Sales Manager

Michael Gorczak

***** ******* ***** **. § Plainfield, IL § 60586 § 312-***-**** § *********@*******.***

SALES AND MARKETING PROFESSIONAL

Increased revenue by overachieving sales goals by 25% § Expanded market share by 10% § Captured 95% market share in

Chicago area § Retained 100% of my customer base § Retained 100% of recurring revenue base

Achievements

Managed $100MM flagship portfolio of products

Launched successful marketing campaign and exceeded metrics on $25MM project

Exceeded 120% of sales targets 7 years straight

Successfully locked out competitors in installed base

Winner of Quota Achievement Club Trip, 5 out of 7 years

Achieved top regional sales performer 2 of 7 years out of 50 people

Achieved second place national sales performer 2 of 7 years out of 150 people

Developed global marketing plans with European and Japanese partners

Managed and coached sales and marketing executives to achieve over 120% of revenue targets

Revenue and Profit Generating Skills

Proven results driven marketing and sales manager with diverse experience in technology in developing and executing

marketing programs § Expertise in initiating and driving partner relationships to optimize market share § Mentored young

sales and marketing professionals § Proficient in development of strategic plans and forecasting to deliver accurate results §

Offer strong leadership and project management skills to lead cross-functional teams to deliver strategic projects on time §

Broad business acumen with a strong foundation of problem solving, financial analysis, and sales § Enabled increased sales

by providing timely marketing programs to meet needs of customers § Consistently achieved sales revenue and marketshare

goals through abilities to coach, manage and motivate purpose-built, high-performance sales programs and teams

Areas of Expertise

Cross-functional team leadership Forecasting Outbound marketing

Program and project management Pricing models Web marketing

Market research and analysis Sales coaching Demand generation

Global relationship building Risk analysis Product life-cycle management

Presentation skills Writing skills Business planning

Customer development Business development Project planning

Sales cycle process Complex sales cycles High dollar transactions

Critical thinking Problem solving Creative solutions development

Technical sales Service sales Leadership and management skills

PR and Ad Agency management Partnership management

Professional Experience

1995 to 2009 Present Océ North America, Chicago, IL

2007- 2009 - Marketing Manager Digital Products

Successfully managed all marketing activities for flagship product portfolio worth $100MM

Developed and successfully executed $5.6MM hardware promotional campaign

Revised software ordering process saving $600,000 first year of program

Redesigned software upgrade process increasing customer upgrades by 50%

1999 - 2007 - Senior Account Manager

Sold 14 million dollars against a combined 7 year quota of 10 million

Average sale $100,000 plus 60% hardware 40% software

Closed Federal, state, and local government solutions valued from $20,000 to $200,000

Reseller and B2B solutions - $2 million per year average; selling to C level management

Improved sales performance of sales peers

Strong knowledge of public sector sales cycle and purchasing workflow

Sold document workflow solutions for commercial and public sector markets

Strong technical knowledge base - Based from Computer Science Degree and hands on technology experience

Mentored new sales representatives

Built and maintained strong customer rapport through extraordinary customer service

Excellent communication skills - Developed and presented high quality solution proposals to client base

Excellent follow-up skills - Strong skills to resolve issues to end

Grasp of financials - Using Microsoft Excel, developed high dollar value business justifications

1995 - 1999 - Product Manager

Successfully launched 6 product lines

Launched two generations of software and hardware products

Developed marketing and business plans

Developed corporate messages with public relations vendor and industry pundits to deliver the correct company story

Trained new and existing sales representatives on new products and programs

Developed national sales meeting programs

Project management - Coordinated all departments for successful product launches

1987 - 1995 NEC Technologies, Bensenville, IL

Marketing Manager

1984 - 1987 Automated Insurance Systems, Naperville, IL

Software Developer

Educational, Professional Training and Personal Interests

Education Professional Training

MBA GPA 3.97/4.00 Neil Rackham - Spin Solution Selling

Managing Complex Sales

Target completion June 2009

Writing Advantage

University of Phoenix, Phoenix, AZ

Accelerated Development - Management Training

Dale Carnegie - Effective Presentations

B.S. Computer Science

Zig Ziglar - Leadership and Sales Success

Benedictine University, Lisle, IL

Personal Interests Organization Affiliations

Bicycling – Long distance & club riding Boys Scouts of America - Leader

Waterskiing Joliet Bicycle Club

Camping Promarketers Association

Card Playing

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