Sales Manager
Resume:
John Koski
**** ******** *****, *****, ** *****
***/***-**** (hm) 612/590-1346 (cell)
**********@***.***
Profile Overview:
Experienced software sales professional with proven ability to successfully introduce and sell ERP software
systems to large/ small business enterprises, in good and bad economic conditions. Using “Return on
Investment” analysis, strictly following my “10 Disciplines of the Sales Process” and possessing a strong
work ethic, I’ve been able to achieve top sales results for 25 years. I have excellent communication skills in
client presentations/demonstrations, negotiating contracts and interfacing with senior management.
Employment Summary
Synergistic Software Solutions, (BDO Seidman, LLP - Grand Rapids, MI
Feb/06 to Nov/08
Mpls., MN office)
ERP Software Developer/Reseller/Implementer of MAS 500 Software (from
Sage Software) focused on mid market businesses/wholesale
distribution/manufacturing companies, primarily in the five state area.
Position:
Sales Account Executive
Software Modules Sold/Trained/Understood:
General Ledger, Budget Management, Accounts Payable, Accounts
Receivable, Project Accounting, Grant Management, GASB Reporting,
Cash, Financial Report Writer, Fixed Assets Management, Purchasing,
Requisition Management, Bid/Quote Management, Contract Accounting,
Inventory Management, Human Resources/Payroll Module, Job Costing,
Advanced Scheduling, Warehouse Management, Data Collection,,Freight
Manager, Customer Resource Management (CRM)
Reason for Leaving:
BDO Seidman was planning on selling and has since sold the
MAS 500 direct sales/support part of Synergistic Software.
3M Company (ISSD) (St Paul, MN)
Jan/05 to Feb/06
Software development division within 3M’s “Information System Services
Division” (ISSD), providing, Consumer Product Goods (CPG) companies
with an “Integrated Packaging Management” (IPM) Software System and
Implementation Services.
Position:
Enterprise Development Manager
Software Modules Sold/Trained/Understood:
IPM Platform, Artwork Manager, Structure Manager, Reference Document
Manager, Item Specification Manager, Bill of Materials, Smart Device Mgr.
HighJump Distribution/Warehouse system (Trained On/Understood)
Reason for Leaving:
3M Company dissolved the Information Software Services
Division.
Professional Profile – John Koski – Page 1
New World Systems (Troy, Michigan)
Jan/03 to Sept/03
Software Development Company providing ERP Software Systems
(AS400/.Net) and Implementation/Training services to the following
industry:
State, County and City Government Municipalities across the United States
Position:
Regional Sales Representative (Kansas, Missouri, Colorado & New
Mexico)
Software Modules Sold/Trained/Understood:
General Ledger, Budget Management, Accounts Payable, Revenue/Cash
Receipts, Accounts Receivable, Project Accounting, Grant Management,
GASB Reporting, Cash Register Processing, Financial Report Writer, Fixed
Assets Management, Purchasing, Requisition Management, Bid/Quote
Management, Contract Accounting, Inventory Management, Human
Resources/Payroll Modules, COBRA Administration, Community
Development, Licensing, Permits, Inspections, Code Enforcement, Utility
Management, ecommerce applications.
Reason for Leaving:
New World System did not have their new PC based ERP
System completed (for which I was hired to sell) and my
territory changed from a local territory to what’s shown above.
Koski Enterprises, Inc. (Family Owned Business - Eagan, MN)
July/01 to Dec/02
A “Gift Service” Company consisting of a retail gift store, licensed
promotional products distributor, gift marketing programs and gift
baskets/arrangements for business events, functions and special occasions.
Prospected and sold to the following companies (partial list):
Wells Fargo, Express Scripts, DR Horton, Guidant (Boston
Scientific), Northwest Airlines, Blue Cross Blue Shield, Minnesota
Valley Electric Corporation, West Group/Thomson Reuters, Tousley
Ford, Compellent, Pillsbury/General Mills, Northwest Airlines,
Long Term Care Group
Position(s):
Sales
Controller
Responsibilities:
Sales – Prospect and close sales opportunities to meet or exceed
budgeted company revenue objectives.
Controller - All accounting functions in the preparation of
monthly/yearly financial reports.
SoftBrands (formerly AremisSoft Corp., & Fourth Shift – Mpls., MN office)
Oct/00 to Jun/01
Software Development Company providing an ERP Software System (web
enabled) and Implementation/Training services to the following industries:
Automotive, Consumer Products, Electronic/Computer Mfg..,
Distribution, Fabricated Prod, Machinery Mfg., Medical Devise
Mfg. & Process Mfg.
Position:
Senior Sales Representative
Software Modules Sold/Trained/Understood:
Job/Product Costing, Production Control, Advanced Planning/Scheduling,
Inventory, Purchasing, Bill of Materials, Material Requirements Planning,
Production Forecast Management, Quoting, Product Configuration, Order
Entry, Accounts Receivable, Accounts Payable, Payroll, General Ledger,
Fixed Assets, Electronic Data Collection, Field Service, Shipping/Receiving,
Professional Profile – John Koski (continued) - Page 2
(SoftBrands continued from Page 2)
Multi-Company Accounting, Engineering, Multi-Currency, EDI. Warehouse
Mgmt, Sales Analysis, Operations Performance, Lot/Serial Tracking, Data
Import/Export Utilities, Report Writer.
Reason for Leaving:
Fourth Shift was purchased by AremisSoft and AremisSoft filed
Chapter 11 bankruptcy for SEC violations and top management
fraud.
Epicor Software (formerly: Platinum Software - DataWorks - DCD Company.
Oct/83 to Oct/00
Irvine, CA – Mpls., MN office)
Software Development Company providing an ERP Software System and
Implementation/Training services to the following industries:
“Make to Order” and “Mixed Mode” manufacturers - world wide
Position(s):
Senior Vantage Sales Representative
National/Regional Sales Manager ( DCD Company)
Software Modules Sold/Trained/Understood:
Job Costing, Production Control, Advanced Planning/Scheduling,
Inventory, Purchasing, Bill of Materials, Material Requirements Planning,
Forecast Management, Estimating/Quoting, Product Configuration, Order
Entry, Accounts Receivable, Accounts Payable, Payroll, General Ledger,
Fixed Assets, Human Resources, Electronic Data Collection, CRM, Field
Service, Shipping/Receiving, Multi-Company Accounting, Engineering,
Multi-Currency, EDI, E-Business Solutions (Customer and Supplier), EIS
(Enhanced Information System), Warehouse Mgmt, Sales Analysis,
Operations Performance, Lot/Serial Tracking, Data Import/Export Utilities,
Crystal Reports, ODBC.
Reason for Leaving:
Received an offer from Fourth Shift (now SoftBrands) to sell a
newly developed ERP software system to manufacturers in local
territory.
US Bank (formerly First Bank System) – (Grand Ave. - St. Paul, MN office)
Jun/80 to Oct/83
A financial service holding company providing individuals and commercial
businesses with a variety of different banking products, from loans to
checking/savings depository.
Position:
Senior Commercial Loan Officer
Responsibilities:
Promote bank business in the local community by attending
local networking functions.
Seek out business lending opportunities.
Prepare appropriate loan documentation for bank & customer
Present loan opportunities/documentation to bank's "Credit
Review Board".
Monitor business loan customers to assure loan compliance
Reason for Leaving:
Received an offer from DCD Company (now Epicor) to sell an
ERP software system to manufacturers across the country.
Professional Profile – John Koski (continued) - Page 3
Primary Sales Responsibilities: Synergistic Software Solutions - 3M - New World Systems -
SoftBrands – Epicor
a) Meet assigned sales/service quota revenue goals.
b) Develop sales programs and tools necessary to meet established sales
goals.
c) Conduct lead generation activities as required to fill pipeline and attain
sales revenue quotas. The activities above included:
Cold calling
Seminar or tradeshow participation
Networking in the local community, qualifying potential sales
opportunities
d) Develop and maintain required expertise in assigned products, industries
and competitive products.
e) Manage the entire sales process including:
Qualify prospects
Investigate prospect’s needs (Consultative Sales Process)
Prepare & demonstrate appropriate software products (based on
needs investigation- solution selling)
Problem recognition/resolution of outstanding issues
Present system pricing and system cost justification/ROI analysis
Prepare/present and negotiate final contract agreements.
f) Prepare system pricing proposals; including appropriate project
management/implementation/technical services.
g) Respond to “Requests for Information/Proposals” (RFI/RFP) from
prospects with appropriate documentation.
h) Transition closed engagements to the assigned project manager.
Ensure that all product-related components of the system solution
are ordered and delivered by the sales coordinator to the project
manager.
i) Maintain contact management system according to company
procedures.
j) Assist other sales team members with marketing, sales opportunities and
miscellaneous assignments.
k) Help promote a positive work atmosphere by communicating and acting
in cooperation with prospects, clients, co-workers, and management.
Career/Sales Accomplishments
Synergistic Software Solutions (BDO Seidman)
• Doubled the number of new MAS 500 clients the company had
prior to my arrival in just two years by cold calling, business
networking, tradeshow participation and strict discipline of
following my "Sales Process Flow".
• Introduced company to a new "System Pricing Proposal" (noted
above) with ROI/Leasing numbers.
3M Company (ISSD)
Was one of only two people (out of twelve) that were retained by the
3M ISSD Division after the IPM (Integrated Packaging Management
system) division was dissolved.
Epicor Software (formerly: Platinum Software, DataWorks, DCD Co.)
• Exceeded “Sales Quota” 17 years of my sales career w/DataWorks &
DCD Co., regardless of the sales territory or quota.
Professional Profile – John Koski (continued) - Page 4
(Career/Sales Accomplishments continued from Page 4)
• Top sales representative in DCD Company (prior to DataWorks
acquisition), 1991, 90, 89, 88, 87, 86, 85, 84
• First or Second ranked Epicor/DataWorks salesperson for the
VANTAGE ERP Software System, 1999, 98, 97, 96
• Top 3% of Epicor’s worldwide sales force 1999
• “Circle of Excellence” award winner (President’s club) all 5 years
(Epicor/DataWorks/DCD) offered this recognition.
• Created a detailed “Return on Investment/Cost Justification” tool that
helped prospects/customers realize the time pay-off of their system
investment.
• Created a “System Pricing Proposal” incorporating "Product/Service
Pricing", the “Cost Justification” detail and how system "Financing"
(leasing) could be tied to the “ROI” the company would realize by
moving forward with the system purchase.
• Only Sales Rep that was able to present/demo the entire Vantage ERP
system without the assistance of a Sales Engineer.
Koski Enterprises, Inc.
• Help start the business 19 yrs. ago, with no financing
• As the company Controller, I've guided the company every year to
profitability; through good and bad economic conditions.
• As a salesperson, I've generated 91% of the current corporate customer
base by cold calling, business networking, tradeshow participation and
by developing a "Business Referral" program with current customers;
that provided dollar incentives on new business, for customers providing
us names of other businesses or departments that might use our services.
• Creatively showed customers (while they were prospects) how on-going
"Gift Giving" programs could enhance their business with their current
customers as well as retain employees by introducing the "Anniversary
Gift Giving" program to the Human Resource department leaders.
US Bank (formerly: First Bank Systems)
• Youngest “Commercial Loan Officer” at First Bank Grand
• Youngest “Assistant Branch Manager” at First Bank Grand (Highland -
St. Paul Office)
• Generated/Executed/Managed a 10 million commercial loan portfolio
without one default.
• Graduated with my "American Banking Institute" Degree 12 months
early.
Education Summary
St. John’s University – Collegeville, MN
Sept/76 to Jun/80
Bachelor of Arts Degree – Economics – 1980
Minors:
Business Administration
International Business Administration
Professional Education:
American Institute of Banking Degree – Jun/81 to Mar/83
Dale Carnegie – Sales Training Graduate – Oct/83
Solution Selling Courses - 1982 to 2008: (from: Sage Software, Microsoft,
3M, Epicor, SoftBrands, Xerox).
References
Available upon request
Professional Profile – John Koski (continued) - Page 5
Contact this candidate