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Sales Executive

Location:
8108
Posted:
April 07, 2010

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Resume:

Charles D. Hensley

** *. ****** ****** 609-***-****

Collingswood, NJ 08108 *******.*.*******@*****.***

Enterprise Systems Sales Executive with Extensive Record of Accomplishment

Summary of Qualifications :

Tenacious sales professional with record of achieving and exceeding goals in a

wide range of information technology market sectors. Excel in solution

selling, accomplished at building rapport with C-level management to define

buyer's goals and establish seller's power positions. Demonstrated leadership

by developing a formal needs survey interview and documentation process to

drive a consultative selling approach within the company.

Experience and Accomplishments :

Keystone Information Systems, Inc., Maple Shade, NJ

Regional Sales Director 1999 to

Present

Lead sales executive in multi-state territory selling Financial, Human

Resource, Revenue and Educational Records Administration software applications

to mid-market municipal governments

and education enterprises. Personal sales functions include business

development and all aspects

of new-account ERP system sales. Also directed two sales associates and

outside consultants while personally closing business as lead sales

representative.

Sold approximately forty new-account ERP systems with individual sales

contract values typically ranging from $200,000 to $1,000,000. Primary market

states include PA, NJ, MO, RI.

Obtained the first company new accounts in five new state markets (IN, KS, MT,

TN, WA).

Honored with "Yellow Winners Jersey" company-wide award for outstanding

employee performance, based on closing 4 new-account, complete ERP system

sales in a 6 month period.

Sold company's first K-12 Public Educational Service Agency contract (Berks

County PA Intermediate Unit) to include re-marketing agreement for state-wide

sale of software products to participating school districts.

Account Executive - Government & Public Education Systems 1995 to 1999

Closed multiple new-account contracts in each of the company's top 5 strategic

State markets, plus sold major upgrades and add-ons to the company's largest

established accounts.

Obtained majority of company's largest ever contracts including, $3.5 Million

to Philadelphia School District, $1.5 Million to Springfield MO Public

Schools and $1.2 Million to Schenectady City School District.

Sold first company new accounts in three additional new state markets (NC, SC,

VA).

Account Executive - Commercial Sector Business Systems 1990 to 1994

Sold a dozen complete MRPII discrete Manufacturing and Wholesale Distribution

ERP Software Systems to New Jersey companies, ranging from 100 to 1,100

employees.

Charles D. Hensley Page 2

Proven Skills in Multiple Market Sectors Including: Commercial Enterprises,

Public Sector (Government & Education) and Professional Services Sectors

All aspects of effective, persistent prospecting

Creation of appealing marketing messages and content for sales and advertising

campaigns

Account Penetration, needs definition

Delivery of winning sales presentations and negotiation of enterprise level

contracts

Professional, successful proposal production, including extensive RFP

responses

Development of RFP documents and needs analysis surveys, for use by

prospective clients

Coordination of sales efforts with channel and business partners

Configuration of underlying hardware and database management infrastructure

components including server environments for IBM, HP, Dell and other major

manufacturers

Management of sales and sales support staff

Prior Sales Experience :

Account Representative, CCH Computax Inc. - International supplier of

on-line and in-house tax processing and financial management systems for

Professional Accounting and Legal Service sectors with approximately $1

Billion Annual Sales. Eastern Pennsylvania Sales Territory. Recipient of

"Masters Club" annual sales over-quota travel awards.

Zone Sales Manager, Unisys Corporation - Industry leading information systems

provider. Managed 4 sales associates and 2 technical support staff in

Northeastern Pennsylvania, full-line commercial sales territory. Recipient of

"Legion of Honor" annual sales over quota travel awards.

Education :

Bachelor of Business Administration - Temple University, Philadelphia, PA

Graduated Cum Laude (3.4 GPA) with dual majors of Marketing (4.0 Avg.) and

Management.

Personal Interests :

Community Activities - Collingswood Proud Neighbors, Assistant to President

- Civic group that raises funds for neighborhood causes, performs community

volunteer work and promotes historic preservation and quality of life in my

hometown, Collingswood NJ.

Other Activities - Enjoy World and US Travel, also active in sports including

tennis and membership for in-door pick-up basketball league

Charles D. Hensley Page 3

Personal and Professional References :

Mr. Gregory Viola

Director

Deloitte Consulting LLP

1700 Market Street

Philadelphia, PA 19103

215-***-**** / ******@********.***

Mr. David Crimmins

Sales Executive

Kronos, Inc.

2250 Hickory Rd. Suite 400

Plymouth Meeting PA 19462

215-***-**** / *****.********@******.***

Mr. Brian Adamson

Director - Business Management & Analysis

Morgan, Lewis & Bockius LLP

1701 Market St

Philadelphia PA 19103-2921

215-***-**** / ********@***********.***

Additional references available on request.

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