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Sales Manager

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Posted:
January 29, 2018

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David M. Ostrovetz

ac38vq@r.postjobfree.com 248-***-**** www.linkedin.com/in/daveostrovetz

Sales Leader

Sales Leader with solid experience and track record in channel and direct sales exceeding sales goals. Selling into enterprise accounts, gaming, financial market, government and education, group purchasing organizations, resellers. Selling IT services, SAAS, ERP & BI Software, document management software, capital equipment. Built and managed sales teams of up to 15 sales representatives and consultants. Sales and revenues have been in the range of $25,000,000.

Consistently met or exceeded quotas

#1 in new sales development 2016 attaining 105% of new business growth.

#1 in channel to develop new accounts 2015 attaining $26M in new business.

Have grown tri state territory from scratch to achieve 125% of new sales revenue in 1 year.

Extensive experience developing channel partners to achieve sales growth.

Extensive experience developing state and federal government and education sales.

3 years straight performing top manager in region 123%, 178% and 160% of sales quota.

Professional Experience

HBS Systems, United States 2016 to 2017

National Sales Manager Direct and Channel Sales

Developed US sales for Direct and Channel Sales for ERP & BI SAAS software developer selling in the manufacturing / retail vertical.

Grew sales to 105% of 2016 sales goal

Worked extensively with channel partners to grow new business.

Built ROI for customers using BI and ERP Analytics to close business.

Utilized Sales force for all sales activity and pipeline management.

Extensive US travel to provide full demonstrations of ERP & BI software.

FIRST DATA, Michigan / Ohio / Pennsylvania 2014 to 2016

Director of Sales Direct and Channel Sales

Managed 12 sales representatives, managed channel partners hired and built 3 sales teams in tristate region focused on First Data emerging market EMV & Clover product offerings, including Clover, Point Of Sale integration of website processing, on-boarding into various SAAS ERP software types and e-commerce merchant processing integration

Developed sales team from ground up, hiring entire division; started at 0 and grew to 13 representatives.

Developed channel partners for region to ensure success for both First Data and partners.

Transformed Business Consultants’ methods from price-driven sales to consultative sales approach; result: raised profitability of each sale.

Trained business consultants on methods to generate leads for emerging market products to include business-to-business sale and e-commerce through channel partners.

Developed government sales for merchant services and clover using GSA schedule

Developed sales team to solution sell direct and through channel partners.

Utilized QBR (Quarterly Business Reviews) for all channel partners to measure growth

Reached 125% of 2015 new-sales revenue goal, #1 in channel to develop new accounts in 2015.

Vertical Sales focus on state federal government and education

Dave Ostrovetz Page 2

KONICA MINOLTA, Lansing / Saginaw, MI 2012 to 2014

Branch Sales Manager

Managed branch and eight sales representatives. Developed sales teams focused on Konica core products, including multifunction devices, document management, IT services, and consulting services.

Increased solution-based sales 110%, converting sales representatives from copier sales to solution-based sales. Grew IT services sales 50% and increased KIP wide format sales 125%.

Focused on channel partner sales development to grow new business.

Implemented cadence of Quarterly Business Review (QBR) and CRM activity matrix, resulting in 80% customer retention and solution-based sales increase of 125%.

Increased new business sales 40%; exceeded 100% of sales quota for six months.

RICOH IKON, Okemos, MI 2007 to 2012

Information Services Technology Consultant, 2011 to 2012

Supported five sales teams providing Professional Services and IT solutions utilizing channel partners. Grew local channel relationships with Dell, Tech Data, Sonic Wall, AT&T, Verizon, Comcast, Cisco. Trained 50 sales representatives on products.

Grew evolving technologies sales 50% by coaching and developing sales representatives to understand Ricoh’s evolution to a technology-based organization and channel partner relationships

Focus on channel partner development for new business growth and entire portfolio sale

Sold 250% over quota for IT Services SAAS model, Ranked #1 region

Sold 168% over quota in new business professional services in Q1 2012, Ranked #1 Q4 2011, Q1 2012

Branch Sales Manager, 2007 to 2011

Managed branch and six sales representatives selling capital equipment, software, and consulting services. Conducted sales strategy sessions with specialists, service department, and management to achieve corporate goals. Developed sales operation reviews to include profit and loss. Focused on SLG / Federal Sales

Increased sales 120% through development of sales representatives’ skills, focusing on needs-based strategic selling to various account decision-makers.

Achieved Circle of Excellence in 2008, 2009, and 2010 top sales manager in Michigan finishing 123%, 178% and 160% per year of sales quota.

Implemented QBR's (Quarterly Business Reviews) to grow existing clients results: 120% growth.

Expanded branch 35% annually from $3M to $4.8M.

Increased Gross Profit from 55% to over 80%, maintaining after market annuity revenue stream.

Ranked #1 in Michigan selling professional services for FY 2008, 2009, and 2010.

SNAP-ON, General Manager 2006-2007

Cingular Wireless, Manager Sales Engineers 2004-2006

T-Mobile, National Accounts Manager 2001-2004

Education / Professional Development / Skills

Bachelor of Science, Actuarial Sciences, Eastern Michigan University, Ypsilanti

Training: Consulting, Miller Heiman Strategic Sales, New Strategic Selling, New Solution Selling, Good to Great

Technology Skills:Telecommunications, ATT, Verizon, Comcast System Architecture Design, SAAS, IBM AS400, Linux, Electronic Content Management Software, Onbase, EMC Documentum, Westbrook Fortis, Doc Record, EFI Products, SharePoint, Ecopy, Nuance, NSI Autostore, Power Press, Right Fax, Cisco, ERP, BI

Computer Skills: Salesforce, Lotus Notes, Oracle & SAP CRM, ADP HR Portal, MS Office



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