Sales Manager

Karen Posey

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

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

City: Dayton

State: OH

Zip: 45459

Country: USA

Phone: 937-***-****

Skill Level: Director

Salary Range: $200,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

KAREN M. POSEY

6725 Eddington Court Centerville, OH 45459

937-***-**** *********@********.***

Business Unit Leader Chief Operating Officer VP, Strategy & Corporate Development

VP, Services Senior Consultant VP, Sales Strategy & Productivity

KEY ACHIEVEMENTS

* Created four organizations in three different industries from scratch that drove growth and retention

* Turned around IT Infrastructure business within six months to achieve a 35% increase in sales and service and 50% reduction in expenses

* Saved client $4,000,000 in product development costs, resource allocation and misaligned company priorities

* Industry-recognized expert at establishing, deepening and leveraging relationships with C-Suite to build sustainable retention and loyalty

* Transformed 60 leaders within a 450 person sales force from product-centric to solution selling and coaching within 18 months to have a standard, repeatable process to achieve world-class results

* Reputation for strong talent acquisition and people development to achieve results within 90 days

PROFESSIONAL EXPERIENCE

Geehan Group 2009-July 2012

Senior Consultant (Report to Chief Executive Officer)

Geehan Group is a management-consulting firm focused on connecting executives with their most strategic clients in order to maximize retention, sales, profits and long-term market alignment. Recruited to provide client delivery, business development and planning support to B2B technology and healthcare fortune 500 organizations at the C-Suite level. Teamed and collaborated with various account managers to achieve program creation, execution and sustainability.

Strategic Planning: Help C-Suite gain go-to-market insight ~ strategy, marketing, product, sales, service and mergers/acquisitions from the market collective (most strategic clients at a decision maker level). Provide insight into what the -market collective- sees as client`s core competencies and business model to drive predictable, profitable growth. Clients: AmerisourceBergen, Standard Register Healthcare, Savvis and VMware.

* Saved client $4,000,000 in product development costs, resource allocation and misaligned company priorities

* Cultivated three (3) solid acquisition targets outside client`s core competencies that complimented their business model

Marketing Planning: Work with Chief Marketing Officers to help to maximize their marketing investment through assessing their initiatives, audience and spend to help them drive alignment to the company`s priorities.

Practice Management - Created, launched and implemented the following new practices:

* Executive Sponsor Program (ESP) - Enables organizations to yield results in retention, loyalty, relationships and innovation. ESP assigns and engages executives within the organization to their largest and most strategic clients outside of any sales transaction. Organizations identify the client accounts to participate in the program, using the ESP to deepen relationships and expand their portfolio of products/services.

o Sold $450,000 in services first year. Clients: Dell, Juniper Networks and Harris Broadcasting.

o Wrote whitepaper after researching 21 companies that have an Executive Sponsor Program ~ Became Industry expert which gained me speaking engagements, webinars and published articles.

* Strategic Partnership Review -Empowers the sales organizations to have proactive business discussions and overall partnership review with their most strategic accounts that evaluates the clients business and their relationship vs. previous operational factors.

Thought Leadership: Speak, blog, write quarterly articles and have been published in several magazines

Agil IT, Troy, Ohio 2008-2009

Vice President, Sales (Reported to Chief Executive Officer)

Recruited to lead a Healthcare IT organization to drive sales in Ambulatory space. Created and implemented the sales foundation for growth.

Leadership - assessed and improved sales talent. Had new Reps producing results in 90 days; Drove new business and reduced sales cycle (nine steps to four)

Marketing & Sales Strategies - created and implemented market analysis and materials (sales plan, presentations, client planning, and case studies)

The Reynolds & Reynolds Company, Dayton, Ohio 2006 - 2008

Sr. Manager, Sales Strategy & Productivity (Reported to Senior Vice President, Sales)

Recruited into automotive software sales organization (60 leaders within a 450 nationwide sales force) that needed transformed from product-centric to world-class solution selling. Set strategy, plan and executed through collaboration with sales, marketing and product leaders. Hired, trained and coached a team of 17 to deliver world-class results.

Awarded -Manager of the Year- - Selected out of 300 managers based on the improved performance of the team through leadership, coaching and development that led to significant results.

Sales Strategy - Built strategy to gain leadership alignment to new vision/direction

Leveraged top talent within the leadership team and top sales performers to accelerate the transformation through garnering and documenting their best practices to build tools/templates/multi-media to recognize, replicate, reward and retain talent at all levels within the sales organization.

Misys Healthcare, Raleigh, North Carolina 2004-2005

Sales Director, Mid-Central Region (Reported to Area Vice President West)

Recruited to healthcare IT industry in ambulatory space to dramatically expand market, formulate cost effective strategies to overcome legacy service and support issues, transitioned Reps from feature/function selling to solution selling as well as spring-boarded new business development. Responsible for eight-person team in Ohio, Indiana and Kentucky

Enhanced loyalty/retention with physicians and practice managers within market

Created marketing analysis/targeting for team to maximize sales efforts

Grew Electronic Medical Records (EMR) business; Hired and trained three new sales executives; Achieved 101.6% (FY05); Region Ranked 4th out of 17 Regions (FY06)

Recognized -Leader & Inspirer-- One of five leaders selected out of 200 to lead managers through change

SARCOM, Columbus, Ohio 1997-2004

Business Development Manager & National Account Manager (Reported to Senior Vice President Sales; 2000-2004)

Promoted to provide vision, leadership and guidance to significantly grow Dayton Microsoft Solutions Business through new business development, coaching sales team and collaborating with project managers and service leaders.

Closed $1,915,000 in new business in the first nine months; Created territory from scratch.

Achieved Presidents Club in 2000, 2001 and 2002. Grew territory to level that represented 70% of total branch revenue and profit. Achieved #1 Services Gross Margin Award for the company.

Sold $5.4 and $6.7 million dollar deals for services and software maintenance; saved clients over $680k

General Manager (Reported to Senior Vice President, Operations; 1997-1999)

Recruited to IT Infrastructure business to provide vision and leadership to turn-around business. Led managers, sales, engineers and project managers (30+ people) to formulate cost-effective strategies to overcome lack of revenue growth, service revenue recognition issues and the transition of the education business to drive new business and cost out.

Increased sales & service by 35%; Reduced expenses by 50%; Created marketing analysis and targeting to maximize sales results; Achieved the highest executive-level presence in branch history

Awarded -Best Practices Leader- - Selected by ten other General Managers (peers) for the best new business practices idea in the country

LEXISNEXIS, Dayton, Ohio 1986-1997

Branch Manager (Reported to Vice President, West 1993-1997)

Promoted to establish a five-state sales region from scratch. Through leadership, talent acquisition and consistent coaching and development grew sales staff from one to 12 Reps and six in-direct reports over four years.

Achieved #1 Branch in Region; #1 Branch in Sales Contest; 100% Club three out of the four years; Presidents Club twice.

Reputation for getting new sales people -producing results- quickly through consistent execution of expectation and tool documents (i.e., 120 day Expectations, Regional Guidelines, leveraging Peak Performance, etc.)

High Performance Manager of the Year-- Selected out of 14 other Sales Leaders based on demonstrated leadership, hiring top talent, ramping sales talent quickly and the incredible sales results achieved

OTHER EXPERIENCES

* Pleasant Hill Swim Club - Current President of the Board

* YWCA, Women of Influence Luncheon - Current fundraising volunteer

* Cheltenham Women`s Group - President, 3 years

* Cheltenham Homeowners Association - President of the Board, 3 years

BACHELOR OF ARTS, Cum Laude, Communications, CAPITAL UNIVERSITY

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