Steven A. Settle

**** ********* ******, ** *******, VA 24015

540-***-**** abniio@r.postjobfree.com

MARKETING / ACCOUNT MANAGEMENT / SALES

Goal-driven, customer-focused Marketing / Account Management / Sales professional

d emonstrating consistent achievement of service and sales objectives in highly

c ompetitive markets. Proficient in all phases of the sales cycle, from lead generation and

p resentation to negotiation, closing, and follow-up. Able to resolve customer problems to

b uild goodwill and increase repeat/referral business. Experience in sales and information

t echnology with over ten years progressive experience. Proposal Development, Oral and

W ritten communications, user and design documentation. Strong project team management

s kills focusing on product management and customer service.

Marketing / Sales /Account Management * Territory Expansion * Lead Generation * Presentation

Negotiation & Closing Activities * Customer Service & Satisfaction * Staff and Training Development

Project Management * Oral and Written Communications * Proposal Development

PROFESSIONAL EXPERIENCE

HyperGen Inc. – Roanoke Va. 07/2008 – 05/2009

Account Executive

Provide Staff Augmentation, Managed IT Software Services and Staff Recruitment to industry leaders nationwide

in Healthcare, Retail, Financial Services, Higher Education, Utilities, Government, and many other sectors. Build new

and foster existing business relationships with key decision-makers. Serve as point-of-contact to resolve customer

problems, ensure customer satisfaction, and provide legendary customer service to encourage repeat business and build

referrals.

Staff Augmentation Services

Supply Functional, Technical, and Project Management consultancy resources to work closely with client corporate-

level management, as well as cross-functional department leaders, and other corporate field users.

• Perform requirements gathering to determine, meet, and exceed client needs.

• Analyze consultant resumes to match qualifications and experience-levels to client requirements. Present

qualified consultant resumes, executive summaries and rates to client and follow-up to assess quality.

• Schedule interview(s), negotiate consultant rates deliver SOW contract agreements for client signature.

Generated high sales volume: $600,000 in ten months placing on-site consultants at multiple locations nationwide.

Managed IT Services

Supply Remote Software Upgrade, Custom Application Development, and Production-Support Services by:

• Conducting consultative selling demonstrating knowledge, expertise and command of ERP Information

System processes. Develop a firm understanding of the client’s internal workflows to identify high-priority

critical business problems.

• Working with client management and subject-matter-experts to assess current technology infrastructure.

Mobilize and align leadership agreement to secure commitment among client top executives, decision-makers,

and key stakeholders. Align and apply scope of company services to meet client business goals.

• Conducting company presentations to client demonstrating the competitive advantages of company

services. Differentiate and offset the competition by offering distinct solutions based on best practices.

Position the company as the client’s resource-of-choice for effective technology / business solutions.

• Reviewing client requirements with company Management and Technical Team to develop project plans,

best-fit on-site / off-site resource allocations, timelines and scheduling to deliver cost-effective solutions.

Utilize Staff Augmentation Services to supplement internal resources based on project requirements.

• Negotiating project costs, consultant rates, present contract agreements to achieve final client signatures.

1

Steven A. Settle

1819 Cambridge Avenue, SW Roanoke, VA 24015

540-***-**** abniio@r.postjobfree.com

• Facilitate effective hand-off to Technical Team and Management upon closing the sale.

Generated high sales volume: Software upgrades sales $220,000, Production-Support sales $150,000 in ten months.

Proposal Management

Design, development, and management of complex writing projects. Broad-based experience in project

management in multiple business sectors contributes to ability to apply extensive knowledge to each client.

• Analyze RFP/RFQ/RFI solicitation noting critical sections including Scope of Work, Time

Requirements, Billing/Invoicing, Submission and Evaluation Procedures, Terms and Conditions, Due

Dates and Time, and Resource Requirements. Prepare questions and participate in pre-bid conferences

to enhance understanding of client’s business goals, challenges, and requirements. Review findings with team

members to ensure feasibility of presenting an effective Response to client’s project requirements.

• Prepare Response outline designating assigned sections and distribute to responsible parties. Coordinate

research, writing, and editing of the Response in accordance with solicitation instructions and deadlines.

• Develop, maintain, and/or update Response executive summary, matrices, and other required sections.

Review, edit, and rewrite technical, management, project narrations, and past performance sections.

Develop, maintain, and update staff resumes to reflect client requirements.

• Work closely with Management to develop project plans, project schedules, and coordinate resource

allocation planning of internal team members and subcontractors. Utilize Staff Augmentation Services to

supplement company internal resources based on project requirements. Align and apply scope of company

services to client’s project requirements to position company as client’s technology provider-of-choice.

• Coordinate estimate development, validation, and risk assessment. Ensure financial and resource

objectives are represented accurately and completely. Review and validate technical aspects of solution.

• Upon request conduct formal presentation of solution to all levels of client and company management.

• Ensure effective hand-off to company management upon achieving award. Conduct debriefing meetings at

project conclusion to inspire constant learning and identify opportunities to refine production processes.

• Develop and catalog re-usable repository of document formats, Q&A responses, definitions, resumes,

and project information to streamline production processes, reduce time to completion, and facilitate

standardization of corporate brand, image, and information content.

Additional Accomplishments and Responsibilities:

• Provide Corporate-Level Staff Recruitment services.

• Retained major account by reversing poor perception through positive relationship building.

• Attend network-marketing events to present company corporate advantages.

Self-Employed Insurance Sales – Roanoke Va. 07/2007 – 07/2008

Sales Representative

Marketing and Sale of insurance products and financial planning services. Built sales from start-up to ranking

fourth highest in the division upon third month of hire.

Advance Auto Parts – Roanoke Va. 07/2001 – 07/2007

Programmer Analyst / Systems Design / Project Management

Hired in new position as one of four-member Financial Service Development Team with responsibility for corporate

and enterprise-wide systems including Sales Order – Transactions, Audit, Credit Card authorization/settlement;

Finance – Accounts Receivable, Accounts Payable, General Ledger, Cash Management, Allocations;

PROFESSIONAL EXPERIENCE (CONTINUED)

Merchandising – Advanced Store Replenishment, Store Inventory Management, Point-of-Sale Systems;

Warehouse Distribution – Advanced Warehouse Replenishment, Warehouse Management Systems, Supply

Chain Logistics for ~3000 Stores and ~30 Warehouse Distribution centers located nationwide.

2

Steven A. Settle

1819 Cambridge Avenue, SW Roanoke, VA 24015

540-***-**** abniio@r.postjobfree.com

Key Tasks and Accomplishments:

• New system design (working individually and/or in team setting), existing system modifications and upgrades.

• Provide Second/Third Level Help Desk for enterprise-wide JDA Software & supporting systems.

• Test Case Planning and authoring, test case execution, defect analysis, defect write-up, defect repair, and

regression testing of software applications.

Richland School District Two – Columbia SC 06/1997 – 01/2001

Systems Analyst/Programmer

Provide Project Management, System Upgrades, technical and user support services for enterprise-wide CIMSIII

AS/400 system enabling all functions and departments, including Human Resources – Applicant Tracking,

Employee Attendance, Benefits Administration; Finance – Accounts Receivable, Accounts Payable, General

Ledger, Cash Management, Allocations; Inventory – Replenishment, Purchase Order, Management; Fixed

Assets – Management, Inventory, Accounting; Employee Management – Payroll, Retirement, Contracts;

Student Administration – Management, Scheduling, Attendance, Grading.

Key Tasks and Accomplishments:

• Conversion of Letter to Numeric Grading System – as Project Manager, designed/implemented district-

wide system to ensure compliance to new uniform grading scale issued by State Board of Education.

• Designed, developed and delivered presentations to communicate project status to Key Stakeholders, IT

Management, and Academics.

• Led mobilization and alignment of leadership, engaging key stakeholders, preparing and equipping the

workforce, and aligning organizational structures to sustain performance and realize new system benefits.

Technology Solutions, Inc., Columbia, SC 1997 - 1999

Advanced Solutions Group, Columbia, SC 1995 - 1996

Programmer / Project Coordinator

Managed AS/400 and Oracle-7 programming assignments for companies providing software development and

advanced technology solutions to area municipalities, businesses and organizations.

Key Tasks and Accomplishments:

• Richland County School District Two (06/98-05/99) – CIMS III Technical Support. Installed CIMS III

software upgrades and PTF’s…. tested/modified programs to ensure Y2K compliance.

• Laidlaw Environmental (05/97-05/98) – System Operator for Infinium Financial Management System.

Created forecasting, margin analysis, P&L, income statements, balance sheets.

• South Carolina Department of Insurance (1995-96) – Designed, developed, and delivered presentations

for new software products to client management and user-community to ensure acceptance.

EDUCATION

B.S.B.A., double major in Management Science and Marketing

University of South Carolina, Columbia, SC

Earned 100% educational expenses

A.A.S. in Electrical/Electronics Engineering Technology

Germanna Community College, Fredericksburg, VA

3

Contact this candidate