Sales Manager

Philiip Arnold

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

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

City: Concord

State: CA

Zip: 94518

Country: USA

Phone: 925-***-****

Skill Level: Management

Salary Range: 150

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

PHILIP H. ARNOLD, JR.

4470 Wetterhorn Court

Concord, CA 94518

Office: 925-***-**** *********@********.***

SUMMARY

Senior Sales Executive recognized for tactful tenacity, sales leadership, operational effectiveness and the

ability to establish productive relationships at executive management levels. Expertise in internal and external

sales with C-level executives. Strategic visionary with strong implementation skills, collaborating and

bringing the right people together for complex problem-solving purposes. Creates a climate that will elicit

exchanges of information and full commitment from team members to achieve corporate goals and objectives.

CORE COMPETENCIES

Market Share / Sales Growth

Sales Process Improvement

Executive Relationships

Team Building

Revenue Acquisition

Sales Management

PROFESSIONAL EXPERIENCE

EMPLOYEE BENEFIT SPECIALISTS, INC,, Pleasanton, CA 3/2010 - 11/2011

Executive Consultant,

Responsible for national expansion through brand management, alliance partnership development, marketing

campaigns and creating the infrastructure and foundation for the new national sales organization

AUTOMATIC DATA PROCESSING, Pleasanton, CA 6/2003 - 6/2009

Corporate Sales Manager, National Account Services 2005 - 2009

Responsible for the sale of ADP Time and Labor Management (TLM) applications to the public and private

sectors with 1000+ employees in Northern California. Prospected and consulted with Fortune 100

corporations as well as local and state governments.

Sales Results

2008: 120.7% of plan; President's Club Recipient

2007: 94.5% of plan

2006: 122.7% of plan; President's Club Recipient.

Appointed to Sales/Service Advisory Board by senior management to focus on product development, process

re-engineering, and sales / service improvement.

Sales Manager, Major Accounts 6/2003 - 3/2004

Managed and coached 6 district sales managers in selling TotalChoice payroll solution to major accounts

with 100 to 1000 employees in the Pacific NorthWest region.

Ranked #1 out of 7 enterprise-wide teams in leading the successul product launch nationwide.

ORACLE, Redwood Shores, CA 6/2000 - 5/2003

Director, Executive Liaison Program, Worldwide Corporate Marketing 2003

Executive liaison interacting and developing C-level relationships with Oracle's marquee Platinum accounts,

establishing peer-to-peer relationships with senior management.

Applications Sales Manager / CRM Solutions Specialist,

Government, Education & Health 2002 - 2003

Sold e-business suite internet applications to State and Local Government entities.

Promoted product sales through Account Manager field sales support and product training, C-level

relationship briefings, product demonstrations, partner alliance relationship development, and technology

seminar presentations.

Recipient of Iron Person Award/Best Effort - for consistent high performance.

Project Manager, Product Development 2000 - 2001

Led product development team in the design of new public sector multi-channel CRM "CIC/311" Citizen

Interaction Center software that tracked citizen information inquries, service requests, and fufillment costs

from call/click to resolution.

Directed market analysis, defined product specifications, verified key business flow demo builds,

organized consulting implementation sizing and client resouce level of effort.

Proposed pricing, reviewed marketing collateral, and trained field Account Managers and partner

consultants.

AUTOMATIC DATA PROCESSING, San Ramon, CA 11/1994 - 6/2000

Claims Solutions Group

Director, National Accounts 1997 - 2000

Managed full scope account relationships for top tier insurance companies headquartered in the Western

United States, delivering a client life cycle experience matching their strategic business initiatives. Forged

partnerships at the senior executive levels, earning trustec advisor status based on managed outcomes.

Sales Achievements

2000: 104.5% of plan; President's Club Recipient.

1999: 116.2% of plan; President's Club Recipient.

Renewed USAA $17 million contract without a bid process.

Increased USAA Autosource total loss valuation run rate by 16%.

Increased USAA total account revenue by 12.8%.

Increased USAA Autosource total loss valuation run rate by 40%.

Increased ACSC Autosource run rate by 20% and signed exclusive contract.

Increased USAA total account revenue against plan by 14.6% by leveraing in-depth knowledge of workflow processes at the transaction level with claims agents.

Account Executive 1994 - 1997

Directed sales campaigns, growing stalled revenue stream for State Farm Insurance in Western United States.

Exceeded sales forecasts by selling a solution set, improving adjuster productivity based on an exact

understanding of claims processing requirements. Instituted field ride-alongs with claims adjusters to earn

trusted advisor status as well as experiencing the service details at the customer transaction level.

Sales Achievement\

1997: 245% quota performance

1996: 98% quota performance; Charter Member Sales/Service Advisory Board.

1995: 126% quota performance, President's Club Recipient

BANK OF AMERICA, San Francisco & Los Angeles, CA 10/1983 - 5/1992

Business Services Division

Vice President and Manager of National Sales Training 1989 - 1992

Developed sales training programs for 100+ sales representatives nationwide to improve performance for the

Business Services Division, selling Bank of America's PayNet Plus payroll solutions to major corporations.

Increased sales from $17 million in 1989 to $31 million in 1991.

Decreased sales turnover from 55% in 1989 to 28% in 1991.

Designed, developed and delivered sales training programs, sales manager development programs, interviewing training and Sales PC competency program, Demorama.

Published the Sales Sentinel, a national monthly newsletter including performance results, sales tips,

personnel profiles and territory management strategies.

Regional Sales Manager 1983 - 1989

Overachieved Business Services Division office revenue targets while developing a winning sales team and

decreasing sales staff turnover to under 20%.

Early Career

XEROX - Territory Sales Rep and HVSE

ARNAR STONE LABORATORIES - Territory Sales Rep

MILITARY EXPERIENCE

UNITED STATES AIR FORCE, SECURITY SERVICE

Voice Intercept Processing Specialist - Russian Interpreter

Intercepted, processed and analyzed top secret cryptographic Russian Air Force voice communications in

Europe and the Middle East.

Graduate of the Department of Defense Language Institute - Russian Lasnguage Training, Syracuse, NY

Enhanced U.S. Turkish relations by playing for a semi-pro Turkish national basketball team.

Named to the U.S.A.F. Mediterranean Sea District All-Conference Basketball Team

Named to the U.S.A.F. Europe All-Tournament Basketball Team

EDUCATION

BA, Psychology, University of Cincinnati, Cincinnati, OH

Certificate of Achievement, Russian, Syracuse University, Syracuse, NY (U.S. Defense Language Institute)

COMMUNITY INVOLVEMENT

City of Concord Chief of Police Citizen Advisory Committee. Current

Commissioner and Chairperson, Contra Costa County Board of Parole, 2011-Current

Commissioner, Contra Costa County Inmate Welfare Fund, 2009-Current

Commissioner, Contra Costa County Juvenile Justice & Prevention Commission, 2003-2004

Director, Calvary Community Church Mentor Program, Vallejo, CA, 2003-2005

Outstanding Friend of Education Award, Contra Costa County Assn. of Calif School Administrators, 1994

Humanitarian of the Year Award, City of Concord Human Relations Commission, 1994

Leadership Concord VII, City of Concord, CA, 1993

Business Arts Council Leadership Initiative, San Francisco Chamber of Commerce, 1993

Past Board of Directors, Diablo Valley College Foundation

Past Board of Directors, Concord Chamber of Commerce

Past Board of Directors, Concord Economic Development Corporation

Past Board of Directors, APEX-Academic Programs for Excellence

Past Guest Lecturer, Los Medanos Criminal Justice Academy

Past Guest Lecturer, Cultural Diversity - Contra Costa County Sheriff's Department

Past President & Executive Producer, The Concord CitiArts Theatre

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