Sales Manager

Steven Leduc

Email: abo3c3@r.postjobfree.com

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

City: Hudson

State: MA

Zip: 01749

Country: USA

Phone: 978-***-****

Skill Level: Management

Salary Range: 175

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

STEVEN M. LEDUC

26 SENECA DRIVE, HUDSON, MASSACHUSETTS 01749

[H] 978-***-**** [C] 978-***-**** abo3c3@r.postjobfree.com

SUMMARY

Sales Management Professional who will impact revenue individually or by building a winning sales team.

*Building and Managing sales teams/processes*Solution Selling

*Sales Forecasting*Customer Retention

*Customer Service*New Business Development

*Territory Management*Strategic Planning

*Cold Calling Strategy *Channel Sales

PROFESSIONAL COURSES

VMware VSP 4 Certified, The Cornerstone Group, DEI Prospect Management Sales Training, Wilson Sales Counselor Training, Kevin Davis Selling, Getting into your Customer's Head (Customer Focused Selling), IMPAX Sales training, AMA Customer Service Seminar

EXPERIENCE

VENYU, Marlborough, MA 2010 - 2012

A privately-held company, a technology-solutions provider with a focus on Cloud Hosting, Data Center Services, and Backup and Recovery.

Director of Inside Sales, US

*Recruited to rebuild nationwide sales team.

*Developed sales plans and strategies to ensure attainment of company revenue goals and profitability.

*Managed, mentored, and coached both inside and field sales people that were responsible for driving solely net-new revenue.

*Changed the selling methodology to close more revenue. In the first 6 months obtained 112% of the assigned revenue plan.

*Ensured that all sales people had the knowledge and tools to sell the entire line of the Venyu services.

*Exceeded 2011 revenue expectations, with multiple reps exceeding quotas by 107%.

*Closing both small and large accounts. Some of the largest clients we brought on board were the Dallas Cowboys, Kawasaki, and Atkins.

*Instrumental in improving internal processes such as customer implantation; improved process from 2.5-3 weeks down to 7days.

APPZERO, Andover, MA 2009 - 2010

VC backed privately-held company. Virtualizes server applications for instant provisioning in the datacenter or in the cloud.

Senior Director, Sales

*Researched and defined markets based on the launch of the new Windows product and establish a $1.5 MM pipeline going into 2010.

*Hired and developed New Business inside-sales team which included mentoring and coaching.

*Responsible for driving new business through direct selling and partner recruitment.

*Targeted call audience of IT C-Level, Director, Senior Infrastructure Architects, and Database Managers through cold calling.

*Implemented a consistent work flow using SalesForce.com, Hoovers, JigSaw, Netprospexs and other data sources.

*Ensured all leads were touched by a cadence of email and calling campaigns.

*Presented the AppZero technology in conjunction with engineering onsite or through web meeting all over the world.

VASCO DATA SECURITY, INC, Westborough, MA 2007 - 2009

International leader in strong two factor authentication and e-signature solutions and services.

Director of eSecurity Sales, US

*Designed, created, and implemented an inside-sales team to call into New Business prospects and grow revenue from existing 400 accounts. Reported directly to the Vice President of North American sales with 6 direct reports.

*Grew eSecurity revenue from 2007-2008, growing the group to a $2 MM business which represents a 166% in real growth.

*Executed the process to ensure complete lead call coverage and increase overall touches for existing customers with the use of Salesforce.com. Phone metrics were reviewed daily. Over 18,000 outbound calls were initiated between Q2 and Q4 which contributed to the revenue growth and complete customer contact.

*Authored a set of sales "rules of engagement" that did not exist. We were able to resolve sales conflicts within the different sales organization and open more communication and cooperation between the different sales groups.

*Developed a strategy to increase recruitment of Value Added Resellers (VARS) for the US Channel Program by offering a monthly educational webinar for VARS. Recruited 25 preferred VARs. Within 1 month of our 2nd webinar a new partner booked an $180,000 order.

*Increased Channel revenue output to be 40%.

*Aligned with finance to ensure the sales team was in compliance with Sarbanes Oxley and the VSOE. This was critical for the terms of revenue recognition for the software component of the product suite.

DUN & BRADSTREET, Waltham, MA 1997 - 2007

The world's leading source of commercial information.

District Sales Manager (2005-2007)

*Sales leader with 10 direct reports with a revenue responsibility of $6.1 MM in New Business and Account Management.

*Successively managed remote sales reps.

*Responsible for hiring and training of all new sales reps. Creating a bench for the D&B Field Sales organization.

*Professional and sales coaching was a daily occurrence and requirement.

*Implemented SalesForce.com which included working through the data migration of the current CRM and establishing the business rules of lead flow.

Channel Manager (2003-2005)

*Responsible for the growth of subscription-based products within a $30 MM channel containing over 40 sales reps.

*Conducted product/sales training to the entire channel 1:1. Resolved all cross-channel conflicts.

*Assisted sales reps on product demonstration and closing business. Weekly travel to the NJ office.

Interim Sales Manager for remote sales office in Bethlehem, PA. Traveled Bethlehem PA Monday-Friday.

Sales Manager (2001-2003)

*Grew the Account Management sales team from 7 to 12 with an overall revenue responsibility of $11.3 MM of direct and indirect revenue. Finished 118% of the 2002 revenue plan.

*Responsible for the hiring and training of all new Account Managers. Average retention of sales reps was over five years.

*Increased overall software renewal rates to existing customers from 35% to 45% resulting in an additional $887k in incremental revenue.

*Worked in conjunction with internal/external partners to fully integrate the Waltham sales team into D&B that including Sales Policy, product training, and fulfillment processes.

*Teamed with the marketing department to develop fax, email, and direct-mail campaigns. Responsibilities included establishing pricing offers, reviewing of the target audience and tracking response rates. Also ensured sales reps were held accountable for 100% lead follow up.

*Created the "bench mark" for Talk-Time and Phone Activity based on my teams output; 55 outbounds 2.5hrs of talk time.

IMARKET INC, Waltham, MA 1997 - 2001

VC Backed, privately held software company (Acquired by Dun & Bradstreet.

Account Manager (1997-1999) Team Leader (1999-2000) Sales Manager (2000-2001)

EDUCATION

Bachelor of Arts, Political Science, FRAMINGHAM STATE UNIVERSITY, Framingham, MA

Double Minor: Business/Sociology, SGA, RA, Rugby

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