Sales Marketing

D ON A CKERMAN

**** *. ***** ********* • Highland Beach, FL 33487 • 561-***-**** • *************@***.***

EXECUTIVE PROFILE

VICE PRESIDENT SALES & MARKETING

Dynamic sales, marketing and business development executive with exceptional ability to identify and capitalize

on opportunities that increase top and bottom line growth and achieve dominant market position. Expertise

designing and implementing successful strategic business and tactical marketing plans. Proven track record of:

recruiting, hiring, training, developing, managing and motivating highly sk illed sales and marketing teams.

Selected Highlights

L ed software manufacturer’s vertical market expansion from Legal software sales in 2 states to Legal and

Medical software sales in 10 states. Initiated multi level sales management structure for rapid sales

growth. Developed and implemented Franchise Sales and Management program.

Spearheaded sales growth from $2 million to $20 million culminating with $40 million IP O

R ecruited and developed top performing sales teams, created and implemented incentive compensation

programs, and provided strategic business planning for a software manufacturer unable to surpass

$2 million in annual sales after 10 years in operation.

Skyrocketed sales from $2 million to $21 million in 3 years and continued meteoric rise to $51 million

I dentified and capitalized on emerging opportunities to outperform competition and win significant

market share. Led cross functional teams of product development, marketing and sales professionals.

Designed and implemented successful sales campaigns and tactical marketing plans that drove out

competitors and created dominant market share

T urn around of $50 million IBM Distributor to IBM, Lotus and Oracle Solution Provider through dynamic

changes in corporate culture, organizational realignment and account management structure.

Led change management and turned $1 million loss into $12 million profit

Areas of Expertise

Leadership of Sales & Marketing E Commerce Online Sales & Marketing P & L Responsibility

Strategic Business Planning Sales Recruitment, Hiring, Training IPO Experience

Tactical Marketing Plans Sales Incentive Compensation Plans Purchasing

Product Development & Launch Negotiate Most Difficult Sales Franchising

Licensing Top and Bottom Line Growth Customer Satisfaction & Retention

EXECUTIVE SUMMARY

2005 P R E S E N T SALES AND MARKETING SOLUTIONS B O C A R A T O N, FL

Sales and Marketing Solutions for Healthcare, Insurance, Legal, Education, Loyalty and Rewards Industries

VICE PRESIDENT SALES AND MARKETING

C lients: People’s Trust Insurance, PracticeOne, Innoapp, The Millennium Group, It’s My Bod.

D esigned, implemented and managed Strategic Business and Tactical Marketing Programs.

I mplemented E Commerce solutions, Content Management, Affiliate Marketing, Loyalty & Rewards Programs.

T rained and managed Inbound and Outbound Call Center Sales and Customer Service teams.

R ecruited, interviewed, hired, trained, managed and motivated Sales and Marketing teams.

C onsultative selling solutions incorporating online demonstrations to reduce sales cycles and costs.

S earch Engine Marketing (SEM), Search Engine Optimization (SEO), Pay per Click (PPC) bidding and budgeting.

W eb 2.0 Social Networking: Blogs, Twitter, YouTube, etc. to improve organic search engine results rankings.

2000 2005 ADVANCED DATA SYSTEMS CORP. B O C A R A T O N, FL

IBM, Lenovo and Lexmark Business Partners, Microsoft Gold Certified Partner Healthcare Industry

Physician Bi lling and Practice Management (PMS), Electronic Health Records (EHR)

E XECUTIVE V ICE P RESIDENT S ALES AND M ARKETING O FFICES : NJ, PA, MD, FL, MA, IL

C hallenged to return to former client and revitalize sales after declining 50% from $50 million to $25 million.

L aunched new software product and marketing campaigns and restored sales to $50 million within 3 years.

I mplemented and managed SEM campaigns with Buyer Zone, Captera, KnowledgeStorm, and Adwords PPC

bidding, and increased lead generation by 500%.

I mplemented WebEx for online software demonstrations to prospects that added $5 million in sales.

N egotiated price reductions for IBM/Lenovo and Lexmark service contracts that added $5 million in profit.

N egotiated and implemented software only and system leasing programs with American Express and

CitiBank that dramatically reduced sales cycles adding $5 million in sales and $1 million in lease profits.

1998 2000 TELECOMPUTING, INC. F O R T L A U D E R D A L E, FL

Application Service Provider (ASP) / Software as a Service (SaaS), Microsoft Gold Partner, Citrix Gold Partner

V ICE P RESIDENT S ALES O FFICES : FL, GA, VA

C hallenged to lead sales initiative for the 1st Application Service Provider (ASP)/(Saas) in the United States.

N egotiated Strategic Alliances / Partnerships incorporating ASP/SaaS Licensing Agreements with: Microsoft,

Citrix, Great Plains, Intuit and SalesLogix to expanding ASP software offerings created $10 million in sales.

N egotiated Strategic Alliances / Partnerships with Compaq, HP and Cisco for hardware and MCI / WorldCom

for telecommunications services to provision 3 company Data Centers in the United States.

C reated Channel Sales Programs with Inacom, CompuCom, IKON and Manchester created $10 million in sales.

R ecruited, hired trained, managed and motivated 3 Regional Sales Directors, 3 Channel Sales Managers,

3 Sales Managers and 30 Sales Representatives that produced $30 million in sales.

D esigned and implemented consultative sales methodology highlighting Total Cost of Ownership (TCO) and

rapid Return on Investment (ROI) through adopting ASP technology for business applications and IT services.

A ssisted with company $50 million IPO and Stock Option Plans.

1996 1998 DATA RESOURCE GROUP, INC. B O C A R A T O N, FL

IBM Business Partner & Solution Provider, Lotus Premier Partner & Oracle Solution Provider

E XECUTIVE V ICE P RESIDENT O FFICES : FL, NJ, MA, OH, AZ, TX

C hallenged to turn around IBM Distributor with canceled IBM contract and $1 million annual operating loss.

L ed change management through Reseller, Licensing and Services Agreements for IBM E Commerce, Lotus

Premier Partner, Oracle Reseller, and JD Edwards, added hardware, software, services sales of $10 million.

L ed cross functional team development of E Commerce solutions, formulated pricing, designed contracts and

marketing collateral for E Commerce, web site development and hosting services adding $10 million in sales.

I mplemented and maintained company E Commerce web site generating $10 million in online sales.

N egotiated IBM reinstatement of Distributor Contract restoring $20 million in revenue.

1990 1996 ADVANCED DATA SYSTEMS CORP. P A R A M U S, NJ

IBM and Lexmark Business Partners Healthcare Industry

Physician Bi lling, Practice Management, Electronic Medical Records (EMR), Revenue Cycle Management

E XECUTIVE V ICE P RESIDENT S ALES AND M ARKETING O FFICES : NJ, PA, MD

C hallenged by software manufacturer unable to surpass $2 million in annual sales after 10 years.

S kyrocketed sales from $2 million to $21 million within 3 years and continued meteoric rise to $51 million.

M et ‘Healthcare Reform’ challenge by including 3 Year Software Updates and 3 Year Hardware Service to

eliminate fear of obsolescence, drive competitors out of the market, and increased market share by 150%.

I mplemented, trained and managed Telemarketing Call Center that created continuous flow of qualified

appointments for outside salespeople, and increased annual sales growth by 25%.

N egotiated physician credit scoring/approval policies with leasing companies that added $10 million in sales.

1988 1990 VENDOR FUNDING, INC. N E W H Y D E P A R K, NY

N ATIONAL S ALES D IRECTOR O FFICES : NY, MA, FL, IL, CA

A chieved $50 million in equipment leasing sales leading to the company’s acquisition by Bank of Ireland.

D eveloped vendor leasing programs that leveraged Sec. 179 Tax Code to escalate lessee’s 1st year tax write

offs by placing equipment into service prior to year’s end, added $10 million in 4th quarter sales.

I mplemented ‘Leasing as a Sales Tool’ training for vendor sales teams added $10 million in sales.

I mplemented industry specific vendor leasing programs and increased sales by $25 million.

1984 1988 STEP SAVER DATA SYSTEMS, INC. N E W Y O R K, NY

IBM Value Added Reseller, Turnkey Hardware & Software Systems to the Legal & Healthcare Industries

V ICE P RESIDENT L EGAL AND M EDICAL S YSTEMS AND F RANCHISE S ALES O FFICES : NY, NJ, PA, MA, FL

M ember of "Inc. 100" Fastest Growing Public Companies, with average annual sales growth rate of 93%.

A ssisted with company $40 million IPO and Stock Option Plans.

D eveloped and implemented Franchise Sales and Management program adding $5 million in sales.

I mplemented 90 day deferred lease payment program adding $5 million in sales and $1 million in profits.

R EGIONAL S ALES D IRECTOR, L EGAL AND M EDICAL S YSTEMS

I mplemented scripted telemarketing and developed outside sales presentation with negotiated sales

techniques reducing 2 month sales cycle to 1 call close or close within 72 hours, increased sales $5 million.

EDUCATION

BACHELOR OF ARTS, BUSINESS ADMINISTRATION, FINANCE AND MARKETING • NEW YORK UNIVERSITY

SOFTWARE EXPERIENCE

Microsoft: Word, Excel, PowerPoint, Outlook, Project, Visio

CRM / SFA: ACT!, Telemagic, Commence, Prevail, SalesLogix, GoldMine, Tigerpaw, SugarCRM, Sales f orce.com

Accounting / ERP: Solomon IV, MAS 90, IBS, Great Plains, NetSuite, JD Edwards

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