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Sales Management

Location:
Phoenixville, Pennsylvania, 19460, United States
Posted:
August 28, 2017

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Qualifications Summary

Dynamic, results-focused, executive leader in the professional services industry with 25 years of building IT services operations with delivery capabilities across North America. Possess in-depth knowledge of the IT staffing industry as well as comprehensive executive leadership and management skills. Proven track record of building high performance teams and exceeding financial and operational objectives. Unique ability to develop strong relationships with both business and technical stakeholders while delivering sustainable competitive advantage. Extensive experience in new business development, account management, program management, contract negotiation, multi branch and territory leadership. Responsible for sales, recruiting and operations, and leadership of large staffing programs. Specializing in staffing industry acumen, recruiting and sourcing, networking and prospecting, customer relationship, account management and retention, strategic sales, contract negotiation, vendor management, business development, market/Industry knowledge, client delivery, sales management, hiring, training, mentoring, coaching and performance management.

Staffing Solutions:

Contract/Contract-to-Hire, Direct Hire, Statement of Work, Project Team Staffing, Executive Search, Human Capital Management Solutions, VMS/MSP, Virtual Bench.

Area of Expertise Placements:

Business Architects, Project Mangers, Business Managers, Business Analysts, IT Programmers & Developers, Big Data Scientist, Mobile Experts, Cloud Architects Software Engineers, Data Administrators, Network & Systems, Engineers/Administrators, Cyber Security Specialists, Web Developers, UI/UX Designers, Enterprise Application Specialists and Integration Specialists. Microsoft, Oracle, SAP, IBM, EMC, CISCO, HADOOP, Ruby, Agile

Professional Experience

Innovation Staffing Services 2016-Present

Owner

Established Innovation Staffing Services to provide direct placement of highly-skilled STEM professionals in specialized areas such as cyber security and IT Services.

Partnered with STEM Connector, CSFI Cyber Security Forum Initiative and the Valley Forge Military College providing critical access to cyber security professionals and focusing on high demand for STEM talent.

The Judge Group 1991-2016

Strategic Research Data Analyst 2013-2016

Responsible for strategic market research, analysis and decision support for executive management team. Exceptional ability to identify competitive advantages, identify key markets as well as drive speed to market and enhance quality of services.

Developed a three year strategic marketing plan. Executed research support and defined actionable deliverables for marketing prompting new marketing campaign for The Judge Group

Established Key Performance Indicator report to manage year over year trends for enterprise wide KPIs’

Established and automated Client Meetings Pipeline Report to allow review of scheduled future meetings leading to a proactive executive management approach to client development and cross selling all of The Judge Group services

Provided strategic sales support for the sales team across North America achieving significant improvement in The Judge Groups’ speed to market for all The Judge Group service offerings.

Created strategy for sales presentations for client meetings for all sales across North America.

Extensive work with VMS/MSP clients leading to Judge attaining recognition from Agile One, Kelly Group and Tapfin for supplier excellence.

Managing Director, Judge Headquarters, Philadelphia, PA 2002-2013

Achieved IT Services Operations growth from $15 million to over $70 million annual revenue while increasing profit and facilitated the number one P&L in the company leading the way for The Judge Group to secure Ranking in Top fifty Largest Staffing Firms in the United States by Staffing Industry Analyst

Produced the most contract staffing revenue for The Judge Group from 2002-2012 which resulted in being recognized as the top Staffing Manager in the company

Supervised and directed over seventy internal employees including managers, account managers and recruiters as well as over one-thousand IT consultants working at various client sites across North America providing services to healthcare, financial services, technology, telecommunications, pharmaceutical, energy, government, manufacturing, and supply chain industries and generated over five-thousand placements

In addition to running the contractual division, referred and/or closed perm/conversion fees in excess of $1M 2010, 2011 and 2012

Proactively prospected clients to target list through a process of cold calling, client visits, and networking

Diligently managed over 200 staffing client accounts spearheading the development of seven of the top ten accounts of The Judge Group

Professionally provided both clients and candidates with a customer service experience that created The Judge Groups’ status as a premium provider in the staffing market leading to The Judge Group ranking in Top 2% of all Staffing Firms by Inavero for Client and Talent Satisfaction

Established Judge Technology Solutions that provides apps, infrastructure and business solutions for mission-critical technology including Enterprise Application, Mobility Solutions, Big Data/BI, Cloud Services, Cyber Security, Database and Systems, ERP Implementation, Project Management, Testing and QA, Infrastructure Services accomplishing the start of a new higher margin multimillion dollar business unit for The Judge Group.

Business unit leader responsible for ensuring operational and financial objectives are achieved by coordinating activities with the various functional leaders within The Judge Group to ensure alignment and effectiveness and initiated cross selling effort that lead all management efforts in the company by achieving new sales in Judge Learning and Judge Unified Communication of over $10M

Attend industry network events and lead or participated in client sales presentations

Responsible for client retention including ensuring scorecard metrics are achieved

Conduct staff and training meetings as well as periodic business review meetings

Administer monthly performance management, ongoing evaluations and compensation

Interface with corporate accounting/finance, HR, IT and marketing functions

Developed the first Speed Career Networking event partnering with over 25 companies to hire veterans.

Branch Manager, The Judge Group, Washington, D.C. 1997-2002

Established and managed a new Judge branch resulting in year over year growth and increased profits that lead to annual revenue of over $7 million in less than four years.

Achieved record revenue and profit leading to being named the number one salesman in the company and Manager of the Year.

Supervised a team of over fifteen account managers and recruiters as well as over one-hundred IT consultants working at various clients in the DC, MD and VA markets.

Aggressively cold called and engaged clients for job orders helping to break large accounts that are planning for long term use of contractors

Managed sales and delivery of large multi-million dollar IT staffing projects for financial services, telecom and Department of Defense.

Obtained Secret clearance to pursue and win a multi-year multi-million dollar contract with large DoD Systems Integrator

Technical Recruiter, The Judge Group, Philadelphia, PA 1991-1996

Number one recruiter in the company.

Performed full-cycle recruiting: sourced, interviewed, offered, negotiated and closed candidates for contractual assignments

Developed pipeline of top level IT services consultants.

Instrumental in delivering quality IT resources for major industries including pharmaceutical, financial services and healthcare.

Defined processes necessary to be successful and viewed as a Tier 1 staffing partner.

Joanna CHF Industries Account Manager 1989-1991

Responsible for $3 million Pennsylvania territory with emphasis on new accounts.

Sold largest new account in the company 1990.

Education

Saint Francis University, Loretto, PA

BS Business Management, Minor Accounting and Finance



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