Sales Manager
Resume:
Caring about the Customer. Focusing and Acting. Being Accountable. Leading Tenaciously.
Innovating Relentlessly. Being Great to Work With!
In addition to the skills you are looking for, what could I bring to this position?
Entrepreneurial Experience – In an individual contributor role as an Independent Manufacturers Representative and then later in leadership roles I’ve acted in an entrepreneurial manner and understand what it takes to be successful in a sales role as both an individual contributor and as a leader.
Collaborating and Being Great to Work With – I’ve learned humility and that I don’t have to have the loudest voice in the room or take up all the air. I’ve learned that there are many paths to a destination, and that mine will not be the best for all. I’ve learned to listen and nourish.
Passion – I know what I want to do, and I know what I’m passionate about. I want to:
Lead a team.
Be part of a business/product to be proud of.
Build and be a revenue architect.
In hiring I always want to know as much as possible about the applicant prior to beginning the interview process – it saves time and helps in candidate selection. To help getting to know me, please review my website at: https://olafpaleos.wixsite.com/website
Among additional details of my work experience and accomplishments it includes a brief video interview so you can “meet me”.
Thank you,
Olaf
Olaf Paleos
Senior Level Sales Team Leader
Team Builder/Motivator – Business Acumen – Exceed Revenue Targets
****.******@*****.***
https://www.linkedin.com/in/olaf-paleos
https://olafpaleos.wixsite.com/website
OLAF PALEOS
Sicklerville NJ 08081 609-***-**** ****.******@*****.***
https://olafpaleos.wixsite.com/website https://www.linkedin.com/in/olaf-paleos
EXECUTIVE SALES TEAM LEADER
Analytical Skills to Build Sales Strategy and Leadership Skills to Mobilize Team to Growth
Team Builder Business Development and Acumen Exceeding Revenue Targets
High performance Sales Leader and Revenue Growth Architect with 15+ years of successful leadership serving the complex needs of technology and software customers. Agile, independent, and enthusiastic with an impressive track record of consistently surpassing revenue and sales goals with different product lines in diverse markets. Excels at strategic thinking, planning and executing complex strategies. Collaborative change agent and business partner, who motivates, inspires, innovates, builds confidence and trust.
Driving for Results and “making things happen”
Mentoring / Coaching / Motivating
International Experience
Consultative Sales
Partnerships and Alliances
Revenue Growth
PROFESSIONAL EXPERIENCE
CONSULTANT, Sicklerville, NJ
Sales Strategy, Operations, Effectiveness (March 2017 – Present)
Assisting business leaders in the design of go-to-market value propositions and customer-facing tools that result in revenue growth. Consulted on sales compensation plans, product pricing, marketing, website creation, ecommerce, emarketing, product licensing, sales/retention/revenue goals, sales training, pipeline management, product positioning. Clients in SaaS, cloud computing, software, legal, and service industries.
THOMSON REUTERS, Philadelphia, PA
Director of Sales (2007 – December 2016)
Built and managed 15+ member Sales / Retention / Training team with 2,500 customers for 3 software product lines. Dotted line reporting relationship (matrix management) from technical and content support, and corporate marketing for product lines. Recruited and hired staff, coached and motivated team members to goals through growth and accepting challenges. Designed product licensing model, pricing models, compensation plans, developed sales and client retention forecasts, set sales and client retention goals, co-developed marketing strategy. Final authority on all customer issues, "owned" customer relationship.
Assimilated products in different markets from corporate acquisitions and fold-ins. Exceeded sales and retention goals for these product lines in different industries (legal, CPA, banking, higher education).
Grew OTEA (ONESOURCE Trust & Estate Administration software) customer base over 500% from 350 to 1,950, with revenue growth from $900K to $7.6M, product retention from 79% to 92%.
OTEA was consistently ranked at or near top in annual TRTA customer satisfaction surveys from 2008 - 2014 (of 14 Thomson Reuters Tax & Accounting businesses).
Managed OTEA Service revenue for business from 2008 – 2014, reversing declining revenue trend and growing revenue from $3.2M to $4.5M (without adding to existing staff) at divestiture to Ernst & Young; divested business continues to be a software customer and EY revenues from business have declined.
Increased NRA (Non-Resident Alien Taxation software, SaaS) sales 5-fold over previous year in first year (2014), revitalizing sales equal to highest sales years NRA experienced prior to acquisition; stabilized declining retention, achieving 98% retention in second year, matching that in year three, reversing corporate's view that NRA was a declining product TR should walk away from.
Retained top talent through mentoring, staff development, and creating growth opportunities. Exceeded company average in manager effectiveness studies every year.
Developed and drove customer acceptance of aggressive multi-year price increases averaging 6% by innovative product packaging / bundling and transitioning software licensing to a usage pricing model.
Grew customer base from 350 to 2,500 and grew revenue from $900K to $11M+.
Olaf Paleos ****.******@*****.*** Page 3
National Sales Manager (2005 – 2007)
Designed sales strategy, pricing, and set revenue goals. Implemented Salesforce.com. Generated pipeline reports, developed product retention projections, reporting to upper management. Led cross-departmental communications and awareness of competitors. Approved marketing and developed marketing message / theme. Attended key tradeshows and key client visits. Managed sales and marketing budget of $1.7M.
Grew OTEA Software market share among large law firms to 78% of the top 200 law firms being clients.
Assumed $4M in revenue responsibility for OTEA Service, and associated increased Sales headcount.
Ideated and implemented Cloud Computing business partner relationships with ESI and WealthTec.
Built, managed and led diverse team of inside and outside sales professionals, working in office or remote, including virtual and contractors, ensuring team effectiveness, cohesion, and morale.
Partnered with key client (zCalc Estate Planning software) and subcontracted much of product development to client, resulting in saving 2 FTE's in product development; grew customer base by 40% by incorporating parts of zCalc into OTEA product sold into OTEA client base.
Reduced Marketing budget by over $150K while continuing to grow revenues.
Managed key clients (E&Y, Sungard, WealthTec, ESI), personally providing annual revenue of $1M.
Sales Manager (2000 – 2005)
Created responsibilities/policies/procedures for Sales Team. Approved orders/credits, client problem resolution. Pipeline and retention reports, reporting to senior management. Oversaw product positioning.
Grew OTEA Software revenue 300%, doubled sales staff, successfully managed corporate fold-in.
ADDITIONAL PROFESSIONAL EXPERIENCE
Sales Manager, Zane & Associates, Berlin, NJ
Sales and Operations Manager, IDRECO S.P.A. (Represented Italian Company), Bensalem, PA
Independent Manufacturers Rep, Pfanstiehl Inc. / Self-Employed Entrepreneur, Newtown, PA
Operations Manager, Societe Volcamat, Volvic, France
EDUCATION
University of Pennsylvania, Wharton, Philadelphia, PA
Bachelor of Science (BS) – Economics - Management Concentration – 7 semesters completed
American International School of Zurich, Zurich, Switzerland
PROFESSIONAL DEVELOPMENT
Thomson Reuters Completed Coursework:
Advanced Management at Thomson Reuters: LEAP and Innovation Management (Director / VP level)
Advanced Management at Thomson Reuters: Framebreaking (Director / VP level)
Lean Experimentation and Lean Six Sigma Methodology
Manage an Acquisition and Design / Create a New Organizational Structure
Engage with Customers as a Leader and Represent the Company in Industry / Publicly
CERTIFICATIONS AND LICENSES
Advanced Management at Thomson Reuters: Leading the Business Issued By Thomson Reuters
Takeon! Innovation Issued By Takeon!
Social Selling Mastery 2.0 Issued By Sales for Life
Senn Delaney Issued By Senn Delaney
The Excellent Thomson Reuters Sales Manager Program Issued By Thomson Reuters
INTERNATIONAL EXPERIENCE
Worked in France Represented Italian Company in USA Fluent German/Conversational French
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