Sales Management
Resume:
Paul G. Menick
Minnetonka, MN 55345
Office: 952-***-**** ********@*******.*** Cell: 612-***-****
SUMMARY
Senior sales and sales leadership professional that connects with clients
and delivers results. Excellent business development record in consulting
services and products, national accounts, diverse markets, and professional
services. Expertise in strategic and conceptual sales to executive
decision makers, client engagement, negotiation, coaching, and brand
representation. Adept in the application of integrated talent management
practices in executing strategy and accelerating performance.
Collaborative team leader and client advocate with a passion for customer
success, continuous learning, and development of new capabilities.
PROFESSIONAL EXPERIENCE
RIGHT MANAGEMENT, Edina, MN 2008 - 2009
Senior Vice President, Client Services
Senior level business development role leading teams in pursuit and
delivery of organizational consulting and workforce transition engagements
through building relationships and acting as advisor to senior executives
in medium to large size organizations. (Work force realignment in the
talent consulting group eliminated this position).
. Developed highly profitable client portfolio maintaining full margins in
closing new business.
. Acquired over 40 new clients within 21 months.
. Grew YOY revenue 60% in 2008 with forecast at 80% for 2009 in a
historically underperforming client base.
. Achieved 122% of aggressive 2009 revenue goal through September 2009.
. Renewed 100% of expiring career transition contracts.
SPHERION HUMAN RESOURCE CONSULTING, Bloomington, MN 2006 - 2007
Senior Managing Principal
Sales team leadership and business development accountability for a new
workforce effectiveness and culture change consulting practice. Leveraged
the Spherion Strategic Accounts Group in growing consulting revenue through
its largest recruiting and staffing clients. (Spherion exited the
consulting business in 2007).
. Team exceeded revenue goals for the start-up consulting group and
achieved profitability in 2006.
. Planned and successfully executed introduction of the consulting practice
to the larger, non-consulting organization as a means of creating
additional value for clients.
. Led transformation of the team from the transactional to a strategic
sales orientation.
. Implemented strategies for account planning and relationship management
resulting in an increase of opportunities in building the sales pipeline.
. Key contributor to creation of the business model and branding,
successfully bringing the practice to market.
SHL GROUP, Wayzata, MN 2005 - 2006
Vice President, Americas Region Sales
Led performance management of the sales team, driving top line revenue
growth for the Americas region of global human capital products and
consulting services firm. Member of the leadership team contributing to
the creation and execution of regional strategy. (Acquisition by a venture
capital group eliminated all regional leadership positions).
. Team achieved top line revenue growth of 7% in core business over prior
year.
. Leveraged industry contacts into new business opportunities.
. Designed and implemented new strategic sales compensation plan.
. Created working interface between SHL Sales, Technology, and Consulting
groups.
. Negotiated third party strategic marketing and distribution agreements.
. Led team on content creation of new sales support website.
. Formalized process and created discipline in new client acquisition.
. Developed training and provided coaching on marketing into existing
clients.
Paul G. Menick Page Two
AON CONSULTING, Bloomington, MN 2004
Assistant Vice President, Talent Solutions Group
Elevated organizational performance and drove revenue growth in new and
existing clients for Aon's talent management consulting, products, and
services.
. Implemented formal process for RFP response, successfully focusing on
targeted, high probability business while reducing the cost of sale.
. Created and executed strategies to grow revenues with existing clients
that strengthened relationships and secured higher margins.
PERSONNEL DECISIONS INTERNATIONAL (PDI), Minneapolis, MN 1996 - 2004
Director, Global Clients
New business development and client management responsibility with
executives in Global 1000 organizations. Achieved success through
relationship development and the creative application of the complete range
of PDI talent management consulting, services, and products in growing
client capabilities.
1. Increased revenue from $480K to exceed $4M annually within first 48
months, and achieved in markets without local PDI offices or consultants.
2. Grew the relationship with two organizations from initial acquisition
into national accounts with the highest revenue production within PDI's
largest office.
3. Leveraged a thorough understanding of integrated human resource systems
and their application to win profitable engagements that increased the
competitive performance of client organizations.
4. Demonstrated strong ability to address business challenges through
strategic discussion with client leadership, shape solutions, and plan
implementation with both PDI and client teams.
ADDITIONAL EXPERIENCE
. Sales and sales leadership positions in Fortune 500 and start-up
organizations.
. Diverse sales experience in capital equipment, outsourcing, leasing,
vertical markets, and dealer networks.
. Successful experience calling on senior decision makers in IT, Finance,
and Operations.
. Significant experience in opening new territories and bringing new
products and services to market.
. Consistent record of exceeding revenue goals in new client acquisition
and marketing to existing clients.
. Acquisition and management of multi-million dollar clients.
EDUCATION
Master of Business Administration, University of Wisconsin, Eau Claire, WI
Awards: Submitted a business and marketing plan for a regional corporation
to the United States Small Business
Administration which received the Small Business Institute National Award.
Bachelor of Arts, Psychology, Biology minor, University of Wisconsin, Eau
Claire, WI
PROFESSIONAL DEVELOPMENT
. SPIN Selling
. Strategic Selling
. Solution Selling
. 360 Feedback Certification (PDI)
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