Manager Sales

HOWARD MANILOFF

**** ********* ***** • West Bloomfield, MI 48322

248-***-**** • *********@*****.***

SENIOR ACCOUNT MANAGER

IT Staffing – Business Development, Account Management

Dynamic Senior Account Manager, with consistent performance at the top level in growing

and expanding business in the IT Staffing Industry. Extensive experience in consultative

and solution-based sales, In-depth knowledge of sales strategies and hands on staff

management. Strong and successful experience in contract negotiation, value proposition

presentations, account acquisition, client relationship building, producing long-term

partnerships and opening new accounts providing new revenue streams. Developed

business with CIOs and IT Directors at Fortune 500 companies including Ford, Ford Motor

Credit, Blue Cross Blue Shield, Chrysler Financial, Visteon and GM. Identified and fulfilled a

wide variety of IT staffing needs including Project Managers, Systems Developers,

Business Analysts, Data Warehouse Specialists, Program Managers, Database Architects,

Web Developers, SQL Server Developers and Database Administrators. Skilled in

prospecting, acquiring, maintaining and expanding numerous accounts.

Knowledge & Strengths

IT Consulting • Staff and Territory Management/Development • New Business Development

Repeat Business • Customer Support • Value Proposition Presentations • Client Relationship Building

Client Satisfaction • Communication • Account Expansion / Management / Retention

PROFESSIONAL EXPERIENCE

AJILON CONSULTING, Southfield, MI • 1988-2009

Leading worldwide provider of IT and professional consulting services with $1.5B in annual

sales, 3,500 billable consultants, and 500 offices throughout the world.

SENIOR ACCOUNT MANAGER (2000-2009)

Identified client needs and presented qualified candidates for various IT positions, including

project and program management, data warehousing, testing and implementations,

database administrators, SQL server developers, web architects, programmer analysts,

telephony support, and help desk support. Presented IT solutions and corporate value

propositions to senior management at Fortune 500 companies. Monitored consultant

performance, ensuring satisfaction of client objectives. Completed staff performance

reviews, merit increase negotiations, and bill rate/job classification upgrade requests.

Participated in audits to maintain ISO 9001 certification.

Generated $10M in annual revenues by managing a staff of nearly 100 consultants and

•

promoting client satisfaction.

Closely monitored accounts and identified opportunities for account growth and

•

increased sales including new business, up-sell and cross-sell opportunities. Facilitated

account retention, contract negotiations and renewals resulting in added revenue.

Developed over 40 new accounts by connecting at the senior management level and

•

presenting Supplemental IT Staffing (Staff Augmentation), Contract to Hire, Direct

Employee Placements, Quality Service Testing, Help Desk Services and Infrastructure

Desktop Support Services.

Designed, developed, presented, and executed the sale of a service offering to Ford

•

Motor Division and Ford Credit, generating $1.5M in gross revenue annually.

Received The Ajilon President’s Award repeatedly for top performance in sales.

•

Awarded the Top Performer IT Supplier for 2006 and 2008 from MSXi Vendor

•

Management Service (VMS) for Ford.

Member of the Ajilon District Quality Steering Committee. Analyzed district performance

•

metrics and developed a strategic plan for district growth.

SENIOR TECHNICAL MANAGER (1990-2000)

Developed and managed business relationships and accounts with several Fortune 500

companies and placed contract computer consultants on site. Analyzed client requirements

and identified key areas for possible business growth. Supervised direct reports, indirectly

overseeing a technical field staff of over 300 consultants.

Developed standards and procedures to fulfill corporate initiative in order to become

•

ISO 9001 certified.

Conducted comprehensive technical interviews and candidate skill assessment in order

•

to match client needs with the appropriate consultant.

Presented qualified candidates for submittal to clients.

•

Negotiated salaries, extended hire offers and conducted new employee orientations.

•

Insured client satisfaction by making sure employees met technical and personnel

•

requirements for each client assignment.

EDUCATION

Bachelor of Business Administration, Finance

Michigan State University – East Lansing, MI

Technical Certification, Computer Programming

Control Data Institute – Southfield, MI

PROFESSIONAL AFFILIATIONS

Member, Ford MSXi Roundtable Feedback Discussions

Member, District Quality Steering Committee

Member, Michigan State Alumni Association

VENDOR MANAGEMENT SYSTEMS

B2B Buyer • MSXi • Skillbay • PeopleClick • IQ Navigator • PeopleNet

Contact this candidate