Sales Management
Resume:
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Ellia Kassoff
Newport Beach, CA
abpmvu@r.postjobfree.com
Objective:
I am seeking an outside sales position that leverages my
strong background of 11 years in information technology sales of enterprise
products and outsourcing, with my long standing relationships with executive
leaders in the High Tech, and Financial industries in the Southeast that allows
me to contribute to accelerating sales cycles and enhancing business
profitability.
Experience:
February 1999 Current
ABC Company
Client Sales
Executive. Executive sales position within ABC Operations Solutions business
unit. Directly selling into CxO level prospects and clients within mid-tier
organizations ABC business process outsourcing, application
implementation/outsourcing and Best Shore resource staffing models. Close
contact and interaction with key senior executives within prospect organization
and ABC in order to identify and articulate business drivers and needs that
would facilitate outsourcing non-core business functions. Executive presentation
skills, dress, communication and follow through with constituents in developing
and creating programs to enhance communication and satisfaction with ABC
service lines has been rewarded with solid pipeline development and substantial
new account activity. Executive Member of the 2000 Inner Circle Award, and
nominated for ABC Rookie of the Year, 2000 for my strong prospecting,
negotiating and closing skills. Current industry focus covers healthcare,
hi-tech manufacturing, and finance with an emphasis on inbound and outbound
facilities. Credited with maintaining strong partner relationships with
hardware OEMs, software developers and third party boutique consultancies in
order to ensure all aspects of an opportunity are covered via ABC, channel
partners and all available incented license campaigns are leveraged to close
business quickly. P&L responsibility for sales pursuits and local marketing
activities with both ABC Global Industry Practices and third party resources.
Business
Development Manager (Systemworks), Leadership position within the BD team with
18 direct reports, personally reporting to the regional VP of Sales.
Responsibilities included financial modeling, deal structuring, solutioneering,
compensation modeling, pursuit management, team leadership.
December 1997 1999
Complex Software. Sunnyvale, California Director of Research,
Business Innovation Team. P&L budget responsibility for the development of a
dynamic, quantitative modeling tool to measure in real-time the cost of
process within the Complex software application suite on the Microsoft NT
Platform using MS C++ and SQL. Complex, international project management,
development and test were all aspects of the position, including extensive
travel throughout North America, Europe and Asia. Conflict management and
resolution, along with cultural sensitivity were daily aspects of the position,
demanding constant interaction and open communication within the constituents.
Rewarded by fielding DQM 6 months ahead of schedule and $1.3m under budget.
December 1995 1997
Really Big Company Fremont, California Sr. Sales Executive, BigSuite.
Senior Field Sales Engineer for the IA BigSuite OLAP Data Warehouse with a focus
on supporting customers and prospects in the enterprise market in the Southwest
US. Strong project management, time management, client presentation, objection
management and problem resolution skills aided in driving a 130% first year, and
161% second year as a member of the most successful sales team in the company.
December 1993 1995
Elaborate Technology Palo Alto, California Systems Engineer,
ElaborateQuery Enterprise. Sales Engineer in a highly technical roll. Position
demanded detailed market analysis, using sophisticated statistical modeling
tools and the interpretation of trending analysis to anticipate sales trends and
customer buying behaviors. Technical knowledge of the MS SQL Platform, VB and
Java. Presentation skills, technical trouble shooting, project management,
follow through and strong communication skills contributed in our teams 123%
year-end attainment of license revenue.
June 1992 1993
One Great Company Inside Sales,. Inside Sales position; high degree of
phone based cold calling, follow up and closing. Achieved Salesman of the
Month on 3 separate occasions.
Education:
1992 BA in US History: University of
Panama, Panama City
Member in good standing of
the Alpha Gamma Sigma Academic Honors Society
~
References Available Upon Request ~
Bad Resume 2
Joe Smith
455 Detailed Lane
Full of Myself,
CA 92657
abpmvu@r.postjobfree.com
Summary of Qualifications
Over 25 years of Business and Technology
experience in Banking, Manufacturing, Health, Retail, Government, Utility,
Pharmaceuticals, Telecom, Genomic, and Heavy Industries. Project Management in
Business IT and Plant Automation (
Background
Activity Based Management
Alternate Scenario Futuring
Analytic Forecasting
Balanced Scorecard
Business Continuity & Disaster Recovery
Business Process Review
Campaign Management
Change Management
Customer Relationship Management
Digital Cockpit
Enterprise Performance Management
EPM Benchmarking
Expert System
Forecasting & Supply Chain
Geographic Information System
Intellectual Capital Management
International Marketing
Knowledge Management
Language Services
Medical Transcription
Responsibility Center Management
Service Outsourcing
Tech Review for Venture Funding
Knowledge Management -
One of the underlying themes
of knowledge management is the savings in cost to the organization. When
assessing the impact of time spent on searching for the solution to a problem
the cost of time doubles: 1) loss of time in locating the right information, 2)
loss of time away from analysis on the information sought. As information
continues to play a broader role in organizations so too does the need to manage
that information (- Bettermanagement.com).
Knowledge Management
is a framework within which the organization utilizes its resources and
processes to anticipate future opportunities, changes and threats; to
continuously renew itself for sustenance and survival.
Change Management -
An industry s
economic features, competitive structure or product offering say very little
about the ways in which its environment may be changing. All industries are
characterized by trends and new developments that gradually or speedily produce
changes important enough to require strategic response from participating firms.
The most common driving forces are internet/e-commerce, globalization, and
improvements in technology. It is a highly complex environment where simple
solutions produce minimal results. Theory of Constraints methodology is used
along with self-developed Complexity Management model (non-linear system
dynamics) to effect desired change.
Strategic Visioning
- Strategic
visioning begins with the development of a vision for the organization and
identifying the desired states of that organization. It then proceeds to
developing strategies to achieve those desired states and goes on to scanning
the environment to discover what things will hinder or help achieve of those
strategies. The strategic visioning process pays equal attention to
implementation planning, which involves identifying tactics for each of the
strategies, developing objectives that are then owned by someone, knowing what
resources are needed and securing them, and putting a tracking system in place
to measure progress.
Adaptive Demand Forecasting -
ADF uses sophisticated
mathematical algorithms, datamining and
affinity analysis to do retail storefront and distribution center product demand
management. The benefits are: 1. Most retail companies can improve inventory
turns by 30% to 50% (or higher), optimize inventory levels thus freeing up
working capital to expand to more stores and add new products. Companies who
have razor thin
margins such as grocery stores do get more benefit. 2. By managing promotional
forecasting, seasonal profiling and slow moving items on a timely basis, one can
increase sales and maximize profit while being rapid reactive to market changes.
3. The adaptive demand forecasting can be linked to the supply chain management
to improve overall efficiency and productivity of the company. 4. Due to on the
fly datamining, promotions and campaign management can be integrated to execute
profitable promotions. 5. Improve customer satisfaction levels and replenish
inventory faster with less human labor. Bottom Line:
Higher profit, Increase sales, Customer satisfaction.
Relevant Experience
Big
Head Corporation VP/ Director (1995 Present); Subcontract, staff
augmentation and interim assignments as follows:
Retail Banking:
This company is the second largest home mortgage provider. The objective is to
reduce Cost to Service by 30% and design scalability to 400% using innovative
methodology.
Business
Merger (JPMorgan+Chase), Business Process Improvement, Enterprise Performance
Management, Non-Linear System Dynamics, COBOL, VSAM, CC
Information TechnologyAtos Origin, (Sales:
$1.8B, Growth: 9.7%)
Worked as an Enterprise Architect for several projects including Broadband,
Consumer goods, Manufacturing and heavy industries. Assisted in the internal
architecture and design of a Peoplesoft 8.0 EPM project.
Business
Merger (Cincinnati Bell+ Broadwing), Business Framework, Analytic Forecasts, Key
Performance Indicators, Scorecard, Financial Analytics, Hierarchical
relationships, Strategic Components, KPI basis, Datamining, OLAP modeling,
Cubes, Data Modeling, Informatica Power Center, Trillium data cleansing,
Informatica Analytics.
Broadband Company:
This company is in broadband content delivery service using sophisticated
algorithms, developed by MIT scientists (Sales:
$90M, Growth: 2145%).Company
employs more than 50 PhDs in Computer Technology and has more than 8000 servers
in 50 countries. A Business Intelligence Architecture is being designed to
support the Executive Information System needs.
Siebel, Oracle
Financial and HR, Broadbase EPM (Now KANA), Brio and special applications, Web
Log Analysis and Data Mining. Application testing.
Bio-Informatics:
This company is the premier in Genomic Sequence Analysis and Annotation using
Parallel Inference Machines and Paracel technology. The challenge is after
collecting terabytes of data, an architecture must be developed to mine those
data for useful information in an easily digestible form. (A needle in a
haystack issue). An architecture is being designed to solve such problems.
Oracle,
Paracel, SGI, EMC SANs, Alpha, Compaq, MPP servers, Hyperion, ETI
Bio-Informatics:
This division of a very large company, manufacturers Health Care products that
include gastrointestinal, oral care, pharmaceuticals and respiratory care. The
project included review of present Information Management activities and design
of a high performance Data Repository in Genomic Sequence Analysis and
Annotation, Research Information Management.
Oracle,
Applications
Broadband/ e-Commerce Company
This company is growing so fast, it is difficult to keep track of the
activities. They have the latest hardware and software to run the business. But
no understanding of the business data. A heavy duty DW/DSS is being designed to
maintain their growth and profitability. The company is engaged in
voice/video/data conference, Hosting, and all IP service.
Vitria
RosettaNet, Oracle Financial/ HR/ WMS, Infranet Portal, Broadbase EPM,
Sibel CRM, Visionael, Ganymede Chariot, Crystal Reports, Sagent, Application
testing. Microstrategy
Broadband/Telecomm:
This company produces optical fiber and cable, optical hardware and equipment,
photonic modules and optical networking devices for the telecommunications
industry. The project included review of the present IT infrastructure and
recommendation of a new design.
Oracle
Aerospace: This
company manufactures large commercial and military aircrafts. The project
included a review of the intellectual properties and analysis/recommendation of
a specific technology related to expert system based supply chain management.
Banking - Did
troubleshooting on a DSS project for a major bank (FANB) at Nashville, merged
with AmSouth (Sales:
$3.7B, Growth: 1.1%).
The DSS effort is to enable marketing and sales to increase market effectiveness
by $22 million through altering unprofitable customer behaviors, value
propositions, CD repricing, reduction of waivers or refunds, new products, loan
repricing, retaining profitable customers and distribution channel
effectiveness. Profitability by household, by account, by branch, by segment, by
decile, by NIACC, Teller activity etc.
MPP-NCR 5100,
Teradata, Info-reports, Brio, ETL - Informatica, and Erwin ERD. Infobeacon,
constraint analysis.
Information TechnologyBlah Blah, now a division of Computer Sciences Corp (Sales:
$10.5B, Growth: 12.5%)
As an Interim director of Business Intelligence, aligned with software vendors,
trained sales persons and IT workers, developed marketing strategy and produced
proposals. Clients included FedEx, State Of Alabama, Cracker Barrel.
Business
Change Management (TOC), Training. SAP ERP, Peoplesoft ERP, HR, Advanced
Datamining, Datawarehouse (ETL Acta, Broadbase, Informatica, DTS), COBOL, VSAM,
Microstrategy, (Datamining -SGI-Mineset, Broadbase) IBM- MPP, Metadata
Platinum, Informix
Financial -
Worked on a data modeling/warehouse and DSS architecture project using MS SQL
server, NT, Data Junction and Access tools for a San Francisco-based financial
and leasing corporation. Client had information needs in container shipping,
leasing, inventory management, repair management, fund management, revenue and
forecasting, insurance, repositioning to increase profit and reduce guess-work
in marketing. DSS is marketing, financial and operations driven. Delivered
warehouse model in ERwin in six weeks.
Platinum RiskAdvisor, Bpwin, Informix
Telecommunications
- Completed data warehouse architecture for a major cellular company.
Consolidated several databases into a single, user-friendly data warehouse
designed to support one-to-one customer relationship management, a reduced churn
rate, and improved profitability. Developed the logical and physical data
model, performed a business requirements analysis, reviewed business performance
improvement and rules. Performed a system infrastructure, constraint and gap
analysis.
Company bought
several smaller operators. Merger/Acquisitions, Informix- Redbrick, Erwin,
Business Objects, Cognos, SUN
Manufacturing -
Consulted in finance and strategic business information systems. Responsible for
the identification, conceptual design and implementation of IS projects from
complex multiple legacy systems to simple user friendly open enterprise ERP
system using business process reengineering. Developed project plan on three
projects: inventory management systems, lot tracking and traceability, and
purchase requisition. Involved in the analysis and replacement of
Trans4m - a SAP like
ERP package. Troubleshooting Oracle PBS
module. Unidata (MDDS), Company merger, Supply
chain constraint analysis (TOC) and change management.
Telecommunications
Designed architecture of an enterprise management and statistical analysis
system for a premier broadband company that provides integrated data hosting and
distribution solutions to companies such as Yahoo!, Motley Fool, USAToday, eToys,
and Netscape with an internet backbone of 10 Gbps (OC-192). 18,000 interfaces, 5
terabytes data, 400% growth projection.
Oracle
database and data compression applications. Real-time data processing.
Click-stream database.
State Government
Functioned as a systems analyst and architect for a $28 million custom
application that had gone sour for a state government;
mainframe
(HDS25), IDMS to DB2, Telon/COBOL, Datawarehouse, Report analytics, Constraint
analysis.
Retail -
Performed business analysis, systems architecture and data modeling for a retail
and restaurant chain (Sales:
$1.8B, Growth: 16%)
to help it reverse declining sales growth (-6% declared) to a gain of 16%.
Analysis and support in the areas of media, the merchandising of new products,
promotions, menu development, inventory, and frequent buyers.
Cognos,
Oracle, Informatica Powermart, Business Analysis, Marketing Analysis, Constraint
analysis, Human Resource Analysis, SPSS, SAS, Datamining.
Electronic Distributor
Present Sales at $350 M. After an executive level assessment it was revealed
that the company can grow at 50%, reduce inventory by 30%, improve inventory
turn-over and provide value over the internet and save over $12 M. The findings
were presented to the executive committee to move forward on several projects
including Cultural Change Management and Business Process Engineering.
Datamining,
Data Analysis, Peoplesoft ERP/HR, Custom EPM (Business framework, analytic
forecasts, performance ledger, strategic analysis, activity based costing,
future impacts), Constraint identification and change management.
Brokerage Firm
private Company doing
business the old fashioned way. After an executive level assessment it was
revealed that the company can improve its profitability and keep the brokers
happy by implementing several projects. The company plans to do a Decision
Support System first before venturing into any new territory. Goal: revenue from
$300 MM to $500 MM. Profitability goal from 12% to 20%. Assets per advisor from
$30 MM to $80 MM.
Custom EPM/
SEM, Merger/ Acquisition, Cultural Change Management (TOC, and who moved my
cheese).
Healthcare
ABC, Inc. (Sales:
$17B) operates
nearly 200 hospitals and 80 surgery centers in US, UK, and Switzerland. Provided
business process model and gathered information for compliance reporting to
Justice Department for the lawsuits, investigations, and fraud charges on over
billing.
Merger/
Acquisition, Business Process audit.
Big Cheese & Bacon
Principal Consultant, Project Manager (9/90 8/95)
Oil Company
Chevron Corp, the #3 US integrated oil company (Sales:
$46.5B, Growth: 47%)
Provided Process Automation Architecture, Real-time GUI based management
information system
Opto-22,
Wonderware, Data Repository, Advanced Management Reporting, Training.
Mining Industry
Kennecott Utah Copper, (Sales:
$804M, Growth: 12%)
a subsidiary of mining giant Rio Tinto, operates world s largest open pit copper
mines. Provided Process Automation Architecture and design for a Water, Waste
Water facility.
Project
Management, Chemical & Mechanical Engineering, PLC Programming.
Oil
Refinery
Worked with Flying J Corp. (Sales:
$4.4B, Growth: 108%)
to understand their vision that resulted in a strategy to enhance company
performance. Designed and implemented a series of projects to enhance operation
process that resulted in a substantial improvement in quality and productivity.
This effort saved the company $2 million/ year, enabling it to become a low-cost
producer, and preventing the plant s shutdown.
Flying J, a
success story of the 1990s, is on track to generate sales of $4 billion this
year -- a tenfold increase from its sales of $400 million in 1990. Digital
Cockpit.
Boring International Chemical Engineer, Project Manager (1987 1990)
Chemical Industry
Design of automation system and chemical process for a titanium dioxide plant
for JFW in Peoples Republic of China.
Space International
Project Manager (1986 1987)
Rocket Science
Process engineering
in advanced solid rocket motor (Hercules, NASA), Systems Architect and Design.
Project
Management, Business Process Improvement, Expert Systems
Techie Corporation Chief Operating Officer (1986 1990)
Audio Technology
Research in high-end digital audio technology for natural hearing-aid and
music recording. Business Plan, P&L, Investment, Marketing.
Mytech Data Systems VP,
International Operations (11/84 11/85)
International Marketing
Setup distributors in seven countries for a fault-proof industrial computer
system.
Slow Controls System
International Marketing Manager, Director (3/83 11/84)
Steel Industry
Shougang Corp, one of China s oldest state owned company (Sales:
$5.5B, Growth: 25%)
Provided Process Automation Architecture resulting in 400% efficiency
improvement. Provided management consulting to improve operational efficiency.
Mainframe, Infi-90, PBX, Data Repository, Sales Management System, Training and
Seminars, Energy Management, Expert System, DEC VAX.
Marketing This
company at the time provided automation technology products and services to
manufacturing and production processes and is now a division of ABB (Sales:
$23B, Growth: 7%).
Opened the China market, designed and solved numerous complex business issues by
providing excellent customer service.
Business
Analysis, Cultural Change Management, Infi-90, Data Repository, Advanced Process
Control
Wellhoney Inc Principal Consultant (3/80 2/83)
Process Automation
Extensive experience
(>15 yrs) in the design and integration of real-time process automation systems
in chemical, petrochemical, steel, metal, waste management, refinery and
manufacturing industries.
ABB, AB,
Digitronics, Gensym, Intermec, GE-Fanuc, Siemens, Elsag-Bailey, Honeywell, L&N
(Max), Fisher-Rosemount, Foxboro, Intellution, IBM, J-Y, Opto22, Wonderware,
USData, Paragon, Cyrano, Gello, Taylor, Compaq, SAMA, Boolean logic, Flow Chart,
Ladder logic, Multi-axis Motion Control, Inference engine, Fuzzy logic, Neural
Net (Q-Net), GUI, Optoconnect, RTOS, Datawarehouse
Electronic Manufacturer
Automation segment of Honeywell International (Sales:
$25B, Growth: 5.4%)
Provided Process Automation Architecture, Sales and Marketing of products to
large multinational corporations.
mainframe, TDC
2000/3000, Advanced Process Control, Marketing, Training.
Big
Deal Industries Systems Engineer, Project Manager (4/77 2/80)
Metal Industry
NL Industries, a leading supplier of titanium dioxide pigments (Sales:
$922M, Growth: 1.5%)
had a Magnesium production facility in Utah for which I provided Process
Automation Architecture, Process troubleshooting, business management.
Strategic
Problem Solving, Project Management, Constraint management, Change management,
Engineering Design and Construction, Training.
Ego
Corp Project Engineer (1975 1977)
Gas Company
Southern Union Corp produces and distributes gas to 1.4 million customers in
US (Sales:
$2B, Growth: 132%)
Provided Process Automation Architecture and design to the gas production
facilities.
Project
Management, Problem Solving, Change Management, Engineering Design and
Construction, Training.
Exxeon Corp Plant
Engineer (1973 1975)
Oil Company
Exxeon Corp, world s largest integrated oil company (Sales:
$228B, Growth: 42%)
Provided Process Automation Architecture, Process troubleshooting, business
management
Strategic
Problem Solving, Change Management, Project Management, Engineering Design and
Construction, Training.
Education
BS in
Electrical Engineering. Courses in: Chemical, Mechanical, Economics, Strategic
Management, Psychology, Logic, and Business Communications. Graduate courses in:
Nuclear, Computers, Control Systems, Decision theory (La Tech University
Ruston, LA). Paper: NPRA Computer Conference, 1994. Numerous job related
seminars. Self-Study: Statistics, Balanced Scorecard, BPR, Change Management,
and Knowledge Management. Developed unique methodology to enhance profitability,
revenue and shareholder value using Business and Competitive Intelligence.
College project:
Propeller-less submarine propulsion
Training:
Project Management (1994, Primavera ); Project Management Office - PMO (1998,
Huntsville)
Software
Development Methodology - Nichols Research (1998); ISO - 9000 (1993); ISO - 9001
(1996); TQM - (1992, Boston Consulting Group); QA/QC - (1983, Honeywell);
Change Management - (1995, Axiom)
Self-Study,
Implementation:Standards: Unified Modeling Language (UML); Microsoft Solution Framework
(MCSD - Architecture); Project Management Mentoring Program (PMMP); Software
Development MIL-STD-498 (1994); Strategic Information Management (SIM) (1994,
GAO); System Assessment Framework (1996, GAO); BPR Assessment Guide (1997, v.3,
GAO); Goal, Question, Metric (GQM)(Basili); ISO SPICE (Software Process
Improvement & Capability dEtermination); Process Change Management (PCM, CMM
level5); SEI - CMM v.1.1; Systems Security Engineering - CMM v.2.0 (1999); Juran
Trilogy (1990 Juran Inst); Intergroup Coordination (same as CMM level 4,
implemented 1996 at Autoliv); Trillium (Bell Canada v.3.0 1994); Kaizen; Theory
of Constraints and Cultural Change Management (Goldratt institute)
TOC thinking
process results (Goldratt Institute):
41 percent
reduction in cycle time = $7 million savings in capitalization New Product
Introduction cycle times reduced 50 percent 21 percent increase in Net Sales
Dollars Tripled development capacity with no staffing increases 80 percent
increase in Operating Profit New job startup in 60 percent less time 100
percent on-time delivery 40 percent growth in revenues $5.5 million dollars
growth in revenue per year First to market five weeks ahead of schedule
eliminates competitors entry of new products 300 percent increase in net
profit Annual inventory turns up from four to twelve Gross Margin increase
from 29 to 41 percent Pre-tax profit improvement in excess of 3,500 percent
Powerful Solutions Start with the Right Answers
Management Consulting
Responsible for executive-level assessment of the clients issues, needs and
business/ financial objectives using innovative, custom developed, Non-Linear
System Dynamics methodology and converting them to multiple strategic and
tactical solutions that can be implemented holistically to drive revenue growth
and operational efficiency. Focus areas include: Increasing cash velocity from
working capital, Monetizing non-core assets, Lowering breakeven point by
outsourcing, Implementing internal best practices, Reengineering for cost
superiority, Rethinking customers served, Aligning customers, products and
services to changing needs. Agility, Managing though
Uncertainty, The Delta Model, Six Sigma, Enterprise Performance Management,
Global Business Dynamics, Strategic Management, Change Management (Theory of
Constraints), Consumer Confident Index, Fixed assets, Inventory, Receivables,
Payables, Predictive modeling, Multifunctional sales/operations planning
process, Forecast accuracy, Marketing and Campaign Management, Product Portfolio
Management. Data
Information
Knowledge. Special skills in
Project
Recovery
and
International Marketing
(Government
and Private Sector lots of contacts).
CEO Cockpit to
enhance the agility.
Systems Architect& Project Management Design Systems architecture and training for
Strategic Performance Management (SPM) that drives
business success at senior management and operational levels by enabling
analysis, measurement, and communication of critical information throughout the
organization, leading to strategic alignment of corporate objectives,
organizational resources and employee actions. Provide innovative Business
Process architecture using Business Process Engineering, Strategic &
Cultural Change Management and Cognitive bias. Provide support for PMO, PMMP,
EAI, and E-Business. System design using Appropriate Response Model (MG
Taylor) for Anticipatory, Self-correcting and Sustainable System.
SCOPELAND 2000, SAP- Strategic Enterprise Management,
NET - Management Cockpit, PMO, PMMP, Datawarehouse, Kalido, SAP BW, Infocubes,
Peoplesoft EPM, iBaan, Broadbase/KANA-EPM, Tibco/Vitria EAI, Siebel-CRM,
Balanced Scorecard, Activity based costing, KANA Marketing and Analytics,
Enterprise Metrics, CRM, SEI-CMM, Complexity Management, Datamining, Expert
Systems, Knowledge Applications, Call Center Outsourcing, Informatica
Powercenter & Analytics, Trillium Controlcenter, Microstrategy Analytics,
Informix, dB2, Oracle, Web and wireless analytics delivery.
Contact this candidate