Sales Manager

JOSEPH R. ELLIOTT

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JOSEPH R. ELLIOTT

** ***** **** **** • The Woodlands, Texas 77381

C-832-***-**** H -281-***-**** • abnruc@r.postjobfree.com

SALES PROFESSIONAL

Highly accomplished business to business senior sales professional with excellent professional track

record directing territory sales and major account management. Extensive expertise establishing

client relationships and strategic partnerships to develop new business with C-level executives and

key decision makers. Proven ability to train, evaluate, motivate, and lead teams of sales employees

meeting and exceeding corporate revenue and profit goals and quotas. Recognized as a successful

strategic planner and problem solver with strong communication, presentation, and negotiation skills.

Sales Management • Account Penetration & Retention • Win-Win Contract Negotiations

Client Prospecting & Closing • Information Technology Solutions • Consultative Selling

Territory & Pipeline Building • Budgeting & Forecasting • Return on Investment (ROI)

Software & Hardware Sales • Staff Development • Cost Controls • Process Improvement

PROFESSIONAL EXPERIENCE

The Cobalt Group, Seattle, Washington • 2007 – 2009

Leading provider of Websites and On-Line Marketing products and services for the retail Automotive

Industry in the United States.

Account Executive

Designed and provided customized Search Engine Marketing and Owner Marketing solutions for this

vertical market. Cold called and prospected dealerships in assigned territory, determining current

processes and preparing detailed customized solutions to optimize Internet presence, advertise

effectively on-line, and market to current customer base more efficiently and effectively with a

measurable return on investment. Account managed current customer base keeping their on-line

presence current, relevant and sales generating.

Specific Accomplishments:

• Creatively managed a 1200 plus customer and prospect base effectively and profitably.

• Consistently exceeded assigned monthly quota.

LANELOGIC, Richardson, Texas • 2007

Startup company providing virtual trading system services to automotive vertical market.

Dealer Consultant

Demonstrated services and completed sales to retail sales organizations throughout region,

consulting on process requirements for service implementation. Prospected up to 10 dealers per

day, prepared documentation, and followed up to ensure satisfaction. Coordinated projects with

installation and data departments at headquarters.

Specific Accomplishments:

• Established quality relationships to develop new perception of company following adversity

during rollout of beta product.

• Turned around and repaired damaged relationships with existing clients.

JOSEPH R. ELLIOTT

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Dallas & Houston, Texas • 1984 to 2006

ADP, INC., Dealer Services Division

Fortune 200 company providing turnkey software package and IT solutions, specializing in the

vertical Automotive market.

Territory Manager, Dealer Services Division (2006)

Sold hardware, software and IT solutions to prospective and existing retail operations, determining

needs and managing accounts and partner relations. Hunted/developed new business, and

demonstrated IT solution advantages versus competition. Prepared comprehensive proposals,

contracts, financial presentations, ROI, and consultative analysis of client business.

Specific Accomplishments:

• Consistently grew $225,000 monthly recurring revenue base by 15%.

• Achieved over $1.6 million in real dollar sales, exceeding quotas.

• Retained underachieving and unhappy accounts by fixing relationships.

Major Account Executive (1999 to 2006)

Provided hardware, software, consulting and IT solutions to top tier accounts, including public

companies, in Texas. Trained and lead team of 5 in sales and business development functions to

consistently meet and exceed quotas. Managed team pipeline and negotiated contracts within

profitability guidelines. Performed expense control and authorization. Mentored entry level sales

employees.

Specific Accomplishments:

• Consistently surpassed $2.5 million quota while adding $50,000 annually in incremental

recurring revenue.

• Enabled startup of new store for client in 5 days versus usual 90 day timeframe, resulting in

ongoing no-bid contract renewal.

• Structured unique solution with high technology and training enabling client to win Malcolm

Baldrige National Quality Award.

• Hand-selected for committees on sales automation and field process improvement.

Major Account Manager (1996 to 1999)

Provided successful Account Management functions to all the major automotive clients in the DFW

area. Exceeded quota every year. 100% customer retention.

Marketing Support Representative (1993 to 1996)

Provided Sales Support for 40 member sales team. Duties included formal sales presentations,

software demonstration, developing presentation materials, trade shows, providing technical input on

sales quotes and on-site consultation.

Training Department Supervisor (1984 to 1993)

Managed training department, trainers, and client operations analysts on external software

implementation team. Completed scheduling, budgeting, and materials development for software

training courses. Enhanced relationship between department and sales team.

• Developed program that saved $500,000 in installation expenses by reducing field installation

time of software by over 400 man-days per year by changing focus of in-class training, resulting

in students completing their unique software setups before leaving class.

JOSEPH R. ELLIOTT

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• Creatively kept 7 person department fresh and current by establishing a rotation and cross-

training plan for trainers and analysts.

AWARDS

Major Account Manager of the Year

Top National Salesperson, Dollars Sold

Top National Salesperson, Percent of Quota

Sales Master Builder (Top of Sales Class)

17 Salesperson of the Month Awards

4 Employee of the Month Awards, Dallas Region

6 Time President’s Club Award Winner

FORMAL EDUCATION

Bachelor of Science, Business & Public Administration (Concentration in MIS & Finance)

University of Texas at Dallas • Richardson, Texas

COMPUTER SKILLS

Sales Force.com, Customer Relationship Management (CRM), Sales Logix, ADP Products, PC

Laptops & Desktops, Cisco Networking Equipment, & Microsoft Office Suite

FORMAL SALES TRAINING

Spin, Miller-Heiman, Karass, Triangle

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