Sales Manager

Robert Hancock

Email: abo1wg@r.postjobfree.com

Address: **** *** **** *****

City: Wake Forest

State: NC

Zip: 27587

Country: USA

Phone: 919-***-****

Skill Level: Director

Salary Range: MAX

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

ROBERT W. HANCOCK, JR.

9828 San Remo Place, Wake Forest, North Carolina 27587 919-***-**** abo1wg@r.postjobfree.com

SALES & SALES MANAGEMENT: SOFTWARE INDUSTRY

Accomplished visionary and strategic-minded executive experienced in planning and managing at strategic and operational levels, coupled with expertise in optimizing performance of software companies and facilitating decision making in the upper echelons of organizations.

* Versatile manager skilled in catapulting revenues; achieved 400% growth over 3 years, closed deals in the 7+ figure range, and bolstered profit margin to 50%+ for leading provider of SAP software solutions.

* Influential communicator with wide-ranging perspectives - possesses in-depth understanding of disparate business cultures and markets; exceptional talent in developing comprehensive marketing and sales strategies; proven ability in building global sales and marketing organizations spanning 4 continents; and superior interpersonal skills to establish contacts and relationships with top decision-makers.

* Market-savvy champion of change; transitioned established companies to embrace new business models, including converting a traditional mail order training company into technology consulting firm.

* Business-minded professional; willing and able to uncover fresh opportunities for growth, develop products from conception, define marketing messages, and execute go-to-market strategies to meet demand.

* Forward-thinking; skilled in building sales and growing cash-strapped companies to profitability.

Areas of Expertise

Global Sales Leadership ~ Team Building & Leadership ~ Sales Modeling ~ Sales & Marketing ~ Consulting

Territory Structuring ~ Benchmarking ~ Business Development ~ Sales & Marketing ~ Recruiting & Hiring

Organization Building ~ Re-Branding Initiatives ~ Profitability ~ Revenue Growth ~ Business Analysis

Strategic Change Management ~ Strategic Planning & Tactical Implementation ~ Channel Strategy

Domestic & International Operations ~ Critical Decision Making ~ Strategic Partnerships

Resource Management ~ Talent Development ~ Cross-Functional Collaboration

PROFESSIONAL EXPERIENCE

SMART ONLINE, Durham, North Carolina 2011- Present

VP Sales and Marketing: Joined to build a new sales team to provide support for a new software product for building, managing, and delivering smartphone applications. Need to transition company from consulting and development house to enterprise software vendor.

Selected Highlights:

* Established new brand identity, messaging, and marketing strategy.

* Built 9 member sales and marketing team in 4 months.

* Entered the mobile solutions marketplace and captured first customers before product was released.

PROMETHEUS GROUP, Raleigh, North Carolina 2008 - 2011

CEO: Moved up the ranks of the company; hired as VP Sales and became CEO. Oversaw expansion of sales and marketing organizations on a global scale with keen focus on meeting corporate profitability goals every quarter. Spearheaded effort to re-brand company image from a tools vendor to an enterprise software solutions provider. Conceived, developed, and led a 5 year vision of growth and expansion.

Selected Highlights:

* Positioned this SAP plant maintenance software solutions company favorably to achieve growth and profitability; company went from a boutique company to market leader in 3 years.

* Enabled company to enter international markets - as a result, revenues grew by over 40% each year and total number of employees expanded from 5 to over 30 in multiple countries.

* Distinguished for closing the largest account in the history of the company - a deal valued at over $3M.

* Reached profit goals each and every quarter and year; maintained 50%+ profitability for the company.

* More than quadrupled company value by securing strategic cash investment for in 2010.

REDWOOD INC., Morrisville, North Carolina 2005 - 2008

Manager of Inside Sales and Operations: Took on newly created position to develop the inside sales organization. Built, developed, and managed quota carrying customer account management team from scratch. Directed marketing efforts; mainly consisting of webinars and events. Facilitated management decision-making through metrics gathering, analysis, and reporting.

ROBERT W. HANCOCK, JR. abo1wg@r.postjobfree.com PAGE TWO

PROFESSIONAL EXPERIENCE

(Continued from previous page)

REDWOOD INC. (cont'd)

Selected Highlights:

* Maximized revenue goal attainment by defining and implementing innovative US market strategies, which paired inside sales teams with the field sales organization.

* Formed and strengthened channel strategy with SAP to increase SAP revenues.

* Generated $300K in sales for a single deal; the first 'phone only' sale for the company.

* Identified for leadership; selected to hire, train, and develop talented people in North Carolina operations.

ASPE, Cary, North Carolina 2004 - 2005

Vice President - Sales and Customer Service: Provided leadership to all aspects of sales, marketing, and operations, with total oversight of P&L. Created and implemented strategies for outbound sales, marketing, reseller programs, and new products. Identified top talent for sales team, including hiring and developing a new Sales Manager.

Selected Highlights:

* Transitioned company from a traditional mail order provider to a technology consulting firm.

* Improved productivity and processes with the implementation of new CRM and ERP systems.

* Achieved profitability for the company using a combination of sales growth and cost savings strategies.

OUTSTART, INC., Raleigh, North Carolina 2002 - 2004

Vice President - Inside Sales: Remained on-board to provide key sales leadership during and following the merger between Trainersoft and Outstart; transitioned from VP of Sales to VP - Inside Sales role. Built and maximized the performance of a 12-member inside sales team, carrying an $8 million quota. Oversaw all Federal sales via a newly created "Federal" team, encompassing field and inside sales forces. Instituted cooperative selling model to facilitate interactions between inside sales and field sales. Armed all employees in the NC office with the right skills to excel through training. Strategized and launched European sales organization.

Selected Highlights:

* Played a pivotal role in pre-merger valuation and merger/acquisition activities.

* Met-quarter-over-quarter growth goals.

* Increased average transaction size by ~800% in 12 months, from $6K to $47K.

* Expanded revenue 40%+ and attained profitability.

* Elevated market awareness/value by re-branding solutions; from a tools company to enterprise solutions provider.

Additional career achievements took place in the following roles:

Director Sales Operations - Sales Manager with IDENTIFY (Raleigh, North Carolina 2000 - 2002); built inside/outside sales operations; delivered tactical/strategic sales with oversight of 18 inside sales reps; improved lead generation for field sales by managing a 7 member telemarketing team; implemented new forecasting model; managed government and GSA contracts; and developed EMEA inside sales strategy.

Sales Manager with HATCH (Winston-Salem, North Carolina 1994 - 2000); named top sales representative for 2 years (26 months in a row); managed a $1.4M quota; grew revenues 40% over 4 consecutive years; and achieved/exceeded sales goals for 14 out of 16 quarters.

Other prior roles included Operations Manager with K-mart. Details on request.

EDUCATION

BS, Applied Economics, CLEMSON UNIVERSITY, Clemson, South Carolina

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