Sales Manager

David Hermes

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

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

City: Menifee

State: CA

Zip: 92585

Country: USA

Phone: 760-***-****

Skill Level: Management

Salary Range: $130,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

David Hermes

Menifee, CA 92585

951-***-**** & 760-***-**** - E-mail: *********@********.***

http://www.linkedin.com/pub/david-hermes/0/a83/5b6

Sales & SR Account Management Professional

Sales and Service Professional with over 15 years of experience in Sales Management and Senior Account Management. Involved in large opportunity sales to Fortune 500 companies, many global in nature and high dollar value. Proven track record of closing large deals and working with top level or "C level" executives and managers.

EMPLOYMENT BACKGROUND / TRANSFERABLE ACCOMPLISHMENTS

Hewlett Packard Company (2007-2010) - San Diego & Los Angeles

Account Delivery Manager (2007-2010)

Principle contact for operational and tactical issues representing delivery of all services (and functions) to the customer for Managed Print Services. Developed strategies and processes with customers in areas such as performance metrics and measurement. Owned customer operational relationship for region and national customers. Responsible for cost target commitments for all service delivery organizations for each product line. Monitored and implemented expense controls. Led all service organizations to timely and cost effective delivery of compliance to Service Level Agreements (SLA) requirements. Worked with Sales, PreSales, Product Line, and Marketing managers to effectively scope proper services and delivery metrics per product line specifications. Assisted with the overall strategic plan for the customer.

Accomplishments

Assisted in growing the Nestle National account from $700K annual revenue to $2.2M annual revenue in three years.

Led service team to 3 straight years of SLA compliance for fleet device uptime (98.7%).

Put processes in place to lead service team from 40.6% on-site response to 95.5% response within 9 months.

Worked with the Sales Team in closing $6.6M total contract value (TCV) for Managed Print Services renewal.

Signature Company - Oceanside, California

Manager/Consultant (2003 - 2007)

Sales training, coaching and development, management consulting services.

Accomplishments:

Implemented a mentoring and coaching program for real estate investors and sales professionals. Results to date have been $2.5 M dollars in investment property in 3 states.

Started a Handyman company to assist real estate investors and owners.

Conducted sales training program for small business owners on Strategic Sales Principles. Helped develop Product Plans for Products and Services.

Hewlett Packard Company (1993 - 2003) - San Diego & Los Angeles, California

Solution Sales Manager (Hewlett Packard Company 2001- 2003)

Responsible for sales on large opportunities exceeding $1 million. Managed integration of the customer procurement requirements with HP resources and/or channel partners. Worked with Product Line and Marketing Managers to ensure cohesive strategies aligned with Sales Plans. Managed HP's internal technical resources to ensure a proper sales solution for the customer. These resources included H/W, S/W, Storage, Support, and Consulting along with respective Product Line Managers.. Shared the responsibility for presentations to executives and various high level managers. Conducted sales training seminars. Managed a team of up to 23 people.

Accomplishments:

Designed and implemented an action plan that brought the key executives (WW Program Manager, Business Unit GM, EVP, SVP, CFO) of an important prospect (Beckman Coulter) to our headquarters where our executives (EVP, SVP, 3 Business Unit Managers, Program Manager) articulated our value proposition and showed how HP could help them achieve their strategic goals now, and in the future, and successfully closed a major $4 million sale.

Organized and managed a team of experts, problem solvers, and managers that provided strategic and logistical support to a software development client (Verizon) and assisted them in meeting their own commitments and resulted in revenues of over $100 million to us over a three-year period. This team consisted of Systems Engineers, Consultants, Hardware and Software Engineers, Sales Managers, and Finance Managers.

Exceeded all Sales and Performance metrics for Solutions Sales Managers.

Support Services Sales Representative and Major Accounts Manager (Hewlett Packard Company 1996- 2001)

Responsible for sales to Strategic Enterprise, and Large Enterprise Customers. Worked closely as overall Support Account Manager with all sales forces and delivery organizations on these accounts, to assure a complete and profitable support solution for the HP and the customer. Sold the entire suite of support solutions for H/W, S/W, and Consulting. Responsible for all support contract renewals and up sells within account base. Worked with Product Line Managers and Marketing Managers to scope out Custom Solutions for RFP responses. Consistently interfaced and made presentations to CIO's, CFO's, VP's and EVP's to articulate our value proposition.

Accomplishments:

Partnered with a prospect and assembled a team of specialists who placed specialized processes and handling procedures in place to meet the client's (Hughes Electronics) needs, which resulted in revenues of $10 million in the first year.

Organized and led a nationwide team that addressed the business and operational needs of a joint venture of several clients (TRW and Federal Government). This team consisted of a WW Program Manager, EVP, Region Managers, and several Business Unit Managers. A non-standard Custom Support Plan was executed that provided implementation assistance, combined with technical and operational guidance and we derived $4.5 million in immediate revenue as a result. The potential 10 year revenue was stated to be $600M in Support and Consulting dollars alone.

Averaged 124% of quota over five year period.

3 time Achievers Club Winner

Support Account Manager ( Hewlett Packard Company 1994-1996)

Responsible in a startup support solutions sales organization, for properly positioning HP's Support Solution and Value Proposition, contract renewals and new business sales. Also responsible for upsells within accounts, and tracking business sold directly, and through the channel, to assure proper scoping of the contracts, as it pertained to support sales.

Accomplishments:

Assembled a team of Services and Consulting managers and developed a multi-national Consulting and Services custom solution for a client (TRW Systems) to help them roll out a worldwide IT strategy. As a result, HP sold $3 million immediately with a potential for $250 million over 10 years.

Achieved 135% of first year's sales goals and 100% of all sales metrics.

Restructured the Business Sales Model and grew new business in one year by 48%.

1 time Achievers Club Winner

Account Manager (Hewlett Packard Company 1993-1994)

Responsible for tracking and renewing contracts, upselling existing contracts, tracking support sold, ensuring proper scoping of services sold, tracking business sold through direct sales and through channel partners.

Prior Experience

Prior experience includes: Account Engineer with Hewlett Packard Company; Fire Control Technician (Submarine Service) with the US Navy

PROFESSIONAL DEVELOPMENT

Various corporate technical seminars relating to various computer platforms and software packages. Numerous sales training programs covering, but not limited to: Fundamental and Advanced Sales Training, Miller Heiman, Target Account Selling, Solution Selling, Consultative Selling, Negotiation, Executive Selling and Negotiation, Executive Presentations, Project Management, and Public Speaking.

EDUCATION

San Diego City/Mesa College - San Diego, California (Associates Equivalent Business Administration)

University of Phoenix (Business Administration)

University of Hawaii (General Ed.)

Experienced in communication and presention to Senior Management and E

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