Sales Manager

don wolff

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

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

City: barrington

State: IL

Zip: 60010

Country: USA

Phone: 847-***-****

Skill Level: Director

Salary Range: > $250,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

DON WOLFF 28420 Casey Court Barrington, Illinois 60010

*********@********.*** 847-***-**** h 847-***-**** c

REGIONAL SALES MANAGER

Sales Management Executive with extensive experience delivering consistent levels of team quota attainment by creating an environment of overachievement. Average $3-5M quotas per rep annually. History of winning new logos with enterprise software solutions in Call Centers, BPO, WFM, WTO, VOIP, Social Media and Mobile verticals in Fortune 500 marketplace. Established sales/marketing partner relationships with ATT, IBM, Verizon, Nuance, Accenture, Presidio, Alcatel/Lucent, and regional system integrators across the U.S.

Proven team leader in sales and sales support environments, consistently overachieving quotas with staff that included: sales reps, telesales professionals, sales engineers, business consultants, and professional services teams. Excellent communication and networking talents used to liaise effectively at all professional levels, provide leadership, and guide business opportunities within highly competitive markets.

KEY ACCOMPLISHMENTS

* Successful Sales Management

* Fortune 50 Account Management

* Strategic Alliances / Partnerships

* Complex Contract Negotiations * Distribution / Channel Sales

* National Compensation Plan Development

* New Territory Recruiting / Training Programs

* Team Building & Leadership

CAREER SUMMARY

GENESYS CORPORATION, Daly City CA.

REGIONAL MANAGER Northern U.S. Region (12/2008 to 8/2012)

Challenged to deliver $23M in real revenue to named enterprise accounts

Creatively managed sales personnel and distribution partners to deliver positive results year-over-year. Implemented marketing plans, telesales initiatives, and sales strategies; reviewed and updated forecasts weekly. Produced annual business plans that outlined agendas for installed base sales, new logo acquisition, employee performance, and new product offerings. Supervised 6 sales executives, 3 indirect sales engineers, and telesales team; delivered ongoing informal sales training.

* Consistently exceeded established quotas and maintained an atmosphere of over-achievement despite limited resources; surpassed 110% in 2010, 137% in 2011, and 101% in 2012.

* Established qualified team pipeline for 2012 of $46.5M; accounts included Major Financial Services Provider (enterprise transformation), Top Healthcare Services Provider (BPO), Top Ten Human Resources and Outsourcing Corporation (BPO), Major Auto Company (Mobile).

* Championed Regional Program that facilitated close working relationships with Fortune 500 customers, including WellPoint, GM OnStar, Nationwide Insurance, AON, American Airlines (Saas), Walgreens (IVR and speech) which lead to reference able customers.

* Instrumental in building highly productive teams; provided expertise and guidance that directly led to at least 8 representatives being named Sales Executive of the Quarter during past 4 years.

* Commended as Sales Manager of the Year 2011 Americas region as well as Manager of North America (Q4) 2010.,,

GENESYS Corporation

REGIONAL SALES MANAGER Commercial Northern U.S. (12/2004 to 12/2008)

Built a team to deliver new logos for the northern half of the U.S. in Fortune 500 accounts.

Produced annual business plans outlining agendas for installed base sales, new logo acquisition, employee performance, and new product offerings, with approximately 80% of sales reps attaining Presidents Club(100%+quota). Hired and trained sales reps and won new logo clients in airline, state and local governments, technology companies, insurance providers, auto manufacturers, telesales outsourcers, retail companies, utilities and banks.

* Supported achievement of worldwide contracts with Microsoft, Siemens, and GM OnStar through successful management of negotiations and closure by regional team.

GENESYS Corporation

DISTRICT MANAGER Midwest Region (8/1999 to 12/2004)

Established Genesys presence in Midwest by hiring, training, motivating, and creating effective business processes.

Selected to hire and train new sales reps and engineers to create market for emerging corporation. Engaged with C-Suite and Business executives to gain understanding of product and service needs, and detailed appropriate solutions available through company that supported future strategic objectives.

* Secured early competitive wins with United Airlines, Hewitt, Sears, Anthem BC/BS, OnStar, NiSource, and State of Michigan.

* Led logo acquisition to 150% attainments above assigned quotas for 80% of regional team members.

DAVOX CORPORATION, Boston Ma.

VICE PRESIDENT Central Region (8/1998 to 8/1999)

Implemented a National Account Program and plans to ensure revenue growth.

Developed unique business and sales process for national account program. Created sales forecasting methodology that was adopted nationally. Actively recruited new sales personnel; provided hands-on sales training sessions to facilitate attainment of quota targets.

* Drove new business and sales; integral in securing $2M competitive displacement to Discover Card during 2nd quarter.

* Developed and integrated 5-step interview process to identify and select qualified candidates; grew sales team from 3 to 10 personnel.

* Recognized by senior leadership as resource for increased revenue and customer satisfaction.

SIEMENS CORPORATION, San Jose, California

SENIOR DIRECTOR America''s Division (2/1997 to 7/1998)

Accountable for driving development of Siemens Call Center products worldwide

Performed in-depth research and analysis of marketplace to identify and secure compatible call center and routing products for inclusion in Siemens telecommunications offerings.

* Successfully negotiated lucrative contracts with partner products platforms for inclusion in Siemens Call Center Product Suite that included Genesys, Davox, and Siebel.

* Interfaced with selected vendors to define required margins, establish co-marketing plans, and formulate sales coverage models for U.S. market.

* Instrumental in realizing annual sales target of $65M for specific products and PBXs.

PictureTel Corporation, Danvers, MA.

SENIOR DIRECTOR U.S. Channel Sales (1/1995 to 2/1997)

Directed all facets of partner program, generating $30M in channel sales.

Proactively recruited, trained, and motivated senior-level channel management team accountable for channel sales in US marketplace. Facilitated account planning sessions with team members and distribution partners in order to increase revenues; participants included AT&T, MCI, Sprint, and ROLM.

EDUCATION & CREDENTIALS

BACHELOR OF SCIENCE IN LAW ADMINISTRATION; MINOR IN BUSINESS; Western Illinois University, Macomb, IL

Professional Development: Sales Management Training Courses; Various Business Topics

Technical Proficiencies: SFDC, Microsoft Word, Outlook, PowerPoint, Windows

Affiliations: ROLM Alumni Association (1990 to Present); IBM Alumn

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