Sales Manager

Steve Hecklinger

*** *** *** ***** • Paducah, KY 42001

Home: 270-***-**** • Cell Phone: 931-***-****

Email: ***********@***.***

SUMMARY

Accomplished, driven sales professional in outside/inside sales and business development. Looking for a

field/virtual based opportunity where I can bring my intense drive, tenacious work ethic and excellent interpersonal

skills to increase revenue/profit for your company!

Long history of increasing revenue in various business roles as individual sales, team sales, corporate

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relationships, contracting, marketing, business development, product development, technical/analytical

multi-tasking environments using out of the box creative skills and always having the ability to get the job

done. Trustworthy and dependable.

Strong sales background includes consultative selling, prospecting, territory development, analytical and

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creative skills, relationship building, needs analysis, presentations, closing and post-sale support.

Consistent top performer. Has consistently exceeded quota, achieved number one ranking in many

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areas, National Sales Contest Winner, consistent top performer nationally over entire career, and has

broken numerous records.

The highest attention to customer service/satisfaction to win business and keep long term business

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relationships. Adept in contract negotiations, structuring “win-win” agreements encompassing both small-

dollar/high transaction volume and large-dollar software and professional service engagements.

PROFESSIONAL EXPERIENCE

Numara Software (formerly Intuit Information Technology Solutions/Blue Ocean Software), Tampa, FL1999 to 2009

$90 million leading provider of IT asset management, service desk, desktop management, network monitoring

solutions, support and professional services. www.numarasoftware.com

Senior Account Executive

• Responsible for selling FootPrints SaaS, Track-It! & accompanying software, professional services and

support from small to enterprise companies at the entry level staff to C-level, $6M annual goal.

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• 10 employee hired, company sales growth from $4.5M to $90M contributing in sales, marketing and

product areas becoming the #1 sales revenue person in company history.

• Completed at top of all sales stats consistently and quota attainment 5 years in a row.

• Largest sales in company history LTI $80K, EXCO $85K, Trinity $83K, Triad $340K, HCA $500K.

• #1 sales stats in group selling model for close rate and revenue (1999-2003).

• Thrives on cutting edge technology delivering company’s 1st Enterprise, FootPrints, Deploy, Patch sales.

• Designed inside sales training process, responsible for new hire inside/outside sales technical training

program leading to close rates increases from 25% to 45% and increased company revenue.

• Established Federal GSA, state and corporate contracts that lead to increased sales.

• Field sales, developed corporate standard for field sales presentations, trade show and corporate events.

• Worked on product development and marketing teams as sales technical lead for product road mapping.

• Created and implemented company’s support renewal that drove close rates from 35% to over 80%.

• Worked with channel partners VAR and through all relevant verticals markets.

• Personally created new licensing offer, $250K in 3 months, rolled out to million $ product line.

• Established corporate standard for EDM marketing campaigns to existing customers and new customers.

• Created promotional sales offering that delivered $80K in 48 hours, generates $200K+ quarterly.

• Team Regional Sales Manager delivering 100+% quota attainment 9 out of 12 quarters in PACS model,

responsible for leadership, interviewing, training/mentoring, developing hunter/farmer salespeople for RAE

TAE and CAM, forecasting/ planning, sales/marketing campaigns, Webex online product presentations.

• Utilized various CRM packages, Salesforce technical lead, ACD phone metrics, call/prospecting.

• Fortune 1000 Enterprise account targeting, Hoovers lead gen, cold call, team lead conversion.

• Grew regional sales by 260% from $650K to 1.6M per quarter (NA sales ave. growth 125%).

• Drove Regional Educational Channel sales to #1 in NA Sales, #1 in Healthcare Vertical in NA Sales Sales.

• Awarded the “Big Deal Award” multiple times closing the most $20K+ deals and most $100K + deals

Triad Hospital Corporation, Baptist Hospitals, Vanguard, Cingular Wireless, Jenkens & Gilcrest Law Firm,

Hanover, DR Horton, IBOC, Texas State Bank, Ft. Polk, USAF, Amarillo ISD, Pasadena ISD, Durham SS.

• Closed deals at end of career for highest dollar per sale, most dollar revenue, #1 in all stats AGAIN!

• Obtained largest support renewal sale in company history ($104k).

• Numerous awards including employee of the month, 100% club, Biggest Deal, Helmet Award ($/head

count), Proactive Contest winner, 5 Star Club, and New Customer Acquisition, Team Goals, etc.

• MS Office, Crystal Reports, HTML, DB’s Access SQL MSDE Oracle, Mac, IE Safari Mozilla.

Merck Pharmaceutical, Calgon Division, Nashville, TN 1990-1999

The recognized leading provider of Chemical, Equipment and Healthcare products

Field Sales Marketing Specialist

• Structured, negotiated and closed opportunities in healthcare, industrial and government accounts. Used

strong analytical, consulting skills to increase sales through high customer satisfaction.

• Exceeded annual sales goals seven out of eight years in an independently managed territory.

• Awarded National Sales Contest winner, Value Man, Pacesetter, Focus Product and Exec. Directors Award.

• Negotiated sales contracts with corporate top management and executives in various Fortune 500

companies, including DuPont, Saturn, Tyson Foods, and all verticals.

• Submitted for three US and International patents for specialty chemical applications.

• Penetrated new business markets by developing creative sales strategies including networking, cold calls,

research, referrals, and taking advantage of lead generations.

• Selected by executive management to train and mentor field sales staff to increase corporate sales.

• High customer satisfaction and retention by maintaining 90% of customer base via value added relations.

• Achieved strong relationships through ethical behavior and being accountable to customers needs.

EDUCATION

Austin Peay State University, Clarksville, TN

Bachelor of Business Administration, Marketing, May 1990

SALES AND PROFESSIONAL COURSEWORK

ITIL Foundations V3 Certified Huthwaite SPIN Solutions Sales Training

Wilson Learning Counselor Salesperson 3M MTQ Managing Total Quality

COSS Customer Oriented Solution Sales Account Development Strategy

ATO Leadershape

Recommendations and Accolades

Cited for “Real Showcase Account.” By President/CEO: “Great job! This is a tremendous win. Let's make this a real

showcase account. Thanks for reeling this in at the 11th (or was it 13th?) hour.”

- David Weiss President / CEO Numara Software

Cited for “high sales performance level” by manager: “Steve has become the most technical sales rep in my

department. He is an expert on our product, can do a wide variety of tasks at a high sales performance level.

Steve is very creative and a good out of the box thinker. He has done a lot of research and then presented the

information in a professional format. He is very organized as well. He can handle himself well in a large group or

event. He has great people skills in person as well as on the phone.”

- Eric D. Frazier, Technical Sales Manager North American Sales Numara Software

Cited for “rare employee” by client:

“I wanted you gentlemen to know what a rare employee you have with Steve. He could have easily stated rules to me

and blown off my urgent request and let me wait the 2 weeks. However, he went the extra mile and got me what I needed

when I really needed it most! My company was talking about switching to another software package (Remedy), but now I

will back you guys up 110%!

Mike Wilkins, Dyncor CIO

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