Sales Manager

JAMES A. BURROUGH

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

HOME 615-***-****

BRENTWOOD, TN 37027

MOBILE 615-***-****

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

[pic]

VALUE PROPOSITION

. Resonant sales leadership that compels performance and maximizes

shareholder value.

. Drives sales architecture as a strategic and direct link to financial

performance.

. Models sales process marked to sequenced, managed events matching

marketplace expectations and prospect buying process.

. Captures latent and marginal talent upside potential that yields hard-

dollar benefit.

. Wins separation in crowded markets harnessing sales execution as the

differentiated advantage.

. Inspires the discretionary effort that expedites results and breeds

success.

. Features discriminating selling methodologies that minimize

resistance, shorten cycle times, and tighten conversion ratios.

. Ability to pull the trigger on difficult decisions in abstract

situations with limited and diluted facts.

. Proven skill negotiating solutions that expand relationship value and

build advocacy.

[pic]

KEY CAREER ACCOMPLISHMENTS

. Vaulted the performance and profitability of a 30M company

contributing 12 consecutive quarters of revenue growth highlighted by

a 215% increase in sales and 12% net margin gain.

. Led a flat-growth 60M sales division to record-level performance

surpassing three year growth objectives within 15 months increasing

sales performance by 183%.

. Helped build a NYSE-listed bank into a competitively differentiated

sales enterprise in a deregulated marketplace. Change agent for

selling systems that became the lens and outcome driver for share

growth, peer group ranking, and shareholder equity.

[pic]

CORE COMPETENCIES AND SKILLS

Communication skills Financial acumen

Seasoned negotiator Forecast modeling

Intellectual capital Metrics benchmarking

Proprietary sales training Compensation design

Buy/sell cycle process management Pricing/profit chain

optimization

Sales management systems Market

intelligence/analysis

Advanced sales methodologies B2B/B2C delivery

channels

Talent identification/development Collateral and POS tool

[pic]

SALES & MARKETING GROUP ~ Consultant/Principal Brentwood, TN

2005 ~ PRESENT

Assignment:

. Solve strategic and tactical sales challenges for production

homebuilding companies.

TECHNICAL OLYMPIC USA ~ Division Sales Manager Nashville, TN 2004 ~

2005

Assignment:

. Transform a 60M sales division of a NYSE-listed production

homebuilding and residential development company to achieve 30%

growth.

Results:

. Exceeded all stated performance objectives, ahead of plan, increasing

revenue by 24M.

. Division sales increased 183%.

. Achieved maximum bonus payout in every quarter.

Methods:

. Implemented a measurable, coachable sales process matched to buying

decision eveare made.

. Revamped sales compensation as a motivational and strategic resource.

. Replaced ad hoc, product-driven selling approach with a need-discovery

methodology.

FAXON-GILLIS HOMES ~ VP Sales & Marketing Memphis, TN 2001 ~ 2004

Assignment:

. Reverse a three year trend of declining sales and profit erosion.

Results:

. Achieved 12 consecutive quarters of sales growth, increasing revenue

215% and net margin by 12%.

. Drove organic growth that increased top line revenue 35%.

. Sales and company valuation more than doubled.

Methods:

. Conceived a value-play strategy to reach an under-served market

segment.

. Led in-house sales training eliminating the expense of ineffectual,

out-sourced training.

. Utilized live sales call video training to benchmark training needs

and improve selling execution.

. Marketing re-imaged the company, developed clear value messages and

multi-media campaigns for distinct market segments, and became ROI

accountable.

NEIGHBORHOODFIND.COM, LLC ~ VP/Regional Sales Manager Charlottesville,

VA 1999 ~ 2001

Assignment:

. Build a regional B2B sales operation for a real estate vertical,

digital media start-up.

Results:

. Launched a sales force of 40 direct reports in 30 metro markets within

120 days.

. Consistently paced company as the top revenue producing region.

. Maintained region P&L viability in the face of a corporate liquidity

crisis.

Methods:

. Developed a seminar selling model and training for large group, call-

to-action presentations.

. Assembled team of 'hunter' sales talent with transaction-driven skills

and behaviors.

. Adapted a lean operating strategy meeting changing fiscal realities of

a re-scaled business environment.

FIRST TENNESSEE BANK ~ Manager of Sales Development Memphis, TN

1984 ~ 1988

Pivotal role that helped build a NYSE bank into a competitively

differentiated sales enterprise in a deregulated marketplace. Led a four

year project working at SVP and division president levels to:

1. Fulfill the mission-critical need for a B2B sales training program.

2. Capture of the proven processes, systems, and disciplines evident in

high-functioning sales organizations.

3. Drive sales management effectiveness as the centerpiece to results.

Formal sales training experience was capitalized into the proprietary

content design and delivery of two intellectually demanding and skill

rigorous, 40-hour, basic and advanced workshops that modified behaviors and

elevated selling competence. Broke through the industry-traditional norms,

barriers, and limitations with creating a sales management culture. Recast

the sales manager job role as sales subject matter expert linking the

performance of critical tasks, behaviors, and practical actions with the

processes and system tools to support business unit strategy, sales growth

objectives, and training deliverables. Drove change initiatives for sales-

effective staffing, strategic and tactical coaching, adopting a sales

process modeled to prospect buying process, causative vs. activity metric

measurement, and motivational compensation.

SUNRISE MEDICAL ~ Central Region Sales Manager Memphis, TN 1981 ~

1983

Drove 1/3 of the company revenue plan for this 65M healthcare capital

equipment company serving hospital, extended care, and clinical markets.

Led a multi-channel strategy of 12 sales direct reports and private label

distributor network. Stabilized sales force turnover, increased

performance of lagging sales assignments, and negotiated a landmark

hospital contract in a previously untapped major metro market. Promoted

from sales.

XEROX CORPORATION ~ Major Account Executive Memphis, TN 1978 ~ 1981

Multi-time President's Club achiever consistently exceeded 175% of sales

objectives. Nationally ranked for new business production. Demonstrated

performance and exceptional skill in prospect development, need discovery,

presentation, and transaction-driven closing. Displayed the ability to

navigate complex selling situations developing compelling executive-level

presentations and financially-justified proposals to consistently outsell

and displace competition turning around an under-performing major account

assignment. Promoted twice.

[pic]

EDUCATION

. University of Memphis ~ Bachelor of Business Administration ~ 1974

. Major: Real Estate Minor: Finance

. Athletic scholarship

[pic]

PROFESSIONAL DEVELOPMENT

. Xerox Corporation: Professional Selling Skills I/II, Account

Development Strategies, S.P.I.N. Selling, Managing Major Account Sales

. The Darden School, University of Virginia: Sales Management and

Marketing Strategy

. Edwin Cox School of Business, Southern Methodist University: Pricing

for Profit

. Miller-Heiman, Strategic Selling certified

. Computer skills: MS Office suite, SFA/CRM, internet applications

Contact this candidate