Channel marketing. A quick study knowledgeable of channel marketing with

a knack for learning various distribution patterns, partners and players

in the market.

Strategic. Adept at grasping strategically the essential strengths,

weaknesses, opportunities and threats behind any product or service; then

developing the sales strategy on a local, national or global level.

Niche marketing. Skilled at finding the best niche for the product,

identifying the competitive advantages, mitigating the potential

negatives, countering sales resistance and developing the product

positioning.

Tactical execution. Proficient at executing on the details-crafting the

sell-through strategy, putting in place the product management strategies

where appropriate and driving the products value proposition.

Change skilled. Confident and comfortable learning new lines of business

fast and efficiently; the consummate quick study adept at hitting the

ground running, learning new markets, customers and industries.

Professional History

DocStrategies, Rochester, NY

Regional Sales Manager (Present)

Market and sell scanning equipment, computer hardware and document

imaging software, content management, eDiscovery, Managed Print Services

and outsourcing into all types of companies, Government Agencies, Higher

Ed, Hospital, Insurance, Legal and others who digitize their documents

and convert them into digital formats. The market area is the Upper Mid-

West and Eastern U.S.

. All products are sold through Xerox as a premier channel partner.

. Responsible for software, hardware and outsource solution sales.

. Software includes image processing, OCR, eDiscovery and legal

applications

LuraTech, Inc. Rochester, NY

Director of Sales (2008-2009)

Market and sell document compression software into all types of

companies, government agencies, libraries and others who digitize their

records, papers or documents and convert them into compressed formats.

The market area is the U.S. and Canada.

. Customers and industries are as diverse as Nuclear Power, Utilities,

Government Agencies, Manufacturing, Legal and Healthcare, Insurance,

Financial and others.

Kirtas Technologies, Rochester, NY

Regional Sales Manager (2005-2008)

Sold book scanning equipment, software and out sourcing services to

colleges, universities, government agencies and service bureaus-a product

used in scanning and digitizing books. My 2007 performance lead to the

company being ranked 199 on the Inc 500 list and 5 on the Rochester Top

100 in 2008.

New business development. Opened Microsoft account valued at $12 million,

the largest account the company had secured. Identified the market

opportunity, seeing that the company had hired a competitor to start

scanning books. Researched the contact at the company, contacted the

person, and pitched the business face-to-face; effectively presenting the

competitive advantage of the Kirtas product and earning the business.

. Major account. Personally pitched and pursued the Smithsonian

Institution as a gateway to opening doors to Yale and Harvard.

Identified this under-served niche in the market, which laid the

groundwork for more than $15 million in future business.

. Collateral development. Oversaw the development of many collateral

pieces creating a "reason to buy" that effectively communicated the

company's value proposition & contributed to the sale of big-ticket

equipment.

. Results driven. Personally responsible for 70% of 2007 corporate revenue.

Sold

services and equipment that resulted in more than 120,000 books

being digitized and

over 45 digital scanners sold ranging in price from $150,000-

$200,000.

OfficeMax (a Boise Cascade Company), Rochester, NY

District Sales Manager (2003-2005)

Recruited for position based on prior business relationship with the

company. Selling to medium and large accounts outsource document

scanning, printing and copying. Oversaw field sales in NY-PA-DE-NJ for

this office supply giant. Managed ten commercial account managers,

developed sales tools and managed sales regionally.

. Market development. Helped commercial account managers identify key

national and B2B accounts within their territories; trained team in

the fine points of selling a commodity product. Developed sales

presentations, and participated in sales calls, ensuring that the

resources and back up were there to drive results.

. New business development. Opened many major accounts, including Alcoa,

PPG, Glaxo, Baxter, Bristol-Myers, ComCast and Cendant, et al, by

helping commercial account managers develop their own market

penetration strategies. Results: 48% to 95% growth in percentage of

plan achievement in a year.

. Turnaround leadership. Consistently pulled in by the reps to close the

business, make the tough pitches, demonstrate the competitive

advantage and turn tough prospects into raving fans.

Xerox Corporation (1998-2003), Rochester, NY

Director of Business Development/Marketing - Office Services/Solutions

(2001-2003)

Promoted to position managing a team of five responsible for bringing to

market software, service and multifunction and scanning solutions.

Targeting Fortune 200 companies, oversaw sales, sales training,

competitive intelligence, sales support and marketing collateral

development with full bottom line responsibility. Developed sales tools

and case studies to boost performance; trained members of the sales

organization. Developed and made effective presentations of services and

solutions at the C-level. Expert in document and content management and

outsource services.

Position eliminated due to financial health of company.

Organization builder. Built the team behind marketing communications,

training and sales. A high-performing group tasked with promoting office

solutions, services and digital multifunction devices to "knowledge

workers"-an enterprise so successful that more than $75 million worth of

indirect revenue could be attributed to its efforts.

. Sales achievement. Played a lead role in taking the business from $70

million to $140 million by the end of year two through training the

direct sales force and educating customers on the company's value

proposition.

Account General Manager - North American Retail Operations (1998-2001)

Managed a key channel for the company-retail product sales via office and

computer superstores (i.e., OfficeMax, Amazon.com, Frey Electronics, Best

Buy, CDW, Micro-Warehouse, Circuit City)

PC Mall, PC Connection and Fry's Electronics).

. Top producer. Recognized in 1998, 1999 and 2000 with membership in the

company's President's Club.

. New business development. Devised creative strategies integral to

opening doors to new account relationships and many world-class

companies. Developed the strategic plan within the channel to ensure

both launch and post-launch success-increasing revenues by 10% at

launch and decreasing returns by 30%.

. Contract negotiation. Negotiate all account-specific contracts and

annual co-branded marketing efforts to ensure growth and profitability-

efforts that took revenue from $64 million to $110 million over three

years.

. Tactical execution. Create and execute all trade advertising, ROPs,

Pre-Prints, POP, plan-o-gram execution, direct marketing and Internet

promotional activities. Engineered and deployed organizational changes

to better meet the market.

Nukote International (1996-1998), Rochester, NY

Director of Sales and Marketing - Enviro Smart

Built and managed a start-up division that remanufactured ink-jet

cartridges sold into retail segment via independent reps. Played a lead

role in creating new retail product division.

Early Career

JC&A Direct Inc. (1990-1996), Managing Partner - Rochester, NY

Owned and managed regional direct marketing agency billing in excess of

$10 million annually. Oversaw and directed sales, marketing, account

service and business planning for 120-person operation. Clients were

Medical, Utility and Financial companies. .Sold business.

Rochester Tel Business Marketing Corp. (1989-1990), Director of

TeleSales and Corporate Communications - Rochester, NY

Oversaw a team of more than 75, including nine direct reports, with full

P&L responsibility. Grew business from 65% of plan to 105% of plan within

nine months.

UNISYS Corporation, (1983-1989) Regional Sales Director - Rochester, NY

Equipment, Data Storage and Management, Power and Supply sales.

Education: University of Northern Iowa, Master of Arts, Political Science

State University of New York at Oswego, Bachelor of Arts, Political

Science and History

Military: U.S. Army, Vietnam Veteran

Contact this candidate