Sales Manager

Raymond Barlow

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

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

City: Hollis

State: NH

Zip: 03049

Country: USA

Phone: 603-***-****

Skill Level: Director

Salary Range: 200

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

RAYMOND F. BARLOW

25 Shedd Lane 603-***-****

Hollis, NH 03049 *********@********.***

SENIOR SALES & BUSINESS DEVELOPMENT EXECUTIVE

Sales Team Training & Leadership / Strategic Sales & Marketing Planning / Key Account Relationship Management

Senior Sales and Business Development Executive consistently successful in driving new business, increasing market share, leading sales teams, creating programs, developing strategies, implementing changes, and managing key account relationships to generate long-term revenue growth. Combines astute strategic, business, technology, and leadership competencies with a track-record of delivering strong financial results and profitable growth throughout competitive markets. Mentor and leader of experienced salespeople; able to build new teams while personally cultivating key accounts. Strong public speaking skills and ability to motivate, energize and lead to success. Expertise:

Business Development Operations Management Client elations

Account & Territory Management Start-Ups & Turnarounds Market Analysis

Sales forecasting Sales Cycle Management Strategic Planning

PROFESSIONAL EXPERIENCE

CCH, a Wolters Kluwer business, Chicago, IL 2002 to Present

$525 million division of Wolter Klower - CCH provides tax & accounting enterprise software, tax information, planning services, and training/consulting services to Professional Services firms and Corporations.

Vice President of Sales & Marketing (2007-2012)

Director, Software Sales (2004-2007)

Division Sales Manager (2002-2004)

Highly successful 10-year tenure with the organization. Hired to cultivate key account relationships while leading sales team (10 account managers) to drive new businesses and generate long-term growth throughout the Northeast Region; team sold enterprise software and services. Promoted in 2004 based on exceptional performance. Responsible for leading Software Sales division of 150+ (field/inside sales reps, retention reps, business development reps) while concurrently cultivating key account relationships throughout the US; managed 8 direct reports (Managers and Division Managers). Final promotion in 2007; tasked with revamping existing sale strategy/structure. Managed 11 direct reports (VP`s and Directors). Full P&L responsibility for Revenue, Cash Flow, and EBITA. Managed $75M operating budget. Earned -President`s Club- every year with the organization. Served as Member of Executive Group for Tax & Accounting division from 2007-2012.

Vice President of Sales & Marketing (2007-2012)

* Drove annual software sales growth 10% to 20% every year (2007 to 2012) by restructuring software team to significantly improve production and increase profitability; created national account program, developed strategic plan, etc.

-Grew 2011 overall new sales 20% (form $46M to $55M) amidst sever industry and economic downturn.

* Developed/implemented programs, systems, and processes (including multi-channel national strategy) that delivered profitable/sustainable revenue streams, increased efficiencies (sales tracking, forecasting, etc.), and supported aggressive growth. Instrumental in increasing EBITA from 27.5% in 2006 to 37% in 2011.

* Advised/consulted Asia PAC division on business development and growth strategies to increase market share and long-term revenue; traveled to New Zealand and Australia bi-annually.

* Grew key account (top 200) revenue 25% in 2011; created Strategic Account program in 2009 to provide better key account service/representation.

* Presented to audiences of 10-1500 customers, prospects & business partners. Platform speaker at annual User Conference.

Director, Software Sales (2004-2007)

* Grew new software sales from $13.5M in 2004 to more than $32M by 2007 (achieved 200% of 2006 target; all organic growth); outperformed all 2 other National Directors to earn promotion.

* Instrumental in corporate acquisition strategy, negotiation, and implementation; received high accolades from executive management for strong performance.

* Enhanced client satisfaction and generated significant revenue by successfully developing/implementing sales support specialist program. Increased organizational efficiency by introducing tax preparation outsourcing to company and industry.

RAYMOND F. BARLOW Page 2

Division Sales Manager (2002-2004)

* Mentored/directed 10 Account Managers to consistently achieve/surpass aggressive annual sales objectives (high dollar sales process; $25K-$1M+; 6-9 month cycle); ranked #1 division in 2004 for achieving 115% of annual goal (team generated $5.5M+ in new sales and managed $30M-$40M in existing business).

* Provided strong leadership that boosted morale and improved performance; led all 10 Account Managers to achieve 2004 sales goals (3 promoted to Division Manager, 1 to VP).

* Successfully trained sales professionals in strategic selling, closing, and account management techniques.

SAZTEC INTERNATIONAL, Billerica, MA 2001 to 2002

Division of Datamatics, LTD; data Management Company providing database construction and information conversion services.

Vice President of Sales & Marketing

High-level leadership position responsible for driving new business, creating growth strategies, developing plans, directing employees, and re-building the organization`s Sales Division. Challenged to revitalize underperforming operation amidst economic downturn. Held full P&L responsibility both Sales and Marketing divisions.

* Built new team (hired, trained, developed, mentored, and led team of 7; 6 sales reps, 1 marketing associate) that exceeded organizational expectations by consistently delivering strong and sustainable financial results.

* Turned around underperforming division by planning, developing, and implementing strategies, programs, and initiatives that increased efficiency, improved performance, increased market share, and generated significant revenue growth.

* Designed/implemented successful distribution model and multi-channel program (partnered with employment agencies) that generated 50% of the company`s revenue.

* Created web page design/content, developed compensation plan, and instituted sales force automation tool (CRM system) for forecasting and pipeline management.

PREVIOUS PROFESSIONAL EXPERIENCE

Vice President of Sales (1999-2001) - THOMSON REUTERS, New York, NY 1993 to 2001

Division Manager (1995-1999)

Sales Representative, Central Massachusetts (1993-1995)

Highly successful tenure with leading provider of tax & accounting information and software solutions (60K global employees in 2012). Promoted in 1995 & 1999 based on strong performance. As VP of sales, successfully led division of 75+ sales professionals ($100M annual revenue target; managed $15M operating budget) to deliver strong and sustainable financial results throughout competitive regions. Tasked with personally implementing new Siebel (CRM) system to increase efficiencies, reduce costs, and improve performance.

EARLY CAREER

Owner - LAS VEGAS DISCOUNT GOLF & TENNIS., Greater Boston Area 1990 to 1993

Key Account Manager - DELUXE CORPORATION, Minneapolis, MN 1981 to 1990

EDUCATION / PROFESSIONAL DEVELOPMENT / TECHNOLOGY

UNIVERSITY OF RHODE ISLAND, Kingston, RI (1979)

Bachelor of Science in Management

UNIVERSITY OF CHICAGO BOOTH SCHOOL OF BUSINESS

Executive Program in Strategic Sales Management

Fundamentals of Finance and Accounting

Strategic Marketing Management

GUTTMANN DEVELOPMENT STRATEGIES

Principles of High Performing Teams

Proficient in Microsoft Word, Excel, PowerPoint, Outlook; LiveMeeting; Various CRM Software (SalesLogix, etc.)

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