Sales Representative

**** **** **** ***** • KINGWOOD, TX *****

704-***-**** • *********@*****.***

LEN FORD, CPP

VALUE OFFERED

• Thirty years of experience leading B2B sales organizations, team selling and exceeding revenue and profit goals with diverse-industry clients.

• Most recently was integral part of executive team managing a $300M region, focused on providing support, resources and management leadership to the field.

• Prior responsibilities included developing and leading the sales and marketing strategy for a large international consulting and investigations organization. Immediate prior role included responsibility for developing objectives, policies and programs for the sales and marketing activities of a 2.6 billion dollar services enterprise.

• Sales expert with the ability to communicate vision and obtain commitment from sales professionals and team members to execute growth strategies.

• Expert relationship builder, presenter, negotiator and sales strategist.

CAREER PROGRESSION

• Securitas Security Services, USA, Inc.

• VP, Sales, South Central USA, 2004 to 2012

• VP, Sales & Marketing, Consulting & Investigations Division, 2001 to 2002

• VP, Sales & Marketing, US Security Division, 1999 to 2000

• Regional Director of Sales, Gulf Coast, 1994 to 1998

• Senior Sales Director, Texas, 1991 to 1993

• Previous experience from 1982, with acquired legacy companies, includes Vice President Western Sales Operations, Regional Sales Manager, Account Executive and Sales Representative. As company was acquired and reorganized several times I progressed through a variety of sales and marketing assignments which have provided a wide range of experience. Additionally, employed with Ernst & Young during 2003 as a sales director in their Litigation Advisory Group.

ACHIEVEMENT HIGHLIGHTS

• VP, Sales, South Central USA (2004 to 2012)

Instrumental in increasing revenue by 22% and operating result by 45% over last four years. Earned repeated commendations for sales leadership throughout 8+ year tenure in South Central USA. Significant results include:

• 2012 - At closing of 3rd quarter our region had already attained 86% of annual new sales revenue goal. Sales pipeline was positioned to greatly exceed 100% of annual goal.

• 2011 - Led nation in total annual sales revenue with $29.9M. Next ranked region attained $22.7M.

• 2010 - Led nation with $32.8M total revenue resulting in 111.7% of annual goal.

• 2009 - 3rd ranked region in total revenue sold at $22.3M. 2nd ranked region based on profit % attained. Our region‘s contribution was significant in terms of total profit dollars as 1st ranked revenue region was 10th ranked in profit % achieved.

• 2008 - 37,882 annual service hours sold for $28.5M of revenue. #1 ranked region in revenue sold and #2 ranked region for % of profit attained.

• 2007 - #2 ranked region in total service hours sold and #1 ranked region in profit per account sold.

• 2006 - #1 ranked region for total revenue sold and #1 ranked region for total units of service sold.

• 2005 - Region ranked 3rd for total service hours sold.

• 2004 - Region ranked 2nd in both service hours sold and annual revenue sold.

• Built an A-caliber team of business development talent. Recruited staff; led ongoing mentoring/training on Securitas’ suite of solutions; and coached consultative sales, customer care and closing best practices. Consistently represented at company’s High Achiever’s Club with 1st or 2nd most BDM’s. 2nd highest BDM retention in company.

• VP, SALES & MARKETING ASSIGNMENTS (1999 to 2002)

• Rebuilt marketing department to achieve first integration between field sales and corporate marketing. Built sales/marketing continuum of public relations, marketing communications, web developer, market research staff, telemarketing call center and national database center producing synergy with the field sales process for representatives and managers.

• Developed a marketing information center to evaluate and analyze industry/business trends and identify key opportunities (e.g., acquisition targets, new business segments, prospects, etc.)

• First full year cost reduction and subsequent effectiveness increases represented return on investment of over 300%.

• Sales nationally exceeded goals and achieved 178% of plan.

• Supported the acquisition and integration of several large and small businesses through market analysis, revenue allocation planning and development of communication content and material for employees and clients.

• Published sales manual and complementary Power Point program to aid in national training.

• Prepared sales evaluation program consistent with sales training reinforcing proper sales habits.

• SALES DIRECTOR ASSIGNMENTS (1991 to 1998)

• Region sales production was consistently one of highest in nation.

• Team leader for national combined contracts project (personnel, systems and patrol).

• Primary trainer for national sales schools.

• OTHER SALES EXPERIENCE (1982 TO 1991)

• Demonstrated strong crisis management skills in preventing the threatened loss of many large clients and key accounts throughout Western United States.

• Promoted to manage Los Angeles, Chicago, Portland and Dallas.

• Grew Dallas Region faster than any other region with consecutive annual revenue increases of 56% and 38%.

• Promoted from sales representative in Chicago to open Dallas office.

EDUCATION

• California Coast University, Santa Ana, CA

Doctor of Business Administration: 2001

• California Coast University, Santa Ana, CA

Master of Business Administration: 1997

• Aurora University, Aurora, IL

Bachelor of Arts, Criminal Justice: 1980

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