Sales Manager
Resume:
Steven B Smith
Yorktown Heights New York *****
*********@*****.***
This letter and attached Resume is in response to your search for a key
sales/marketing executive.
I am an experienced and successful sales executive within the computer
hardware and software market place. Most of my sales experience is within
the Consultative Solution Selling environment.
My successful sales experience has included Fortune 1000 organizations,
with direct sales, consulting and outsourcing services. Within the
Financial, Pharmaceutical, and Communications Corporate environment and Law
Firms.
Other areas of expertise has included selling into Manufacturing,
Utilities, Consumer Package, VAR's, Distributors, OEM's, Alliance Partners,
Local, State and Federal Government along with Professional Services.
I would appreciate a time that is convenient with you to discuss in detail
how my background and experience would benefit your organization.
I would also appreciate that this reply be kept in strict confidence.
Regards,
Steven B Smith
Steven B Smith
Yorktown Heights New York 10598
*********@*****.***
Career Summary
A high energy, results driven Sales Executive with a broad base of
experience with Enterprise Solution Selling. Successful record of
achievement with a hunter mentality that has analytical strength with
highly effective interpersonal and communications skills.
Business Experience
FTI Consulting 2008 to present
Provider of E-Discovery Software, Consulting Services, Outsourcing, SaaS
Software Solutions and Hosted Managed Services, Content Management and
Analytics.
Corporate Sales Executive
. 2012 103% of Quota
. 2011 107% of Quota
. 2010 105% of Quota
. 2009 150% of Quota
. 2008 100% of Quota
Won significant business from NEW accounts with a $2 Million Dollar Quota.
In the Financial, Communication, and Pharmaceutical Corporate market. Plus
the AM Law Firm segment along with specialty boutique Law Firms.
. Wrote collateral material which was utilized for customer
presentations.
. Wrote Power Point Presentations for educational and customer
presentation purposes.
. Wrote Requirements Document.
BMC Software 2006 to 2008
Provider of Automated Problem Analysis and Consulting Services to Fortune
1000 accounts and the Offshore Environment.
Account Executive
. 100% of quota
. Generated over $2 million in revenue each year
Won significant business from NEW accounts:
Verizon Wireless, Bloomberg, Bertelsmann, Dow Jones, Ernst & Young
Borland Software 2005-2006
Provider of Application Lifecycle Management Solutions and Consulting
Services
Strategic Account Manager
* 100% of quota in 2006
* Generated over $2 million in revenue
Won significant business from dormant accounts:
Goldman Sachs, JP Morgan Chase, Bear Stearns, ADP, Merrill Lynch, BISYS
Group,
Group1 Software 2000-2005
Provider of Real Time and Web Based Data Quality Enterprise Solutions. CRM,
SaaS Software Solutions and Business Intelligence Solutions. Along with
Consulting Services and Outsourcing.
Regional Sales Director Increased Sales Revenue from 40% to 120% of quota
within first six months. First quarter of 2002 fiscal year 160% of quota.
Qualified as Super Star for Presidents club four years in a row. Recruited
and Managed a $20 million dollar business with a staff of 20 in 3 offices
in the N.E. and Canada which includes Sales, Technical Support,
Professional Services and Administration.
2001 120% of quota, super star status
2002 115% of quota, super star status
* 2003 105% of quota super star status
* 2004 105% of quota super star status
* 2005 107% of quota super star status
Implemented Formal Quarterly Review, which was rolled out nationally
* Designed, Implemented and Instructed the National Sales Force on how
to Negotiate
* Implemented Solution Selling Methodology
* Designed Opportunity Matrix to track effectiveness of the Sales
Campaign, rolled out nationally.
* Designed survey questionnaire(s)
* Wrote Buy versus Build Document
* First Region to sell 7 Enterprise Data Quality Solution
Clarify Inc. 1998-2000
Provider of CRM Enterprise Solutions and Consulting Services
District Sales Manager
* 100% of quota in 1999
* Qualified for $1million bonus club
Livingston International Inc. 1994-1998
Provider of Decision Support and Knowledge Based Software, Consulting
Services and Outsourcing.
Regional Director
Increased Sales Revenue by over 33% to over $45 million within the Eastern
U.S. Canada and Mexico, plus responsible for the Marketing efforts
throughout the U.S. Recruited and Manage a staff of 26 in 10 remote offices
which includes Sales, Technical Support, Customer Service, Telemarketing
and Administration. Established Sales Quotas, Sales Budgets, Pricing,
Profit Margins and Territory Assignment.
* Took Region from start up to Number 1 in Software Sales Revenue and
Profits
* Closed the Top Three Revenue and Profit Services contracts in the
country
* First and only Region in the country to close Three Fully Integrated
Services Contracts
* Designed, Developed and Implemented the first and only Reseller
Program
* Designed, Developed and Implemented the companies Direct Mail
Campaigns
* Negotiated all of the Sales and Marketing Contracts
Business Records Corporation 1989-1994
Provider of Data Base Software and System Integration
Regional Manager
Recruited and Managed a staff of 10 in 10 remote offices within the
Northeast and Mid Atlantic states. Responsible for Sales Quotas, Sales
Budgets, Pricing, and Territory Assignment
* Increased Sales Revenue from $4 to over $15 million. Improved Profit
Margins by the Restructuring of Pricing Programs
* Implemented short and long term leasing programs
* Created and Implemented a New Sales Reporting system which Improved
Sales Production
* Streamlined all Proposal Generation to be a Time Reduced and Cost
Efficient Operation
* Developed Training Programs for the Sales Staff
Vikonics Inc. Director of Sales and Marketing
Hardware Manufacturer, Data Base and Graphics Software Solutions and
System Integration
Bell and Howell Inc. Regional Sales Manager
PC Manufacturer and Software Developer
Savin Corporation Branch Manager
Manufacturer of Business Equipment
Education: Pace University BBA
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