Sales Manager

Russell Gxxx

Sheboygan, WI. *****

Cell: 920-***-****

Email: abnlmd@r.postjobfree.com

Executive Summary

A diverse, 20+ year sales and management background calling on C, V, and D-level

executives. 15+ years engaging in complex medical, e-business, software sales,

consultative sales, strategy consulting, and business relationship management in the

CRM, ERP, SCM, Medical Industry, and Integrated Managed Services space. Strong

technical skills and extensive experience in OEM vendor relationships, contract

negotiations and closing. Developed, managed and executed winning complex sales

strategies within the medical, manufacturing, wholesale, financial services,

telecommunication, retail, and distribution market verticals. Able to succinctly

communicate the value proposition and ROI of new products and technologies to clients.

Able to oversee and coordinate complex, long-term lifecycle business solutions across

multiple corporate entities including international solutions sets. Extensive experience

working with manufacturing in complex machinery, equipment, production lines (ex: John

Deere, Coca Cola, Fed Ex, and International Paper). Experience in all verticals

(Finance/Banking, Telcomm, Manufacturing, Tech, Government)

Highlights and Achievements

Sales - Exceeded annual quota 11 consecutive years and 13 of last 14 years through

hard work, competitive nature, relentless prospecting, strong organizational skills,

persistence, confidence, positive attitude and applying creative solutions to obstacles

and sales objections.

Sales Management - Recruited, built, and managed top-ranked sales teams resulting in

year-to-year increase in corporate & team sales by 75% and 200%, minimum 50% of

sales team at quota. Have trained and managed 85 sales people nationally, 35

regionally as well as 10 sales managers. Trained new and seasoned sales people

through various methodologies. Sales increases 17% while downsizing sales force 50%.

Complex and Consultative Sales - Co-developed and implemented corporate strategic

sales program. Consistently won contracts positioning responsive corporate resources,

executives, sales support, and consulting staff as well as delivering product functionality.

Territory and Revenue Building - Developed a loyal customer base through strong

customer service skills, hosting/sponsoring annual user groups, and developing long -

term industry specific marketing strategies. Consistently generated significant software

and services revenue from existing customer base.

QUOTA ATTAINMENT- personal

Year Quota Quota Attained %of Quota

2009 1,000,000 1,800,000 (Aug09) 180%

2008 1,000,000 835,000 83.5%

2007 1,600,000 1,865,000 117%

2006 1,000,000 1,215,000 119%

2005 750,000 1,150,000 140%

2004 4,500,000 5,100,000 126%

2003 850,000 855,000 101%

2002 1,400,000 1,530,000 110%

2001 2,500,000 3,205,000 128%

2000 1,200,000 1,310,000 109%

1999 1,200,000 1,410,000 118%

1998 1,000,000 1,550,000 155%

1997 750,000 805,000 107%

1996 725,000 700,000 97%

1995 500,000 600,000 120%

1994 N/A 525,000 100%

Work Experience

01-08- Present- Sr. Account Manager- Mainline Information Systems- WI

Responsible for all business development, WI, selling IT services (software, consulting,

& hardware), Security, ERP, Business Continuity/Disaster Recovery, Utility Computing to

Fortune 2000, focus on Fortune 500. IBM’s biggest partner. Reported to VP of Sales.

Support out of Chicago, Minneapolis, St Louis, national.

07/07-12/07- Director of Sales- MasterLink Corp- - Menomonee Falls, WI

Rebuilt entire sales team to drive company to new business model (risk information

management consulting) maintained existing sales and increased 16% overall company

revenue while reducing sales force by 50%. Resurrected or improved multiple vendor

relationships. 9-12 month plan actually accomplished in 4 months. Responsible for

defining and implementing the vision, mission/goals, processes, methodologies, and

high-level procedures to ensure all departments ran productively and effectively.

Established and maintained interactive relationships with customers and vendors while

working with Finance and Professional Consulting group to continuously improve the

communication process and customer satisfaction. Managed 5 direct reports. Position

eliminated due to budget cuts, reports realignment, tier/core service restructing

06/06- 07/07- Senior Acct Manager, SunGard Availability Services, Milwaukee WI

Responsible for all new business for the state of WI, providing complex data availability,

business continuity and disaster recovery solutions. Reported to Director of Sales.

Recruited by MasterLink for Exec position

1/06- 06/06- IT sales consultant- Ticomix- ITIL, IT Service Management, CRM, WI.

Trained 6 sales people on complex sales techniques to position them for success

moving from SMB marketplace to Fortune 2000. Evaluated CRM vendors. Developed

internal sales process. Did not accept permanent position

9/04- 01/06 Director of Sales & Marketing, Bloodhound Software, WI.

Increased sales 25% as Director of Sales & Marketing for a debt collection software

company. Responsible for all sales and marketing, territory, and vertical analysis.

Initiated new marketing campaign, complete re-design of company website, new pricing

and business model design. Evaluated and implemented new CRM tool for increased

company functionality. Left due to firm’s inability to meet client demand. Evaluated CRM

tools. Managed 2 sales people, 2 admin. Left as company could not handle new

business I was bringing in and growth projections.

8/00 – 9/04 Senior Account Executive / SE Manager- Siemens, Siemens Medical,

Siemens Business Services, Siemens Energy & Automation, Atlanta, GA

Siemens is a world-leading global products and services provider specializing in the

Energy, Medical, Retail, and Transportation Verticals.

Was at Siemens, 8/00 - 9/04 as a Territory Account & Sales Manager, Siemens Medical

(1 yr- Aug03 -Aug 04), selling practice software, programming software for listening

devices and medical devices any type of listening or hearing device) Territory: Texas

and OK selling Practice Management Software-- two types...for Hospitals and Audiology

Clinics it was a CRM very Hybrid ERP tool. Accounting and Limited HR

Functions...barely an ERP Tool. Was on the development team with the internal as part

of the Development/Users group based on background with SAP and background with

Siemens Bus Services, when he sold Siebel. Quota: was $4 million, they did not explain

that the largest customer in territory they filed a lawsuit against the company, but it was

57% of territory...they recouped losing the customer and did about $5.5 million that year.

Left because was told would be a regional manager, and was not...but was a Territory

Account Manager...Base was 70 and 140 at plan. Accounts sold into: Texas A&M(100k),

University of Oklahoma(100k), several regional hospitals, Texas Rehab (all $100K+) .

Responsible for 3 sales people. Left due to non-management promotions as promised

on 3 occasions.

Previous to the Territory Account Manager at Siemens Medical, was a Territory Account

Manager at Siemens Energy and Automation (Sept 02-Sept03), had responsibilities of a

National Account Rep North America), was selling SAP Apps, CRM tools, was working

one step below CEO level...projects at the plant level too go out to HQ and individual

plants.

Accounts sold into SAP Labs(Siebel)- did sell security, CRM, and was involved in ajoint

manufacturing software development.-- targeting International Paper ($500k- after left)

and Coca Cola part of the team that sold into Coca Cola Bottling and Company...SAP

with Aspen Tech and I2 ($350k consulting assessment/discovery. Chicago Water-

Electronic Data Management System- In house Dev (ITPS) - IT Plant Solutions and

Hummingbird ($200k), ADT - Security - EDMS Electronic Data Management System

($300k)

Previous to Siemens Energy and Auto was at Siemens Business Services(July 2000-

Sept 2002) as the Southeast Regional Manager. Customers were global however.

Sealed Air had a global roll out. Necessitated making sure they had consultants

available in all 18 locations. Counts as biggest accomplishment. There were two

different splits $2.2 million rollout and a $1.1 million 2nd phase...worth $3.3 million. In

addition, additional revenue from SAC totaled nearly $8 million over the next 4 years.

Responsible for 7 sales people.

Other Accounts sold into include: deals with John Deere ($300k) SAP upgrade and

rollout, Leica GeoSystems (GPS Tracking), online development of Ecommerce Site with

SAP, HR, Accounting ($250k), Georgia Pacific ($250k)

• Directed Project teams on ERP global sales deliverables and implementations

• Member of A++ Strategic Account Sales Force, which engaged in sales for Globally

recognized clients

• Sold non-revenue accounts into multi-million dollar accounts in the areas of Managed

Services, Help Desk, and other Siemens core competencies

• Managed a mix of national and international consultants

• Developed, managed and executed winning complex sales strategies with

manufacturing, wholesale, financial, telecommunication, and retail distribution

companies

• Engaged in international consulting rates/ project teams and negotiations

• Delivered 3rd largest SAP global migration and upgrade

• Heavy experience in generating and cultivating channel partnerships, VAR, and

alliance partners

Responsible for 10 sales people through SE US and Europe.

3/00 – 8/00 Enterprise Software Account Manager / Area Manager Embarcadero

Technologies, Atlanta, GA-

• Embarcadero is a leading OEM provider of database lifecycle management software.

Left due to Siemens opportunity. Managed 2 sales people.

2/99 – 2/00 Senior Account Manager/ Sales Manager, Vangard Technology/EMTEC,

Atlanta, GA

Vangard is a leading provider of E-business solutions, SANs, Software, Systems

Integration, and IT consulting services. Left due to merger. Managed 4 sales people.

2/98 – 2/99 Senior Account Manager JLS Software Services, LLC, Atlanta, GA - JLS

Software Services, LLC, is an outsourcing firm specializing in staffing IT consultants on

$MM ERP projects. Left due to merger/company stability

12/95 – 2/98 National Sales Manager / Marketing Director Blue Ridge Data/Signet

Systems, Inc, Atlanta, GA-

Blue Ridge Data/Signet Systems, Inc, is a storage networks, and IT application

development firm. Rose from Account Executive to National Sales Manager while acting

as interim Marketing Director. Left due to 100% travel requirements. Managed 4 sales

people.

2/90 – 12/95 Sales Manager / Renewal Supervisor / Satellite Office Trainer

Direct Sales International, Inc. National Clearinghouse Publications, Atlanta, GA

• Direct Sales International, Inc. National Clearinghouse Publications AKA Telesales DSI

is an accredited marketing firm engaged in generating renewals for over 300 major

publications. Also managed national sales force of up to 85 individuals, 10 sales

managers, 35 regional sales people. Left to enter IT vertical.

Fortune 2000/high visibility clients closed:

• Mainline: Manpower, Brand Energy, ACL Labs, Northwestern Mutual

• MasterLink: ACL Labs, Aurora, Flight for Life, Potawatomi, GE, Northwestern Mutual,

Johnson Diversey, WI Lutheran College

• SunGard: Johnsonville, NW Mutual, Regal Beloit

• Siemens: Health South, So Fulton Medical, Pfizer, Sealed Air, Solvay Pharmaceuticals,

Kaiser Permanente, Coca Cola Company & Enterprises, BellSouth, John Deere, Leica

Geosystems, SAP America Labs, Georgia Pacific, International Paper

• Embarcadero: Home Depot, UPS, Sun Trust Bank, World Span, Federal Express,

International Paper

• Vangard: First Union, Invesco, British Telecomm, State of Tennessee, TVA

• JLS: TBS, Cox Interactive, Internet Security Systems, Equifax, Lockheed Martin

Aeronautical

Education

University of Georgia - Bachelors of Business Administration, 1988

Certifications

Siebel University, SAP sales training, Agile sales training, I2 software, Symantec Sales

Professional, Sun WorkGroup, Enterprise 10K, E10K Specialty, ESP Specialty, Cisco

Systems- Small- Mid Business, Compaq Storage solutions, APP+ initiatives selling,

Solutions Selling Professionals, Symantec Network Security Solutions, EMC Workgroup,

IBM Enterprise Solutions, ITIL Foundation

References available upon request

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