Sales Manager

Mark Middendorp

Email: *********@********.***

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

City: Crystal Lake

State: IL

Zip: 60014

Country: USA

Phone: 815-***-****

Skill Level: Director

Salary Range: 150

Primary Skills/Experience:

See Resume

Educational Background:

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Job History / Details:

BACKGROUND SUMMARY

Director, International & National Sales & Channel Partnership,

Government, Education, Retail, Nonprofit, Business Solutions and CRM Experience

A high energy, results oriented business development and sales executive, with a proven track record selling to and managing large, high volume accounts; proven leadership skills in developing and managing effective sales teams; excellent organization and communication skills; excelled focus on maximizing sales and delivering long-term profitable business; strong, consistent record of career progression.

PROFESSIONAL EXPERIENCE

Follett (FINT), McHenry, IL

(07/2009-Present)

A $3B company that enables K-12 schools, universities and public libraries worldwide to access market-leading products and services-from books, digital books, audio books, and other educational materials to Web-based software solutions and more-through a single point of contact. Follett services customers globally in 148 countries and is a worldwide distributor for over 40,000 publishers and e-publishers.

Director of Sales and Channel Partnerships, International

Report to the President of Follett International. Responsibilities include: Managing and developing a successful team of 30 employees, creating and implementing a strategic sales and marketing plan, selling, setting goals and objectives, business reviews, pricing strategy, budgeting, forecasting, training, reporting, P&L, order process and customer care activity.

* Developed and implemented international localization strategies for existing product offerings in the US.

* Successfully partnered with international resellers to resell and remarket products and services under the Follett brand worth $2M in new sales

* Restructured the sales department to a channel focus, which resulted in an 8% increase in sales, stronger customer focus and more effective prospecting and closing of new business.

* Increased direct product and service sales of educational material and IT Web-based software solutions to $5.6M

* Set up outside sales force for Europe, Middle East and Africa; secured $7.6M in sales the first year.

* Set up inside sales department to develop and sell to existing and new markets; secured $1M in sales the first year

NISH, Des Plaines, IL

(12/2005-7/2009)

NISH represents a Federal contractors program, program managing $2.1B in Federal contracts and fulfills a valued added sales and broker role between Federal government and a nationwide network of 2,500 contractors

Sr. Business Development Manager

Reported to the VP of National Business Development. Responsibilities included: New product development, Implementing new business lines, create and present business plans to C-Level Management; start up financial and program management assistance, sales to the federal government and commercial industry, RFP/RFQ, sales and new service line training to sales team and partners, not for profit, create marketing material, and speaker at trade conferences and NISH Regional and National Conferences (2,500+ in attendance).

* Personally responsible for creating a more effective business line development program which resulted in a reduction of time to market from 1.5 years to 3 months

* Setup and managed a team of 5 National Product Managers

* Successfully implemented new business lines (e.g. call center, transcription services, digital document services, secure document destruction) with over 60 contractors which increased overall sales by $80M

* Negotiated and closed contract for Department of State National Passport Information Center which generated $150M over 5 year period

* Successfully contracted Defense Logistics Agency contact center which generated $25M over a 5 year period

* Implemented a $180M secure mail and digital document service requirement with Department of Homeland Security

* Personally built strong strategic partnerships with IBM, Boeing, Accenture, EDS, ACS, Lockheed Martin, Northrop Grumman, SAIC and several other top federal contractors and Fortune 500 Companies

* Received special recognition for acquiring top two contracts in the history of NISH

* Closed the two highest volume sales in the company`s 25 year history

Endeavor Information Systems, Des Plaines, IL (10/2004-12/2005)

Endeavor is a subsidiary of Reed Elsevier, and offers multiple library management software systems for research institutions and public librarians selling its products in Europe, the Middle East, and Africa.

Program Manager Software Releases-Des Plaines, IL

Reported to the Director of Professional Services and COO. Responsibilities encompassed managing release and change management of all software solutions; managed software installations and implementations, identified key accounts to be included in piloting new releases, liaison between customer and internal IT and business units, analyzed change requests for deployment of future releases.

* Managed early release and adopters of new release software with Key Accounts that generated 25% of the company's annual revenue ($30M)

* Restructured software release process which decreased the average time to market of specific software products by 3 months and increased customer satisfaction based on survey responses

* Developed and implemented a new business process work flow which increased communication between the business and IT which saved an annual 15% in direct costs

ADante Consulting Inc.

(01/2003-10/2004)

ADante Consulting is an independent consulting firm specializing in software implementation and interim management for pension funds and insurance carriers.

Business Development Manager

Reported to Founder and CEO. Responsibilities included: Create Business Plan to support financing of software startup company, market research, created sales kit for potential partners and customers, proposal writing, contract negotiations, closing, software implementations, project management.

* Negotiated and closed a contract for an interim administrative team of 12 people in an insurance company for 6 months, contract value $750K

* Successfully negotiated, closed and managed a $1.2M business software implementation for a pension administration company

* Successfully managed a business process reengineering project for a pension organization within scope, budget and on time

Sonera Corporation

(02/1998-12/2002)

Sonera (Finish Telecom) is the Telecommunication Company renowned for being the world leader in innovative Telecom and internet products and services; e.g. Sonera was the first company worldwide to implement internet access over cable (1997), 3G mobile technology network infrastructure (1998), mobile portal (Zed) and mobile billing solutions (1999).

Product Development Director, Sonera Zed, UK, London (12/01-12/02)

Reported to CMO: Responsible for development of mobile marketing and sales strategies and execution, data analysis of service usage data and product/ service development of mobile services, development of customer data warehouse, sourcing and implementation of analytical CRM solution, RFP development and process, create customer profile strategies, develop mobile marketing and sales strategies.

* Successfully implemented CRM solution which collected user`s information, profile the user and identified partners with other companies which expanded service offerings and sales.

* Deployed mobile marketing and sales campaigns for USA, UK, Netherlands, Germany, France, Italy, Philippines and Turkey which resulted in 10% in additional corporate sales (from $11M to $12M) in the first year of deployment

Program Manager, Germany (2/2001-12/2001)

Reported to the Country Director. Responsible for international team of 25 project members, successful and timely market launch of mobile portal in Germany, ongoing program management, implementation of mobile billing solutions, strategic partnership creation, content partner creation, business modeling, marketing campaigning.

* Successfully launched a mobile portal with 600 texting services within 6 months from branch office opening

* Developed and executed country wide marketing campaign

* Partnered with dozens of content providers, developed mobile services, created business models

* Reached 2 million subscriber base within 18 months and broke even after 2 years from start up

* Responsible for developing strategic partnerships, e.g. Commerzbank, Coca Cola, Mannesmann, Orange, Vodafone

Sr. Product Manager, The Netherlands (2/1997-12/2000)

Reported to Country Director. Responsible for development of new e-commerce and m-commerce initiatives, business plan development and implementation, Financial Services SaaS platform, Online Shopping Mall, Affiliated Marketing, Sponsored Content, strategic partnership creation.

* Launched several new products and added line extensions, resulting in $1.5M in additional sales

* Built strategic partnership with credit management and business intelligence organizations Graydon and Dun and Bradstreet

* Implemented B2B online Financial Services (online billing, online payment, online credit check) which generated $500K in sales in first 2 years after deployment

* Developed Channel Programs (online information portal, news letter, affiliated marketing programs, discount programs) that generated $1M in sales in 1999

EDUCATION

Erasmus University Rotterdam, Netherlands 1995

Voted number 7 of top international universities worldwide by Forbes Magazine in 2007 and number 3 by Wall Street Journal in 2003

Masters in Business Economics

Minor in Project and Innovation Management

PROFESSIONAL DEVELOPMENT PROGRAMS

* Influencing for Organizational Impact

* Spin Selling

* Professional Selling Skills (PSS)

* Seven Habits of Highly Effective People

* Coaching and Team Building

* Managing Project Change

* Project Management Essentials

* Business Objects, Salesforce, Siebel/Oracle

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